HEAD of BUSINESS DEVELOPMENT

JOB DESCRIPTION

As part of our on-going growth and expansion, SITE & SITE Foundation are now hiring for the new position of Head of Business Development.

Joining the senior leadership team and reporting directly to our CEO, Didier Scaillet, the Head of Business Development is responsible for managing and growing our existing strategic partner program, fostering and building new partnerships and creating and implementing a best-in-industry hosted buyer program to drive value for all our partners.

This is a high-performance, sales focused role driven primarily by financial KPIs. It involves working to short, medium and long range targets and requires both consultative and transactional selling

Duties & Responsibilities

  1. Manage & Grow Existing Strategic Partner Program
  • Reinforce the existing CRM system (salesforce.com) and work proactively with SmithBucklin support to ensure optimal return on investment for sponsors and strategic partners.
  • Develop the arc of the opportunity and seamlessly lead stakeholders along the way to reinforce repeat and increased business.
  • Create Standard Operating Procedures (SOP) to systematically identify, measure and report Return on Investment / Objectives (ROI / ROO) for SITE Sponsors and Partners.
  • Develop and strengthen relationships with Global Board members as well as Chapter
  • Assist with service strategy that aligns with the associations’ strategy
    • Facilitate initial interviews and discovery phases with supplier organizations
    • Provide strategic planning and budgeting toolbox
    • Promote alignment of the sponsorship strategic plan with the SITE and SITE Foundation visions and missions
    • Ensure that the management structure (SmithBucklin and contractors) understands and supports sponsors as a primary source of revenue, engagement, delivery and satisfaction
  1. Foster & Build New Partnerships
  • Oversee, negotiate and create comprehensive and integrated strategies and business opportunities that fully leverage the organizations’ assets and maximizes revenue performance.
  • Create and cultivate leads that translate into new business development opportunities that align with the organizations’ overall strategies. Lead large, complex deals from start to finish.
  • Be capable of creating demand and sustaining relationships to leverage opportunities by creating a sense of mutual accountability, inspiring action and following up. 
  • Further develop SITE's value proposition to strategic partners and build long-term alliances with key supplier organizations (hotel groups, destinations, DMC consortia, trade shows, etc), over and above transactional sales to be secured to support events.
  • Ensure the packaging and sales of assets are linked to SITE and SITE Foundation portfolio (events, research, thought leadership, etc)
  • Create dashboards to measure and optimize partners’ and sponsors’ satisfaction.
  • Liaise with Chapter Leaders to assist with any regionally relevant media and / or advocacy statements
  • Contribute to the overall strategy and direction of the organization as part of the Senior Leadership Team.
  • Represent SITE at various events including, but not limited to the AGM and fundraising events.

      2. Create and Deliver Best-in-Class Hosted Buyer Programme

  • Create, deliver and oversee SITE’s hosted buyer program (Global Conference, Incentive Summits, Classic, IMEX and other trade shows) including meeting standards, creating process, timelines and budget expectations
  • Deliver NPS of > 8.5 regarding hosted buyers’ satisfaction with SITE and SITE Foundation engagement.
  • Work collaboratively with Hosted Buyers Committee on identification, qualification and on-going evaluation of Incentive Travel Buyers for SITE Events.
  • Establish and monitor SITE Hosted Buyer database (demographics) as the best-in-class Incentive Travel industry repository and data mining source.

Overall

  • Provide input on factors that can increase sponsor, partner and stakeholder satisfaction.
  • Ensure that all internal partners are kept up to date on sponsorship, strategic partnership and events revenue status where appropriate; and to consult where needed in both directions to share ideas, enhance sponsorship experience and troubleshoot operational issues.
  • Build and maintain industry relationships that promote mutually beneficial business opportunities.
  • Maintain liaison with chapters, Executive and Board to ensure that relationships and linkages are positively encouraged and open communication is continued.
  • Identify learning opportunities, demonstrate revenue development and delivery methods, coach staff through process and act as a resource for the teams in related areas as needed; provides appropriate feedback as required.
  • Maintain up-to-date knowledge in the field of revenue development and engagement by attending workshops, meetings, trade shows and seminars; keeping current on literature relevant to the industry, particularly as it relates to the Incentive market and Revenue development.
  • Contribute to the overall strategy and direction of the organization as part of the Senior Leadership Team.
  • Represent SITE at various events including, but not limited to the AGM and fundraising events.
  • Serve as management liaison to the Hosted Buyer Committee.

Other Relevant Information

  • The senior leadership team meets once a week by conference call for 1 hour

Education and Experience

  • Degree / Diploma in Business, Management, Events (or closely related field of study) or proven equivalent professional experience.
  • Contributor to industry through volunteerism, speaking, writing, webinars, podcasts or any combination demonstrating thought leadership.
  • In-depth understanding of the governance of associations, including sponsorship / alliances / hosted buyer programs.
  • Solid understanding of strategic sales and revenue models, account management and operations, either as a former association executive or as a volunteer leader.
  • Superior verbal and writing skills, including business and creative writing.
  • Strong negotiation skills.
  • Strong budgeting and costing skills.
  • Superior research and sourcing ability.
  • CIS, CITP and/or CAE certification preferred.

Attributes

  • Collaborates effectively with multiple stakeholders for shared success
  • Able to manage constant pressure, changing priorities, fluctuating requirements and multiple significant deadlines
  • Enthusiastic and positive, “make it happen” attitude
  • Data-driven and intuitive Big Picture thinker who can keep an eye on the details
  • Proven problem-solving, conflict resolution skills and decision-making capabilities
  • Demonstrates sense of humor and ability to engage and defuse in a high-pressure environment
  • Works with minimal supervision and is self-motivated
  • Proven flexibility to work non-standard hours in locations around the globe
  • Expected to travel 25% of the time

Should you be interested in joining the SITE senior leadership team as Head of Business Development, please send CV / resume, personal statement and package expectations (base salary, bonus and commissions) to dscaillet@siteglobal.com, by Friday 28th February 5.00pm Chicago Time (CST).

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