Senior Vice President, Business Development & Marketing

Transcription

1 Executive Position Profile Senior Vice President, Business Development & Marketing This search is being conducted by: 1701 Pennsylvania Ave. NW, Ste. 300 Washington, D.C vettedsolutions.com Vetted Solutions is a proud member of:

2 Table of Contents Click any entry in this Table of Contents to go directly to that page. Click on the page number at the bottom of any page to return to the Table of Contents. I. Position Description... 3 Summary Essential Duties and Responsibilities Supervisory Responsibilities Key Deliverables Qualifications Key Traits Measures of Success II. Organization Review... 5 About AALU Purpose Mission Vision AALU Issues Alliance and Key Issues AALU Learning Annual Meetings Capitol Hill Club AALU Stakeholders Committees Ambassadors Leadership Board of Directors Office Locations III. About Vetted Solutions

3 I. Position Description Summary AALU s (formerly known as Association for Advanced Life Underwriting) mission is to strengthen, grow, promote and advocate for the life insurance community. For 60 years, AALU has been the trusted, influential voice for some of the most successful financial advisors in the industry who generally have life insurance centric practices. Key to fulfilling this mission is the role of the Senior Vice President (SVP), Business Development & Marketing, who reports directly to the Chief Operating Officer. As a vital member of the team, the SVP will oversee all activities related to conceptualizing and implementing marketing and sales plans, as well as revenue development and generation. This position provides the opportunity to work collaboratively with other departments to develop and implement comprehensive strategies and tactics to achieve goals and financial results while positioning events, products and services to increase AALU s brand awareness in the marketplace. Additionally, the SVP will uphold AALU s strong reputation ensuring that those in the life insurance industry and those seeking information about the industry continue to leverage AALU for valuable advocacy and learning benefits. The SVP will provide leadership and overall accountability for both retail and corporate development opportunities including AALU s membership programs, registration at the organization s major event, the Annual Meeting, as well as the various corporate programs. Essential Duties and Responsibilities Provide leadership, direction and management for the development of strategic marketing and communications plans. Make certain that all retail and corporate partners are effectively segmented ensuring they receive a return on their investment in AALU. Develop effective sales plans to reach new constituencies raising AALU s brand awareness, increasing market share and ultimately revenue. Oversee research and analysis to support and validate plan and goals. Direct the development of an integrated marketing and communications strategy/plans. Ensure quality customer service for existing members as well as retail and corporate partners that participate in AALU products, programs and services. Build and extend AALU s visibility and mission through cohesive and creative marketing and branding efforts. Lead cross-functional organizational efforts to maximize marketing opportunities. Oversee day-to-day product marketing and sales efforts for AALU events, products and services. This includes communications, collateral (print) materials, web-based marketing initiatives, and advertising campaigns. Direct the continuous review of marketing and sales strategies and tactics. This includes analyzing return on investment and reporting on results to create enhanced strategies that will improve market impact and return on investment. Direct competitive intelligence gathering and analysis on key competitors, potential partners, and other factors (i.e., economic) that may impact the organization s products and services. Interpret information and generate internal reports and findings to inform business development and change decisions. Ensure that sales and marketing plans for all growth items are developed. This includes weekly activity metrics, monthly and quarterly benchmarks, and an effective communications strategy with key stakeholders. Engage directly in significant business development and sales activities. Develop and manage Marketing and Sales budgets, adjusting as needed to hit targets. Make sure to integrate with other organizational financial plans. Participate and contribute to AALU s management team helping shape the decisions that will drive the organization. 3

4 Lead and manage the Development and Marketing department staff including the Retail and Corporate sales teams and the Communications and Marketing department. Leverage AALU leadership, Board, and other departments. Supervisory Responsibilities Retail & Corporate Sales Team Communications Team Key Deliverables Leadership, Sales Management, Marketing Strategy Participate as a key leader on the management team ensuring AALU achieves a strong return on investment in all investments, strategies, and advocacy successes. Work with the team and outside resources to develop a clear overarching marketing strategy for the organization, along with sub-strategies for each of the retail and corporate platforms. Oversee the Sales and Service teams to ensure strong execution, accountability, and effective business development. Ensure the Marketing and Sales teams efficiently and effectively leverage the resources throughout AALU s leadership, Board, and other departments. Qualifications Bachelor s degree in relevant field 10 years marketing, sales and business development experience with progressive levels of responsibility Experience serving as a member of a senior management group, highly desirable Experience or knowledge of trade associations and insurance industry helpful Proven experience developing comprehensive marketing and brand strategies in line with the strategic goals and priorities of the organization Broad functional experience in the areas of marketing, market research, promotions, advertising, business development, sales and communications, especially B2B programs Demonstrated experience in multiple marketing mediums using traditional and innovative marketing strategies including the use of digital, social media and direct mail Demonstrated successful direct sales experience, either at the retail or corporate level Experience in directing successful annual meeting or tradeshow marketing, including attendees and exhibitors Proven ability to build and lead effective teams, holding them accountable to achieve goals Proven record as a team leader and manager, who provides development Strong project management and budget management skills Highly effective communication and interpersonal skills Ability to collaborate effectively across organizational lines and work with volunteers Results driven and can hold self and others accountable for achieving agreed upon outcomes Tech savvy, including digital and social media Some travel will be required Key Traits Personally committed to AALU s core values: Growth, Excellence, and Relationships Sees the Big Picture and can develop strategies to take advantage of opportunities Strong emotional intelligence self-aware, empathetic, motivated, with strong social skills, and an ability to self-regulate negative emotional impulses Effective at managing conflict Measures of Success Goals Membership Growth:4% growth ($4.3 M), Access: 720 members ($325K) Issues Alliance: $4.8M Annual Meeting: $2.8M FAS: $700K (1 upgrade, 3 new accounts) Diversity: $140K Marketing plans for organization as a whole, and each corporate and retail sales platform 4

