International Foundation of Employee Benefit Plans (IFEBP)
Manager, Business Development & Industry Engagement
International Foundation of Employee Benefit Plans (IFEBP), Goerkes Corner, Wisconsin, United States
Manager, Business Development & Industry Engagement
Join to apply for the
Manager, Business Development & Industry Engagement
role at
International Foundation of Employee Benefit Plans (IFEBP) Job Type
Full-time Summary
This role is an experienced, high‑caliber sales professional with a proven track record of new business development results. This individual will be assigned specific events and/or products for which they will be responsible for selling exhibit booths, sponsorship and/or multiple advertising opportunities to industry partners of the International Foundation, the Wellness Alliance, and/or the ISCEBS. Operating under a “sales only” service agreement to IFEBP Services, LLC (“the LLC”), this business development professional will conduct sales activities on behalf of the LLC. This arrangement requires strong attention to detail, excellent written and verbal communication skills, and exceptional collaboration and partnership skills to effectively work with the administrative, operational, and logistical team within IFEBP Services, LLC. Essential Duties and Responsibilities
In partnership with management, establishes exhibits, sponsorship, and advertising opportunities, benefits packages, pricing, budgets, and annual sales targets for each assigned event or product. Strong focus on driving advertising acquisition, activation, and retention/expansion strategies for member magazines, newsletters, the Service Provider Directory and other digital opportunities. Responsible for the creation, development, execution, and maintenance of sales collateral and/or marketing materials to be provided to prospective exhibitors, advertisers, and/or sponsors. Collateral includes: sales-based websites or webpages, brochures, email, direct mail, and sell sheets for assigned programs, products, and packages. Partner with the marketing and graphics team to generate, enhance, or launch marketing and sales collateral and campaigns. Demonstrates detailed knowledge and understanding of all product offerings in addition to exhibit, sponsorship, and advertising opportunities to accurately and effectively present these to prospects. To attain revenue goals, develops and implements comprehensive and compelling sales and marketing plans which include using passive sales/marketing methods (e.g., direct mail, email, social media) and active sales/marketing methods (e.g., cold calling, social media, onsite visits, responding to website inquiries). Researches and identifies potential prospects and new entrants to the industry, analyzing their alignment with organizational goals, target audience, and events. Cultivates and maintains strong relationships with existing and potential exhibitors, sponsors, and advertisers. Creates and presents compelling and sometimes customized proposals that highlight the benefits for event and industry partners, including up‑selling and/or cross‑selling. Responsible for pre‑contract information requests and follow‑up. Leads retention, up‑selling and/or cross‑selling of assigned contacts and partners. Negotiates sales terms within organizational and event parameters; however, does not complete contracts or issue invoices. Once the sale is made, hands off the agreements/contracts to members of the LLC team to manage processing, fulfillment, event registrations, on‑site logistics and recognition, and other logistical coordination. The LLC staff becomes the primary point of contact for the exhibitor, advertiser, or sponsor through the event date/fulfillment commitment. Works collaboratively with the LLC team to ensure smooth transfer, successful fulfillment processes and execution of agreements. Responsible for own CRM system data entry and data maintenance as it relates to prospect contact information, lead generation, sales funnel tracking, and sales conversion tracking. Maintain historical records of past sales prospects and contacts. Maintains a thorough knowledge of the Foundation’s and the Wellness Alliance’s educational programs, services, product lines, market behavior, and industry trends to anticipate changing customer needs and proactively manage relationships. The priority will initially be mastering knowledge of the assigned programs and product lines. Develops and provides regular performance reports and forecasts and maintains accountability for sales goal achievement, including but not limited to respective key metrics and/or budget achievement. Evaluates ROI of lead generation and sales efforts. As assigned, represents the International Foundation and Wellness Alliance at relevant industry conferences, trade shows, and networking events to expand your network and promote exhibit, sponsorship, and advertising opportunities. As appropriate, provides input to the meeting management team regarding exhibit floor layout, on‑site sponsorship recognition (to maximize revenue opportunities), and traffic building initiatives and value‑adds. Maintains knowledge of conference timelines and sponsorship deadlines. Collaborates with management, the LLC, and the education team on new exhibits, sponsorship, and advertising opportunities based on customer feedback, event parameters, and evolving industry practices, competitive offerings and market conditions. While the LLC (specifically: Exhibits and Meeting Management) will be responsible for the logistical planning, client services, and implementation/execution of the exhibit floors, this position will often be assigned to “open” the Exhibit Floor to thank sales clients and secure booth renewals. May be assigned to work Exhibit Floors, as appropriate, for specific events. May be assigned to assist meeting management team members on site visits or may be invited to attend exhibit floor planning meetings. Must professionally, productively and effectively collaborate and communicate with all departments of the International Foundation and its affiliate organizations. Supervisory Responsibilities
