National Association of Manufacturers

Job Title (External Posting):           Account Manager, Account Management

Division:                                             Membership and Strategic Development

Department:                                      National Department

Reports to:                                         Senior Director/AVP, Membership Account Management

FLSA Status:                                     Exempt

Level:                                                  Professional

Updated:                                            January 2021

Position Overview:

This position is a key member of the membership account management team and is responsible for engaging senior-level executives at small and medium-sized manufacturing companies in order to retain in membership.  Position leverages the current advocacy, legal and workforce initiatives and a keen understanding of current political issues and industry intelligence to engage key contacts at member organizations in membership through a proven consultative evaluation journey.  

Candidates should share the NAM’s core values and identify with the following attributes:

• Mission Driven: motivated by the greater purpose of serving our members and achieving the NAM’s objectives.
• Entrepreneurial Spirit: believes that goals can be achieved, and obstacles overcome through individual ownership of responsibilities in our portfolio.
• Intellectually Curious: seeks new experiences, searches for knowledge, and solicits candid feedback with an openness to learning and evolving.
• Professionally Rigorous: pursues opportunities that strengthen current skill set and close skill set gaps that are necessary to advance personal career path.
• Willing Pioneer: Understands the vision of what we are trying to achieve and can bring clarity to ambiguity, solutions to challenges and willing to iterate until best practices are adopted.

Day to Day Responsibilities:

• Serve as a trusted advisor to senior-level executives of small and mid-sized manufacturing companies in order to engage their companies in membership;
• Manage the entire membership journey from onboarding through the service period and subsequent renewal;
• Strategically manage territory of assigned member companies through advanced segmentation, qualification and prioritization;
• Perform account analysis to understand the nuances of each account and what will drive value for individual members;
• Create formal engagement plan for strategic accounts, both large dollar and strategic relationships;
• Develop customized service plans when necessary;
• Grow and develop roster of individuals engaging in membership at each account;
• Through outbound campaigns, including emails and calling, recruit members to virtual and live events. Understand when to suppress communication to members for whom an event is not a fit;
• Demonstrate the value-proposition of the membership through deep-dive calls with policy leaders on NAM policies and programs;
• Work with Senior Director to engage internal stakeholders to support member service and renewal strategy;
• Work with Senior Director to upward manage internal stakeholders involved in account renewal strategy;
• Work with Senior Director to identify opportunities for NAM Board engagement with members;
• Work with Senior Director to draft communications from senior leadership to members;
• Work with Senior Director to prepare briefs and backgrounders on member organizations for senior leadership;
• Meet or exceed monthly and quarterly renewal activities and revenue goals;
• Leverage Salesforce to manage pipeline and day-to-day activities.

The above list of responsibilities is representative of the position and is not intended to limit or preclude other responsibilities and tasks that may be associated with or added to the position.

Supervisory Responsibilities:

• None- Individual Contributor