Job Details
A Global Leader in Business Events
PCMA is the world s largest and most forward-thinking community for Business Events Strategists and organizers, providing senior-level education, networking, and market intelligence for the global business events industry.
Our vision is to drive global economic and social transformation through business events.
Headquartered in Chicago, PCMA world class management team oversees 17 chapters throughout the United States, Canada, and Mexico with members in more than 40 countries globally and growing!
We hire ambitious, capable professionals who thrive on entrepreneurial spirit, collaboration and who what to Change the Way the World Works . Our people are passionate about progress, welcome constant change and understand the value of engagement and success. We love coming to work because we believe in our products, services, and our culture.
Above all, our People are valued. They play a meaningful role in building solutions and shaping the future of PCMA. We believe that having a diverse workforce is not enough, we also need to build a culture of inclusion that leverages the strengths of all our employees.
The Learning Product Sales Manager Role:
The Learning Product Sales Manager is a savvy business and sales professional who is a big thinker and outcomes focused. In particular, this dynamic, solution-focused individual is skilled at developing new business and sales opportunities supporting our enterprise and collegiate learning products. This role manages enterprise and collegiate sales and lead generation in collaboration with marketing and the learning product teams. This individual is thoroughly familiar with market conditions and is successful at designing plans using multi-channel solutions including digital and social platforms, print solutions, experiential marketing, event activations, targeted campaigns, and custom offerings. Core to this role includes managing potential enterprise and collegiate client research, outreach, follow-up, and managing proposal, contract, and invoice development, following PCMA s practices.
Key Accountabilities:
- Develop and cultivate new prospects and generate new business through persistent focus on new client development and strategic sourcing to maximize growth and grow product revenue.
- Schedule meetings with potential clients to identify and understand their needs and provide more information on PCMA s and ELI s learning products and programs.
- Manage the preparation of proposals with appropriate learning product solutions for the prospect or client.
- Utilize Salesforce CRM to develop pipelines, manage opportunities and sales cycles, log prospect meetings/calls and follow-up, and overall client management.
- Achieve overall revenue goals, monthly targets, and product sales based on the annual performance plan within the schedule/deadline.
- Maintain four new opportunities per week and four new pieces of business closed monthly.
- Utilize marketing materials and strategies, working with internal teams to bring offerings to the marketplace.
- Maintain a strong familiarity and knowledge of learning products and programs, including pricing and group customization options.
- Coordinate sales efforts with team members and other departments.
- Seek opportunities to develop the knowledge and relevant skills necessary to keep abreast of industry, market conditions, and best practices and trends to help grow our and our clients businesses.
- Maintain and foster a continual feedback and development culture with the direct manager, peers, and colleagues.
You will bring with you to this role:
- Ability to create and deliver presentations tailored to the client s needs.
- Skillful at negotiating with the ability to uncover new business opportunities and convert new business.
- Demonstrate understanding of the marketplace and the creditworthiness of companies we work with. The sales team may be required to assist in collecting payment for severely delinquent clients.
- Proven ability to work independently, take initiative, and within a team.
- Ability to represent PCMA in a professional manner while interfacing with internal and external clients.
- BS/BA degree plus demonstrated work experience.
- Proven work history in business, business development, sales, or marketing with experience selling learning and development products preferred.
- Strong, demonstrated digital acumen.
- Experience demonstrating strategic conversations and consultative sales with an ability to frame and sell the why, not the what.
- Highly motivated and driven with a proven record of growing business.
- Critical thinking skills.
- Excellent verbal and written communication and follow-up.
- Excellent interpersonal skills and ability to foster a collaborative team environment.
- Relationship management skills and openness to feedback.
- Prioritizing, time management, and organization skills
- Experience with Salesforce or similar CRM and building and maintaining pipelines.
- Excellent knowledge of MS Office, Word, Excel, PowerPoint, Teams.
- This position requires flexible work hours to accommodate client and organizational needs, time zones, etc. Some weekends, evenings, early mornings, and travel will be expected.
- Minimum 2-3 years in a prior role supporting sales and business development.
- Knowledge and familiarity with the meetings, events, and hospitality industries.
Physical Requirements and Environmental Conditions
- Ability to perform work utilizing a computer for extended periods of time.
- Ability to grasp objects utilizing the fingers (fine motor manipulation).
- Ability to travel by air or ground transportation as required in performing the work.
PCMA is an equal opportunity employer. We are committed to a work environment that supports, inspires, and respects all individuals and in which personnel processes are merit-based and applied without discrimination on the basis of race, color, religion, sex, sexual orientation, gender identity, marital status, age, disability, national or ethnic origin, military service status, citizenship, or other protected characteristic.