No formal supervisory responsibilities. Incumbent may train/mentor more junior staff members. Requirements
A bachelor’s degree plus at least 3+ years successful outside sales experience (that includes cold‑calling), or equivalent combination of experience and education. Prior sales experience in tradeshow, exhibit halls, or advertising/sponsorships is required. Wellness industry knowledge preferred. Minimum Qualifications and Skills
Proven track record of success developing new business to drive revenue within established parameters and guidelines. Prior experience generating new, relevant lead sources and converting for new business results is critical to success in role. Excellent interpersonal, verbal, and written communication skills. Demonstrated ability to develop sales collateral. Strong attention to detail and an ability to explain written and verbal complex topics in an easy‑to‑understand way. Ability to effectively handle rapidly changing priorities in a fast‑paced environment. Must be able to work independently, effectively managing time and priorities. Must also be able to work in a collaborative team environment. Must be proficient in using CRM platforms. Microsoft Dynamics preferred but will train candidates with alternate CRM platform experience. Must be proficient in Microsoft Office Suite of programs (Outlook, Word, Excel, PowerPoint). Smartsheet experience a plus. Travel Requirements
The individual will be required to travel both domestically and internationally 20‑30% of the time based on annual calendars. Generally, this will be 5‑7 trips per year, each lasting approximately 3‑8 consecutive days. For longer trips, the incumbent regularly works on consecutive days, including nights and weekends. Up to fifteen (15) additional paid days off work are offered per year for travel‑related work conducted on weekend days. Work Environment
This position is expected to work from our corporate headquarters office in Brookfield, WI, Monday through Friday of each week. This is an office environment with typical conditions, including lighting, noise, seating and equipment. Following a successful training period and pending each individual's ability to effectively work from an appropriately equipped home office, incumbents may be permitted to work remotely on Mondays and Fridays, as business needs allow, in up‑to a 60/40 (onsite/remote) hybrid schedule. The Foundation reserves the right to modify the current hybrid schedule at any time as business needs dictate. Physical Demands
While performing the duties and responsibilities of this position, the employee is required to sit or stand for extended periods of time. The employee will occasionally be required to walk, climb, stoop, kneel, crouch or crawl, reach above shoulders, and move from place to place. While attending offsite events, the individual will need to work for longer‑than‑normal periods of time (up to 12 consecutive workdays of varying length). The incumbent will regularly stand and walk for long distances and/or extended periods of time. The incumbent is regularly required to talk and listen and frequently required to sit and use hands for tasks requiring dexterity and/or grasping and holding. Specific vision requirements include close vision, distance vision, color vision, peripheral vision and the ability to adjust focus. When preparing for business trips, the individual may be required to unpack and assemble equipment. Individual may need to lift and maneuver crates and suitcases weighing 30‑50 lbs and occasionally up to 100 lbs in a team‑lift capacity. When attending trips, events and meetings, the incumbent will be expected to walk long distances and may be expected to stand for extended periods of time. Compensation, Perks & Benefits
The annual salary range for this role is $55,000‑$70,000. Our incredible benefits package includes a comprehensive and affordable medical plan (including Teledoc), vision plan, dental plan, FSA, Employee Assistance Program, long‑term disability, short‑term disability, ample PTO and more. Our retirement plan includes a defined benefit (pension) plan and a non‑elective company 401(k) contribution and a 401(k) matching contribution. Unique organizational perks include free Milwaukee County Zoo passes, an on‑site fitness center with yoga, stretch, and strength training classes, mindfulness sessions, a bocce league, game nights, and even a cribbage club. About Us
The International Foundation of Employee Benefit Plans is North America’s largest membership organization for those who work with employee benefit plans. The Foundation’s employees make a huge impact on the livelihoods of millions of workers across the U.S. and Canada through education and research. Employees enjoy an outstanding benefits package, unique employee perks, creative and caring co‑workers, all within a family‑friendly workplace. The Foundation is located on a 15‑acre wooded slice of nature in Brookfield. Pre‑Employment Contingencies
All at‑will offers of employment issued by the International Foundation are contingent upon a successful completion of background check, employment history verification, education verification, credit check, motor vehicle records check, reference checks, and completion of the Federal I‑9 and E‑Verify process to demonstrate eligibility to work for the IFEBP. Return to our Careers Page
