Director of Business Development

At NIGP, we are committed to providing competitive salaries that are equitable and reflect the requirements and responsibilities of the position.

About the role

NIGP is seeking an accomplished, entrepreneurial sales leader to serve as Director of Business Development. This position will lead and coordinate sales across NIGP, personally cultivate and close major opportunities, and build the systems, team accountability, and cross-functional partnerships needed to achieve sustainable revenue growth.

NIGP: The Institute for Public Procurement is a professional association made up of 19,500 members across the US and Canada, dedicated to advancing the public procurement profession. We support procurement professionals and the organizations they serve through education, certification, research, events, resources, and professional community. We are seeking a talented individual to join our dynamic group of professionals who are deeply dedicated to elevating our public procurement profession.

Responsibilities

• Develop and execute an integrated annual sales plan with clear revenue goals, target markets, account assignments, timelines, and performance measures across all assigned sales channels.
• Actively identify, cultivate, negotiate, and close high-value opportunities and serve as NIGP's senior relationship manager for major accounts, sponsors, vendors, and strategic partners.
• Build and maintain a qualified pipeline; establish disciplined prospecting, lead-routing, follow-up, proposal, contracting, forecasting, and customer-handoff processes.
• Coordinate membership acquisition, renewal, reactivation, upselling, and cross-selling strategies with the Community Engagement and Marketing teams.
• Lead corporate membership, vendor-partnership, sponsorship, advertising, and promotional sales strategies across NIGP events, programs, and communications.

Requirements

• Proven track record of success in sales leadership, business development, or revenue generation roles, preferably in an association, nonprofit, or professional services environment.
• Strong strategic planning, analytical, and problem-solving skills with the ability to translate data into actionable insights and decisions.
• Excellent communication, presentation, and negotiation skills with the ability to engage and influence stakeholders at all levels.
• Demonstrated ability to build and maintain relationships with key decision-makers and stakeholders.
• Experience managing and coaching a sales team, setting goals, and holding team members accountable for performance.
• Entrepreneurial mindset with a passion for innovation, growth, and continuous improvement.
• Ability to work collaboratively across departments and functions to achieve shared goals.
• Bachelor's degree in business, marketing, communications, or a related field; advanced degree or professional certification a plus.