The Home Furnishings Association (HFA) is a non-profit membership based trade association. HFA is seeking a passionate Sr. Director eager to lead a multi-faceted department focused on both acquisition and retention through engagement.

The Sr. Director of Acquisition and Retention is responsible for the effective management and optimization of HFA’s membership processes for both retailer and partner memberships from start to finish including new member acquisition, current member engagement, and retention initiatives. This includes owning membership structures, KPI’s, and budgeting. Managing the partner member relationships includes sponsorship sales and exhibit booth sales.

Successful execution includes managing, developing, and training staff, meeting sales and membership budgets, delivering analytics on department performance and driving the performance of all set KPIs to growth. The home furnishings industry strongly appreciates the value of relationships, and the Sr. Director will build trusted relationships with stakeholders in the home furnishings ecosystem. The Sr. Director will fill the sales funnel and help match partner prospects to the right opportunities offered through HFA.

This role serves on the HFA leadership team and manages a staff of currently three full-time employees. The director should embody the HFA company core values of high emotional intelligence, initiative, communication, accountability, and curiosity.

Essential Job Functions and Responsibilities

Sr. Director responsibilities include staff management (40%), sales and acquisition management (25%), growth and engagement management (25%), and other duties as assigned (10%)

• Manage and motivate the team through times of transformational change
• Establish acquisition and retention goals and commissions for team individuals, and monitor progress
• Monitor sales lead assignments/tasks and balance workload and opportunities
• Coach team members on retention, engagement, sales, and lead follow-up
• Manage opportunities escalated from the team
• Manage behavior, performance, and HR issues following company policies
• Recruit and train staff as required

• Establish, document, and implement acquisition and engagement strategies and processes for both retailer and partner members
• Engage in discovery to identify member needs and the best-paired products while building long-term relationships and providing excellent service and support
• Own and improve upon the membership dues structure
• Assure appropriate collection of member data and proper use of database to document information
• Prepare membership reports and review with staff, leadership, and senior leadership
• Ensure clean lead data management
• Forecast and plan the membership acquisition and retention goals
• Meet the annual new member and renewal goals
• Develop outreach campaigns that solve member problems and identify trends in member’s needs
• Establish, document, and implement HFA’s inbound and outbound sales strategies, including lead acquisition, prospect engagement, lead nurturing, and membership collateral
• Define and implement sales processes, scripts, and presentations for relationship building, conversion, and long-term retention
• Define and implement sales and engagement automation processes and tools with marketing, templated communication campaigns, and collateral
• Create sponsorship and booth packages and pricing suitable to the strategic initiative
• Sell sponsorships, exhibit booths, or other revenue-generating goods/services
• Establish, maintain, and meet the department budget
• Evolve performance reporting and team use of reporting

Required Skills

• Project Management
• Advanced planning, time management, resource management, and task management
• Advanced communication with stakeholders
• High level of attention to detail
• Highly organized, able to track and follow up on many moving pieces efficiently
• Leadership
• Advanced expectation alignment, communication, check-ins, and recognition
• Advanced staff direction, tool application, delegation, and big-picture understanding
• Ability to effectively present information to large and small groups
• Sales Management
• Successful track record of team sales management success
• Advanced sales process, presentation and workflow development
• Advanced prospecting and funnel management
• Intermediate budget planning, management and sales forecasting
• Member Service / Engagement Management
• Advanced discovery, problem solving, and member communication
• Proven experience driving engagement
• Technical
• Intermediate ability with sales automation software (e.g. HubSpot)
• Intermediate proficiency with Google Office (e.g. Docs, Sheets, Drive)

Required Education and Experience

• A bachelor’s degree in business administration or a related field, OR a comparable record of sales leadership and team management experience is required.
• Minimum three years experience in inbound and outbound sales, sales process development, and pipeline management
• Experience in B2B Sales Management, preferably serving the home furnishings retail industry in companies like financing services, POS, SaaS, manufacturers, etc.

Physical Requirements

• Remote position but must be able to follow business hours that meet the organization's needs.
• Prolonged periods of sitting at a desk and working on a computer
• Approximately eight weeks of annual travel to trade shows, member locations, and staff events.