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Join to apply for the
Manager, Business Development & Industry Engagement
role at
International Foundation of Employee Benefit Plans (IFEBP) Job Type
Full-time Summary
This role is an experienced, high‑caliber sales professional with a proven track record of new business development results. This individual will be assigned specific events and/or products for which they will be responsible for selling exhibit booths, sponsorship and/or multiple advertising opportunities to industry partners of the International Foundation, the Wellness Alliance, and/or the ISCEBS. Operating under a “sales only” service agreement to IFEBP Services, LLC (“the LLC”), this business development professional will conduct sales activities on behalf of the LLC. This arrangement requires strong attention to detail, excellent written and verbal communication skills, and exceptional collaboration and partnership skills to effectively work with the administrative, operational, and logistical team within IFEBP Services, LLC. Essential Duties and Responsibilities
In partnership with management, establishes exhibits, sponsorship, and advertising opportunities, benefits packages, pricing, budgets, and annual sales targets for each assigned event or product. Strong focus on driving advertising acquisition, activation, and retention/expansion strategies for member magazines, newsletters, the Service Provider Directory and other digital opportunities. Responsible for the creation, development, execution, and maintenance of sales collateral and/or marketing materials to be provided to prospective exhibitors, advertisers, and/or sponsors. Collateral includes: sales-based websites or webpages, brochures, email, direct mail, and sell sheets for assigned programs, products, and packages. Partner with the marketing and graphics team to generate, enhance, or launch marketing and sales collateral and campaigns. Demonstrates detailed knowledge and understanding of all product offerings in addition to exhibit, sponsorship, and advertising opportunities to accurately and effectively present these to prospects. To attain revenue goals, develops and implements comprehensive and compelling sales and marketing plans which include using passive sales/marketing methods (e.g., direct mail, email, social media) and active sales/marketing methods (e.g., cold calling, social media, onsite visits, responding to website inquiries). Researches and identifies potential prospects and new entrants to the industry, analyzing their alignment with organizational goals, target audience, and events. Cultivates and maintains strong relationships with existing and potential exhibitors, sponsors, and advertisers. Creates and presents compelling and sometimes customized proposals that highlight the benefits for event and industry partners, including up‑selling and/or cross‑selling. Responsible for pre‑contract information requests and follow‑up. Leads retention, up‑selling and/or cross‑selling of assigned contacts and partners. Negotiates sales terms within organizational and event parameters; however, does not complete contracts or issue invoices. Once the sale is made, hands off the agreements/contracts to members of the LLC team to manage processing, fulfillment, event registrations, on‑site logistics and recognition, and other logistical coordination. The LLC staff becomes the primary point of contact for the exhibitor, advertiser, or sponsor through the event date/fulfillment commitment. Works collaboratively with the LLC team to ensure smooth transfer, successful fulfillment processes and execution of agreements. Responsible for own CRM system data entry and data maintenance as it relates to prospect contact information, lead generation, sales funnel tracking, and sales conversion tracking. Maintain historical records of past sales prospects and contacts. Maintains a thorough knowledge of the Foundation’s and the Wellness Alliance’s educational programs, services, product lines, market behavior, and industry trends to anticipate changing customer needs and proactively manage relationships. The priority will initially be mastering knowledge of the assigned programs and product lines. Develops and provides regular performance reports and forecasts and maintains accountability for sales goal achievement, including but not limited to respective key metrics and/or budget achievement. Evaluates ROI of lead generation and sales efforts. As assigned, represents the International Foundation and Wellness Alliance at relevant industry conferences, trade shows, and networking events to expand your network and promote exhibit, sponsorship, and advertising opportunities. As appropriate, provides input to the meeting management team regarding exhibit floor layout, on‑site sponsorship recognition (to maximize revenue opportunities), and traffic building initiatives and value‑adds. Maintains knowledge of conference timelines and sponsorship deadlines. Collaborates with management, the LLC, and the education team on new exhibits, sponsorship, and advertising opportunities based on customer feedback, event parameters, and evolving industry practices, competitive offerings and market conditions. While the LLC (specifically: Exhibits and Meeting Management) will be responsible for the logistical planning, client services, and implementation/execution of the exhibit floors, this position will often be assigned to “open” the Exhibit Floor to thank sales clients and secure booth renewals. May be assigned to work Exhibit Floors, as appropriate, for specific events. May be assigned to assist meeting management team members on site visits or may be invited to attend exhibit floor planning meetings. Must professionally, productively and effectively collaborate and communicate with all departments of the International Foundation and its affiliate organizations. Supervisory Responsibilities
