The American Trucking Associations (ATA), the nation’s leading trade and lobby association representing the trucking industry, is currently seeking a Chief Commercial Officer.
The Chief Commercial Officer (CCO) will deliver strategic leadership for defining the commercial path to growth and profitability of the company and the establishment of an effective growth process and infrastructure. The incumbent will direct the effort to increase revenue from the sale of new memberships, sponsorships, featured product partnerships, marketing, and the Transport Topics advertising sales. The CCO will lead the national sales and marketing teams in drafting, implementing and evaluating cross-functional decisions that will enable the association to achieve its long-term objectives. This position is responsible for print, digital and classified advertising sales of Transport Topics. This position should explore and develop new non-dues revenue opportunities.
The CCO will partner with the Chairman’s Membership Committee to develop and implement a member retention strategy, keeps the Committee informed about new memberships, renewals, and resignations. The CCO will establish relationships with existing and prospective members, both motor carrier and allied, and ad revenue vendors throughout the country. The incumbent will seek to understand the particular concerns of members and share with them a variety of opportunities to participate in and sponsor ATA activities. He/She will coordinate with the advocacy, image, legal, and communication pillars to clearly articulate the value of these pillars to all prospective and current members. Having the ability to translate the efforts of these pillar into ROI for our membership is critical. The incumbent will also need to align the commercial department’s goals to the overall values of the associations while inspiring confidence and generating excitement, enthusiasm, and a commitment toward the mission. They will need to articulate ATA’s value to each constituency and work to engage them in the association. The incumbent must have strong technical solution selling skills with strong marketing and business development skills. The CCO will ensure the membership, sales and marketing, and TT sales team work in a coordinated effort and reach the overall goals of the organization. This position will drive the overall strategy of the sales effort within the association. The incumbent will develop and form long-term and short-range planning, budgets, programs, and objectives. This position requires extensive travel, both to meet with members and clients in the field, attend industry events, as well as manage staff around the country.
Develop collaborative working relationships within the organization in pursuit of the of the company’s overall business goals;
Develop strategic direction and plans for the company with regard to all commercial functions including sales, marketing, business development, and customer support/customer experience;
Responsible for the implementation and achievement of the team goals and financial objectives;
Develop long-term plans and budgets for the department and its activities, monitor progress, assure adherence and evaluate performance;
Cultivate a culture of motivation, hard work, openness, and transparency;
Maintain a general knowledge and understanding of the association’s advocacy efforts and the ability to translate these efforts into ROI for our members, as well as all operations within the association;
Work closely with Executive Leadership team to ensure maximum revenue is generated on behalf of their programs, events, and webinars;
Coordinate existing and prospective member feedback with other divisions/pillars of ATA to drive and improve the association’s representation and execution of strategy to achieve value for members.
Undergraduate degree required. Undergraduate degree in marketing, economics, business administration, or a related discipline preferred;
Fifteen (15) years of experience preferred in overall commercial/business function with at least five (5) years in a senior leadership role;
At least five (5) years of leading a sales and/or marketing team(s);
Association experience highly preferred, proven success in Association management preferred.
Possesses strong knowledge of financial management: proven ability to fluently read and discuss financial statements, able to budget and project using appropriate acumen.
Proven ability to compile dues structures and commission plans, success in executing said structures and plans internally and externally.
Proven ability to motivate sales team(s) to reach goals and maintain retention.
Proven ability of fostering team work across senior levels and team.
Actively contribute and represent the commercial function at the Senior Leadership level;
Ability to translate advocacy, legal, image, and communication efforts into a value proposition to membership;
Previous experience with print and digital advertising sales experience at the national level a plus;
Ability to develop and execute a successful commercialization strategy that meets targets and adheres to associations brand integrity;
Experience at working in a “performance-based” environment to foster it with the team.
Ability to problem solve challenging and complex issues within the marketing space;
Strong negotiation and analytical skills;
A familiarity of the trucking industry and its significant issues a plus.
Telecommuting is allowed.
About American Trucking Associations
The mission of the American Trucking Associations, Inc. (ATA), is to effectively advocate and communicate efforts designed to improve safety and profitability for our members.
The American Trucking Associations is a non-profit organization. Founded in 1933, ATA is the national trade association for the trucking industry. Through a federation of 50 affiliated state trucking associations and industry-related conferences and councils, ATA is the voice of the industry America depends on most to transport our nation's freight.
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