Director of Business Development - A2IM (American Association of Independent Music) : Job Details

The CompanyThe American Association of Independent Music (A2IM) is a not-for-profit trade group representing independently owned recorded music companies. A2IM is uniquely positioned in serving as a central voice for a diverse community of independent labels. A2IM operates within the United States focusing on government advocacy, education, and creating business opportunities for its community. Our membership comprises more than 500 record labels including Concord, Beggars Group, Epitaph, EMPIRE, Ninja Tune, MNRK, and Stones Throw, as well as nearly 200 related music businesses such as Spotify, Discogs, EnterGain and YouTube. A2IM represents members' interests in the marketplace, in media and tech, on Capitol Hill, and as part of the global music community. A2IM focuses on government advocacy, education, and creating community through networking for its members.

Position SummaryThe Director of Business Development attracts new partners, creates and activates new programing and delivers mutual value for A2IM, its members and sponsors. The Director of Business Development's goal is to secure new revenue streams for A2IM and its members.

The position is based in New York City, works full time on a hybrid basis, and reports to the General Manager.

Specific Responsibilities

• Under the direction of the GM and the CEO, create a business plan for new partners, programs, inventory and activations.
• Set and achieve targets for outreach, sales, revenue, activations and profit.
• Refine the offerings, decks, rate card and activation structure of current sponsorship offerings.
• Model out current sponsorship and new partnership inventory and activation P&Ls.
• Develop value proposition for sponsor categories such as travel, credit card, banking and insurance, musical instrument, and other brands that market to small businesses and would benefit from the cachet of aligning with the independently owned record label community.
• Personally network into target accounts and/or their marketing agencies.
• Collaborate with new partners to conceive of activations, create exclusive offers for A2IM members, win business, and deliver value that leads to repeat business.
• Optimize sales effectiveness best practices, and lead by example in adhering to them.
• Provide mentoring and coaching to revenue generating colleagues in membership, ticketing and sponsorship roles.
• Build a calendar of programs and project manage the necessary lead times to win, deliver and renew accounts.
• Collaborate with the GM and event programing and production.
• Maintain accurate timely tracking of pitch activities in CRM; provide analysis and forecasting to the GM and CEO.
• Stay abreast of trends in the broader business market that impact A2IM members and associate members as well as A2IM's sponsors and partners.

Qualifications

• 5 or more years of experience in full cycle sponsorship and partnership sales, account management, activation and project management.
• Track record of winning clients and executing programs and activations that lead to repeat business.
• Experience working with and networking into brands and accounts and their marketing agencies, specifically in categories that are synergistic for A2IM and its members.
• Working knowledge of selling and account management best practices.
• Experience building decks and offerings in the partnership space.
• Strong networking skills.
• Track record of being an approachable effective mentor and coach specifically on sales effectiveness.
• Presence in the office in New York City on a hybrid basis.
• The ability to travel to meet with prospective clients and actively participate in conferences.
• Ability to work onsite full time in the lead up to and through the Indie Week conference.
• Entrepreneurial and adept at wearing many hats.
• Organized, analytical and tech savvy with the highest integrity.
• Strong hands-on proficiency in CRMs and in Microsoft 365, Google Workspace.
• Collaborative internally and externally.
• Excellent communicator, with a transparent, no surprises mindset.

CompensationCompetitive salary, incentive and benefits will be offered, commensurate with the role and the final hire's experience. Depending on the knowledge, skills, abilities, experience, education, network and location of the final hire, the base salary is anticipated in the range of $85K to $100K.

Equal Opportunity & DEIA2IM is an equal opportunity employer and makes employment decisions without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability status, age, or any other status protected by law. Further, the company strives to create a diverse, welcoming, equitable and inclusive environment for all applicants, employees, members and partners.

ContactEnterGain is the exclusive recruiter on this project. Interested, qualified candidates are encouraged to apply directly to this posting.

DisclaimerThe job description above is intended to set forth the general nature of the work that will be expected of the person who takes on this role. The job description is not, however, meant to be construed as an exhaustive list of all the duties and responsibilities required for this role. From time to time, all personnel may be required to perform duties outside their normal responsibilities as needed.