Member Engagement Manager

As a primary account leader for the Canadian Marketing Association’s Member Engagement Team, this role is highly relationship-driven.  Two focus areas are required:  The Primary focus is on ensuring optimal retention through increased Member activity and investment.  Secondarily, deliver new Membership through extensive research, leveraging current business relationships and prospecting at events and online.

This role requires a self-starter who is entrepreneurial in spirit, enjoys working in a highly objective, results-driven environment and is effective in collaborating with others across the organization to ensure they provide the right solutions to current and prospective CMA Members. The successful applicant must enjoy building and managing his/her own book of business and thrive on meeting established sales targets via relationship building.  While a large percentage of Members and prospects are based in the GTA, the account territory spans across Canada.  No travel outside of GTA is expected but may occur on occasion.  This role also acts as a support to the overall Member Engagement team.

Reporting to the Associate Vice-President, Marketing & Member Engagement, the CMA Member Engagement Manager must demonstrate strong listening, creative thinking and teamwork skills to support CMA Members in successfully meeting their business goals. Primary areas of sales/engagement include:

1. Increasing Member benefit activation by understanding Member business development objectives
2. Creating / accelerating Member interest in CMA’s Educational program, both participation and sponsorship
3. Driving CMA Event participation, both via sponsorship and attendance
4. Soliciting / supporting Member thought leadership through content and volunteer participation
5. Ensuring marketing’s role in business success via CMA’s profession and consumer-related advocacy initiatives
6. Supporting the team with administrative tasks including contract maintenance, event activations regarding sponsors and coordinating communications with functional teams within the CMA
7. Work closely with Events Manager to provide support in event logistics 
8. Remain current on CMA products and services, marketplace and marketing trends plus any industry or legislative changes that may impact the prospect
9. Delivering on revenue goals for:

• Renewal and new Membership
• Renewal and new corporate and event sponsorship
• Encouraging Members to invest in educational and event registrations plus CMA’s Do Not Mail service
• Working as a key part of the team, strategic support is provided for guidance and problem solving / opportunity maximization while administrative support is provided for invoicing, benefit / usage and engagement tracking

Retention

• Actively engaging with and listening to current Member objectives to build annual, customized account plans to suit their needs to drive growth in existing Member spends on CMA programming, especially through bundling of services to be pre-sold early in the relationship to ensure long-term, strategic relationships, not transactions
• Managing an assigned portfolio of Members (e.g. retaining them as Members and further developing these existing Member relationships by consultative selling and recommending products and services to meet their needs by coordinating with other CMA teams to create the best solutions available within existing / new inventory)
• Proactively engage in conversations and discovery dialogue with Members to:
  • Ensure existing products and services are performing to Member expectations
  • Creatively resolve any product / service issues and respond to any issues in a timely manner
  • Keep up-to-date on any changes to Member profiles to ensure appropriate products / services are provided (i.e. remain current on Member business acquisitions or mergers, introduction of their new services, clients or partnerships)
  • Promote and provide Members with information regarding any new CMA products / services / packages
  • Educate Members about CMA’s products and services and how they will meet their business needs
  • Recommend the appropriate mix of CMA products to best meet Member needs which may require working with other CMA teams to provide informed advice and consulting
  • Provide input to internal CMA product / service development teams or third-party partnership providers based on Member feedback (e.g. from member requests for new products / services and/or compliments, complaints)
  • Remain current on products and services, market trends and any industry or legislative changes that may impact the Member

Acquisition

• Research prospective Members and their industry focus areas / potential objectives for CMA Membership prior to contacting Members to increase knowledge about prospect's needs to support conversion
• Contact prospects and ask open questions to clarify and assess needs and identify opportunities
• Qualify prospects and convert into new members via:
  • Targeted industry prospect lists provided to the Manager
  • Incoming direct calls, email requests and web inquiries
  • Leveraging referrals from other teams and CMA Members
  • Networking with other industry professionals / groups and developing prospects independently within your industry focus area
  • Delivering on revenue goals for:
    • Renewal and new Membership
    • Renewal and new corporate and event sponsorship
    • Encouraging Members to invest in educational and event registrations plus CMA’s Do Not Mail service
  • Working as a key part of the team, strategic support is provided for guidance and problem solving / opportunity maximization while administrative support is provided for invoicing, benefit / usage and engagement tracking
  • Remain current on CMA products and services, marketplace and marketing trends plus any industry or legislative changes that may impact the prospect

In addition, the Member Engagement Manager will support project and on-site management of CMA and Member activations, including event sponsorship support and coordination of educational programs.

The preferred candidate will possess:

• A university degree or equivalent
• Strong relationship and leadership skills
• Existing marketer relationships
• 3-5 years of experience in relationship sales, marketing and or account management sales
• B2B professional relationship management experience
• Experience in selling to senior marketing / business decision-maker level
• Regular access to a vehicle

The successful candidate may work from home or off-site between sales visits or calls and has access to a shared CMA workspace.  Parking and expense reimbursement for qualified engagement and prospecting activities. 

The Canadian Marketing Association welcomes and encourages applications from people with disabilities. Accommodations are available on request for candidates taking part in all aspects of the selection process.

To apply, please send your resume to Lucy Collin, Associate Vice-President, Member Engagement at the CMA: lcollin@theCMA.ca