5 II. Organization Review About AALU For 60 years, AALU has been the trusted, influential voice for the life insurance community in Washington, DC. With a singular focus on the issues impacting life insurance products, professionals, and clients, AALU has a heritage of leadership and success. AALU provides its members with essential tools and services required to help grow their businesses, serve their clients, and protect the life insurance profession. AALU s annual budget is $13.1M and its team size is 30 employees. AALU members have the opportunity to build strong, personal relationships with key Congressional leaders, network with the most successful professionals in the life insurance markets, and learn from peers and recognized experts. AALU members find their personal engagement in the AALU to be an important part of growing their business. Purpose To be the invaluable and sustaining partner in the growth of the life insurance community. Mission To strengthen, grow, promote and advocate for the life insurance community. Vision To help those who provide life insurance and the people they serve forge more successful futures. AALU Issues Alliance and Key Issues The AALU Issues Alliance is comprised of leading life insurance carriers and producer organizations that support the AALU's efforts to deliver results on key federal issues impacting advanced life insurance planning. AALU members regularly connect with congressional leadership, members of key congressional committees and their senior staff, as well as administration officials tasked with implementing the laws that impact their members' clients and the life insurance profession. Monthly advocacy update webinars are delivered on current legislative and regulatory issues affecting the life insurance industry. AALU currently focuses on three primary issue areas: Life Insurance and Tax Reform Estate and Gift Tax Reform Regulation of Life Insurance Centric Advisors AALU Learning Since AALU s founding in 1957, it has been providing the learning opportunities and practical analysis its members want. That commitment is rooted in one of their original objectives outlined in our bylaws: To advance the level of competence in life insurance service through education of its members. AALU Learning is how it delivers the information and insights our members use in their day-to-day practice as well as share with their teams, clients, prospects and key advisors. The Essential Wisdom Series monthly webinars are created exclusively for professionals in the life insurance industry by subject matter experts on topics of interest to members and focus on relevant marketplace issues. These learning sessions give professionals access to information to help them grow their practice. AALU maintains and indexes a digital library as a repository of AALU s Washington Reports. Another member benefit is AALU s production of major member publications on a weekly or near-weekly basis, delivered via , and comprised of: The AALU Weekly Briefing; the Washington Report Marketplace; and the Washington Report Newswire (Ad-hoc 4-6 monthly). 5

6 Annual Meetings AALU s Annual Meeting is the premier event for the life insurance community. Attendees have access to top-notch professional development opportunities, including workshops, networking events, globally recognized speakers and entertainers, and Member-level visits to representatives on Capitol Hill. This is the event at which to learn about new marketplace developments, legislative and regulatory challenges, and how to become further engaged within the industry. The AALU Annual Meeting is held in Washington, DC in the spring season of each year. The meeting provides a wide range of corporate sponsorship and exhibit opportunities which recognizes the strong support AALU has from life insurance carrier and producer organizations across the country. Capitol Hill Club On the third day of AALU s Annual Meeting, attendees have the option to participate in meetings with their elected officials on Capitol Hill and learn firsthand about the legislative process. AALU Stakeholders Through several leadership teams and diversity initiatives, AALU stakeholders work closely with the AALU team to expand the organization. Committees AALU has several committees that influence organizational and industry trends across the political and professional development arenas. Ambassadors Highly engaged members of AALU who actively participate in political meetings and fundraising opportunities to develop quality, personal relationships with impactful elected officials. Leadership David J. Stertzer Chief Executive Officer Marc Cadin Chief Operating Officer Chris Morton Senior Vice President of Government Affairs Tracy Mawyer CFO and Vice President of Human Resources Will Swaim Assistant Vice President of Client Experience Kevin Tangney Director of Corporate Partnerships Karla Kirk Vice President of Partner Development Marilyn Maticic Vice President of Member Experience Jordan Foster Director of Communications Emily Ward Assistant Vice President of Federal Advocacy Services Carrie Gorman Green Exhibit & Sponsorships Sales (contractor) Board of Directors AALU s Board of Directors represents the diverse and successful life insurance community across the country, with representatives of leading life insurance carrier and producer organizations. Office Locations Freedom Drive, Suite 1100 Reston, VA Constitution Avenue, Suite 703 East Washington, DC

7 III. About Vetted Solutions Vetted Solutions is a Washington, D.C. based executive search firm specializing in association, nonprofit, and hospitality/destination marketing community recruiting and consulting. We focus on senior staff and CEO positions. To apply, please visit the Current Searches page at: Jim Zaniello, President Vetted Solutions 1701 Pennsylvania Ave. NW, Ste. 300 Washington, D.C jim.zaniello@vettedsolutions.com Michele Smith, Executive Recruiter Vetted Solutions 1701 Pennsylvania Ave. NW, Ste. 300 Washington, D.C michele@vettedsolutions.com For more information about Vetted Solutions, please visit us at: /vetted-solutions-llc Vetted Solutions is a proud member of: 7