The Director of Member Relations manages all aspects of a membership sales and member relations – with the critical objective to grow new member, up-grade, and sponsorship sales while simultaneously reducing member turnover. The director’s efforts are focused in two key areas:
Overseeing and directing the membership team, including tr aining, reviewing activity reports, coaching, and motivating team members to ensure they achieve their goals.
Personally execute all membership recruitment and retention efforts related to current and prospective large investors and major employer members.
Managerial Responsibilities and Duties
Majority of duties performed, but not meant to be all inclusive nor prevent other duties from being assigned as necessary.
Overall responsibility to achieve the Chamber’s revenue and retention targets.
Responsible to provide leadership, direction, and management to ensure that the membership team consistently delivers desired results.
Direct and monitor membership team activities to confirm adherence to and implementation of the Chamber’s Member Recruiting Playbook.
Hold individual team members accountable to maintain their daily/weekly/monthly sales activity minimums.
Hold team members accountable to reliably execute all four components of the Chamber’s personal performance management system.
Utilize the Chamber’s Recruiting Pipeline Report to track team member progress and provide targeted coaching to improve individual performance.
Utilize the Chamber’s Performance Management Playbook to review performance against goals and take corrective action where necessary.
Utilize the Chamber’s Member Recruiting Playbook to initiate skills development training and reinforcement.
Utilize the Chamber’s Hiring and Onboarding Playbook to recruit, hire, and train membership team members.
Assists Chamber members, works with Chamber staff, and executes additional unanticipated duties as needed.
Other duties as assigned by the President/CEO.
Principle Sales Responsibilities and Duties
All individual sales and relations responsibilities and duties are directly related to current and prospective large investors and major employer members.
Utilize Chamber’s Major Investor Acquisition Playbook techniques and process to prospect, follow-up, sell memberships and upgrades, and achieve sales quota.
Establish positive relationships with the principals of prospective large investors and major employers throughout the region, gauge their circumstances, and present proposals to include membership and sponsorship opportunities that correlate to their business goals.
Serve as the broker between prospective members and Chamber leadership, staff and volunteers to achieve desired business outcomes and drive sales goals.
Assess prospective business motivations and align the Chamber’s mission and strategies to the needs and desires of prospective members.
Actively leverage the upselling of sponsorships and products to drive new revenue and deeper engagement with the chamber’s current large investors.
Support retention and collections strategies by maintaining member relationships with all of the Chamber’s large investors.
Research prospective investor and major employer prospects for new membership and maintain a daily sales activity average of 20 telephone dials per day.
Effectively and consistently utilize the Chamber database to track members and prospects.
Consistently achieve all monthly sales activity minimums.
Reliably carry–out all four components of the Chamber’s personal performance management system.
Minimum seven years sales experience (B2B preferred), with three years in a management position, or comparable experience.
Chamber experience encouraged
Degree in marketing, public administration, communications, business administration or related degree or equivalent experience.
Accomplished leadership abilities to motivate, lead, manage, coordinate, and direct staff.
Broad knowledge of the Hilton Head Island-Bluffton region.
Working knowledge of computer programs.
Public speaking and presentation abilities.
Demonstrated revenue generating abilities.
Respectful and outstanding leadership skills that motivate staff to exceed expectations.
Ability to provide vision and long-term planning skills.
Ability to effectively communicate information verbally and respond appropriately to questions from members, prospects, employees and the general public.
Ability to write effective business correspondence, reports and analyses.
Ability to read, analyze and interpret general periodicals, professional journals, technical procedures or government regulations.
Constantly upgrade abilities, quality and knowledge necessary for fulfilling the director role.
Positions in this class typically require: reaching, typing, grasping, feeling, talking, hearing, seeing, standing and sitting for long periods of time, and repetitive motions in computer use.
Requires learning and adapting new software.
Speaking in front of small, medium, and large groups.
Occasional bending and lifting up to 25 pounds.
About Hilton Head Island-Bluffton Chamber of Commerce
The mission of the Hilton Head Island-Bluffton Chamber of Commerce is to envision and advocate the common interests of our partners and stimulate the regional economy while enhancing the quality of life for all.
As a chamber, we strive daily to meet the needs and surpass the expectations of our more than 1,600 members. The results-oriented approach has earned us the National Chamber of the Year award in 2000, 2006 and 2014. The Chamber’s Visitor & Convention Bureau is also one of only 124 Destination Marketing Organizations around the globe that has achieved accreditation through Destination Marketing Association International.