No formal supervisory responsibilities. Incumbent may train/mentor more junior staff members. Requirements
A bachelor’s degree plus at least 3+ years successful outside sales experience (that includes cold‑calling), or equivalent combination of experience and education. Prior sales experience in tradeshow, exhibit halls, or advertising/sponsorships is required. Wellness industry knowledge preferred. Minimum Qualifications and Skills
Proven track record of success developing new business to drive revenue within established parameters and guidelines. Prior experience generating new, relevant lead sources and converting for new business results is critical to success in role. Excellent interpersonal, verbal, and written communication skills. Demonstrated ability to develop sales collateral. Strong attention to detail and an ability to explain written and verbal complex topics in an easy‑to‑understand way. Ability to effectively handle rapidly changing priorities in a fast‑paced environment. Must be able to work independently, effectively managing time and priorities. Must also be able to work in a collaborative team environment. Must be proficient in using CRM platforms. Microsoft Dynamics preferred but will train candidates with alternate CRM platform experience. Must be proficient in Microsoft Office Suite of programs (Outlook, Word, Excel, PowerPoint). Smartsheet experience a plus. Travel Requirements
The individual will be required to travel both domestically and internationally 20‑30% of the time based on annual calendars. Generally, this will be 5‑7 trips per year, each lasting approximately 3‑8 consecutive days. For longer trips, the incumbent regularly works on consecutive days, including nights and weekends. Up to fifteen (15) additional paid days off work are offered per year for travel‑related work conducted on weekend days. Work Environment
This position is expected to work from our corporate headquarters office in Brookfield, WI, Monday through Friday of each week. This is an office environment with typical conditions, including lighting, noise, seating and equipment. Following a successful training period and pending each individual's ability to effectively work from an appropriately equipped home office, incumbents may be permitted to work remotely on Mondays and Fridays, as business needs allow, in up‑to a 60/40 (onsite/remote) hybrid schedule. The Foundation reserves the right to modify the current hybrid schedule at any time as business needs dictate. Physical Demands
While performing the duties and responsibilities of this position, the employee is required to sit or stand for extended periods of time. The employee will occasionally be required to walk, climb, stoop, kneel, crouch or crawl, reach above shoulders, and move from place to place. While attending offsite events, the individual will need to work for longer‑than‑normal periods of time (up to 12 consecutive workdays of varying length). The incumbent will regularly stand and walk for long distances and/or extended periods of time. The incumbent is regularly required to talk and listen and frequently required to sit and use hands for tasks requiring dexterity and/or grasping and holding. Specific vision requirements include close vision, distance vision, color vision, peripheral vision and the ability to adjust focus. When preparing for business trips, the individual may be required to unpack and assemble equipment. Individual may need to lift and maneuver crates and suitcases weighing 30‑50 lbs and occasionally up to 100 lbs in a team‑lift capacity. When attending trips, events and meetings, the incumbent will be expected to walk long distances and may be expected to stand for extended periods of time. Compensation, Perks & Benefits
The annual salary range for this role is $55,000‑$70,000. Our incredible benefits package includes a comprehensive and affordable medical plan (including Teledoc), vision plan, dental plan, FSA, Employee Assistance Program, long‑term disability, short‑term disability, ample PTO and more. Our retirement plan includes a defined benefit (pension) plan and a non‑elective company 401(k) contribution and a 401(k) matching contribution. Unique organizational perks include free Milwaukee County Zoo passes, an on‑site fitness center with yoga, stretch, and strength training classes, mindfulness sessions, a bocce league, game nights, and even a cribbage club. About Us
The International Foundation of Employee Benefit Plans is North America’s largest membership organization for those who work with employee benefit plans. The Foundation’s employees make a huge impact on the livelihoods of millions of workers across the U.S. and Canada through education and research. Employees enjoy an outstanding benefits package, unique employee perks, creative and caring co‑workers, all within a family‑friendly workplace. The Foundation is located on a 15‑acre wooded slice of nature in Brookfield. Pre‑Employment Contingencies
All at‑will offers of employment issued by the International Foundation are contingent upon a successful completion of background check, employment history verification, education verification, credit check, motor vehicle records check, reference checks, and completion of the Federal I‑9 and E‑Verify process to demonstrate eligibility to work for the IFEBP. Return to our Careers Page
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