Membership Development Consultant (Full-Time Role) (Road Warrior)

Feb. 10, 2012

Denver, CO

Confidential

ORGANIZATION

With more than 14,500 members, Vistage International is the world's foremost chief executive leadership organization, providing unparalleled access to new ideas and fresh thinking through monthly peer workshops, one-on-one business coaching, speaker presentations from hundreds of top industry experts, social networking and an extensive online content library of articles, best practices, podcasts and webinars.

Today, Vistage International (TEC's successor) and its global affiliates operate in 16 countries. Members meet in small groups every month under the same guiding principles--to help one another make better decisions, achieve better results, and enhance their lives. They're also connecting in ways Nourse could never have imagined, collaborating online, tapping into a vast content library, and learning from hundreds of top industry speakers.

Vistage-member companies generate nearly $300 billion in annual revenue and employ approximately 1.8 million employees around the world. Studies have shown that Vistage-member companies outperform their competitors and, on average, grow their revenues at three times the percentage growth rate after joining Vistage.

We invite you to visit our website at www.Vistage.com and learn more about the way in which we help our CEOs become better leaders, make better decisions, and achieve better results.

Come join our team. We're very excited to meet you!

Just send your resume and salary history to the email above.

***Please write Membership Development Consultant in the subject line.

1. Obstacles:

a. Closing the Deal: Learning how to effectively "close" a prospect for Vistage once interest has been expressed.

b. Finding a Match: Learning how to effectively "match" a prospect to the right Chair or group that will provide optimum retention. Developing a process of selection and matching that is fair, efficient and successful.

c. Trust: Gaining the confidence and trust of Chairs. Growing lasting relationships with Chairs and building the respect of the community.

2. Action:

a. Leadership: The staff MDC position is a full time role for Vistage International with the primary purpose of assisting existing Chairs close new members and new Chair candidates in the starting of new groups. We currently have a dedicated MDC for each region across the US (Western, Central, Eastern) but need another dedicated resource to support our continued growth.

b. Chair Performance: The staff MDC will begin working with the New Chair Candidate six weeks prior to the date of their marketing event. (See specific duties of six week pre planning) in order to assist with the successful launch of a new group. The staff MDC will actively engage with the Chair Candidate and call them multiple times weekly to assist with progress towards driving attendance to the New Group Build event. The staff MDC will also continue to work with the Chair Candidate and the Event pipeline until a join /no join decision is made and activities/results will be documented in Salesforce. Additionally, the staff MDC will begin work with existing Chairs 6 weeks prior to the All City events or any other events as designated by the SVP.

c. Member Acquisition: In addition to this, the staff MDC will also reach out to likely referral sources in the Chair Candidate's market and make connections that might lead to attendance and subsequently, joins. (see specific duties/responsibilities of an MDC)

d. Mentor: Challenge Chairs to raise their skills by sharing the latest best practices and using the tools and resources available to attract and retain the best members who will contribute to and benefit from their group and the Vistage community. Learn and coach current Chairs on SI closing techniques.

e. Public and Community Relations: Establish and maintain linkage with high profile community leaders in each major market and leverage these relationships to build market presence of brand and create alliances for growth. Successful rapport building with Chairs and Member prospects

3. Results:

a. Success Rate: Work toward a 50% close ratio of prospects that agree to SI (15 per event).

b. Membership Development: Ensure 30+ qualified attendees at any event MDC attends.

4. Success Factor Summary:

The MDC is primarily responsible for attending All Cities for the purpose of facilitating the marketing presentation and conducting the Selection Interviews after the event. Additionally, the MDC will go to New Group Build (NGB) Marketing events and other marketing events as needed.

He/she will also help Chairs in markets with their own selection interviews if the SVP and BPC determine there is a need.

The MDC will be measured on qualified prospects' attendance to the NGB event as well as the successful conversion of attendees to members during the selection interviews. The MDC will also be measured on the ability of the Chair Candidates to perform a selection interview on their own. The position will act as a mentor to the Chair Candidate in the selection and closing role.

5. Qualifications:

a. Successful track record with five years of executive leadership and sales experience in "experience vs. product selling". A strong work ethic with evidence of a meeting or exceeding stated goals. Not only meets standards but creates their own standards of high performance. Preferred, but not required, experience as a high-performing Vistage Chair, Vistage BPC or Vistage member as a proven entity for understanding Chairing and for gaining/retaining trust within the community.

b. Demonstrable business acumen and emotional intelligence as evidenced by prior results. Experience with relationship selling to CEO's, business leaders or senior executives

c. Excellent communication skills to convey the value of Vistage and ascertain need for member prospects. Ability to create trust and build relationships with potential referral partners.

d. Strong PC skills required, including proficiency in all Microsoft Office packages including Word, Excel, PowerPoint, and Outlook.

e. Additional Attributes:

i. Experience within personal/professional development industry to understand the subtleties of transformation through relationship-selling.

ii. Desire to help others through coaching, problem-solving, education and other forms of development.

iii. Experience in a subscription or franchise business, involving customer acquisition, growth and retention.

iv. Experience working with independent contractors or outside distributors.

v. Preferably experience in executive training, development or content business.

vi. Past or current relationships with networks or associations that can be leveraged to drive Chair and member recruitment.

vii. Experience-based knowledge of major US business markets.

viii. Resides or is willing to reside near a major airport, preferably within his/her region.

6. Travel: Expected to travel approximately 3 weeks a month for 30-40 events during the calendar year. Each trip runs Monday through Friday. All of his/her business development activities would be focused on events including New Group Build, All Cities and any other marketing events. He/she will be expected to work with the Chairs both pre and post event.

7. Education: Bachelor's degree required. Masters degree desired in Business or Business-related concentration (Management, Marketing, etc.)