POSITION SUMMARY:

The IMA Senior Director of Business Development will serve as the leader responsible for oversight and management of the Americas Business Development Team. Duties include strategic planning, team leadership, financial management, relationship management and forming strategic partnerships to grow awareness and adoption of IMA products and services in the region.  Included in the product mix will be: membership, certification, education, consulting services, advertising, sponsorship and event participation targeting the finance and management accounting profession.

Serving as the lead IMA business development representative, the Senior Director, Business Development will foster relationships with members, volunteers, partners, customers and key stakeholders to drive sustained impact in the region. They will also be responsible for developing and maintaining positive relationships with an extensive network of key business entities, government, academic institutions, training providers either directly or through subordinates. To ensure a holistic and integrated approach to development and acquisition, the position has significant interfaces with global/regional development team leaders and key IMA department leaders. This is a remote US based position.

ORGANIZATION SUMMARY:

IMA® is one of the largest and most respected associations focused exclusively on advancing the management accounting profession. Globally, IMA supports the profession through research, the CMA® (Certified Management Accountant), CSCA® (Certified in Strategy and Competitive Analysis), and FMAA™ (Financial and Managerial Accounting Associate) certification programs, continuing education, networking, and advocacy of the highest ethical business practices. Twice named Professional Body of the Year by The Accountant/International Accounting Bulletin, IMA has a global network of about 140,000 members in 150 countries and 200+ professional and student chapters. Headquartered in Montvale, N.J., USA, IMA provides localized services through its six global regions: The Americas, China, Europe, Middle East/North Africa, India, and Asia Pacific. The organization is currently leading a strategic evolution, moving from a traditionally B2C individual membership and certification focus, to a more diverse individual and team-resource approach. For more information about IMA, please visit www.imanet.org.

KEY RESPONSIBILITIES:

• Lead the Americas Business Development Team, including setting goals, sharing best practices, coaching individual team members, and ensuring adherence to the business plan
• Develop and implement plans that will successfully grow and diversify revenue streams.
• Direct pipeline development and account activities to build and maintain relationships within the region and create strategic partnerships with related and industry organizations. 
• Prepare and oversee adherence to the regional business development budget.
• Develop and monitor regional business development KPIs, including effective use of CRM and related technology for tracking and reporting.
• Through market interaction and analysis, identify opportunities for IMA to meet the specific needs of finance and management accounting teams.  Propose programs, products, services and other offerings for development that support and/or enhance IMA’s efforts to establish and build relationships with finance and accounting decision makers.
• Maintain open, effective, timely and accurate communication with all Business Development team members and other IMA internal stakeholders.
• Create, monitor and implement policies, systems and processes to effectively manage Business Development activities, account development, account management and execution of deliverables. 
• Manage and collaborate with contractors and vendors for technology, data and sales support.
• Leverage IMA local Chapters/Councils, volunteer leaders and members in outreach, awareness building and relationship management. 
• Pursue all growth and development initiatives in alignment with IMA’s mission, core values and strategic goals.
• Perform other related duties as assigned.
  
  

DIRECT/INDIRECT REPORTS - 5

• Bachelor's degree required
• 5+ years of sales team management experience
• Experience in an international trade association, fintech or EdTech organization preferred
• Knowledge of finance and accounting or financial learning and development decision maker needs a plus
• Experience expanding product lines in the US and/or into other countries valuable
• Proven success in developing senior-level sales strategies, channel management and/or business development planning and execution, including setting, tracking and meeting team and individual KPIs
• Strong supervisory and leadership skills with the ability to develop and communicate the organization’s mission and vision.
• Advanced organizational, strategic planning, project management and execution skills, including the ability to manage multiple projects with competing deadlines simultaneously and under pressure.
• Ability to work collaboratively and effectively with other association teams; Excellent relationship building skills with internal and external parties.

• Strong market development ability and keen market insight/analysis ability.

• Superior verbal/written communication and customer service skills, with an emphasis on and commitment to building strategic relationships.

• Aptitude for analytical thinking, capable of creating solutions to solve problems thoroughly and rapidly.
• Ability to work well under pressure, take proactive measures against possible challenges, and resolve issues quickly and effectively when necessary.
• Working knowledge of Salesforce or related CRM system
• Willingness to travel within the US and potentially other areas of the Americas

About Institute of Management Accountants

IMA® is one of the largest and most respected associations focused exclusively on advancing the management accounting profession. Globally, IMA supports the profession through research, the CMA® (Certified Management Accountant), CSCA® (Certified in Strategy and Competitive Analysis), and FMAA™ (Financial and Managerial Accounting Associate) certification programs, continuing education, networking, and advocacy of the highest ethical business practices. Twice named Professional Body of the Year by The Accountant/International Accounting Bulletin, IMA has a global network of about 140,000 members in 150 countries and 200+ professional and student chapters. Headquartered in Montvale, N.J., USA, IMA provides localized services through its six global regions: The Americas, China, Europe, Middle East/North Africa, India, and Asia Pacific. For more information about IMA, please visit www.imanet.org.

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