Partnership/Sales Manager (hybrid remote in Orlando)
Florida Institute of CPA's
Location: Orlando, Florida
Type: Full Time
Preferred Education: 4 Year Degree
4 Year Degree
***This is a hybrid work from home/in-office position: up to 2 days work from home and 3 days in the office. All candidates must reside in the Orlando metro area to be considered.***
As the Corporate Partnership & Sales Manager at the Florida Institute of Certified Public Accountants (FICPA), the role will manage an approximately $500K book of business that is expected to double in the next 3 to 5 years. Responsibilities include identification and securing of corporate partnerships, exhibitors, and sponsors that provide value and service solutions to our diverse population of more than 19,000 CPAs working in varying sized firms and industry. Additionally, the candidate will promote and sell endorsed insurance programs offering Group Health, Liability, and Long-Term Care and other programs offered exclusively to our members.
Reporting to the Chief Growth & Innovation Officer and coordinating with our marketing, membership, and Foundation teams, the candidate will identify prospects and build and maintain future and existing relationships with partners, advertisers, sponsors, and exhibitors. Owning the relationship from first outreach, to crafting tailored offerings, to sales, contracting, and delivery, the candidate will work with each organization to identify shared-interests in serving and providing solutions to Florida-based CPAs, highlighting how FICPA can be a conduit to strategic success through partnership, exhibit, advertising, and sponsorship packages. The role will connect with member CPA firms educating them on the FICPA’s endorsed insurance products and programs.
Lead all aspects of sponsor and exhibit sales from prospecting and initiating client sales for corporate partnerships, event sponsorships, exhibitions, and advertising for the FICPA.
Responsible for contract management, exhibit layout, and customer service. Lead the sales effort in partnership with conference management for all exhibitions.
Serve as key point-of-contact for customers and develop relationships that go beyond the space sale; understand their relationship with FICPA—including membership and committees—and their overall goals and objectives for partnering with FICPA.
Maintain an accurate and up-to-date sales pipeline, including contact information and precise records of conversations with exhibitors and sponsors.
Generate and identify new sales opportunities through research, analysis, and discovery, following up on leads in a timely manner and qualifying new companies for engagement with FICPA.
Manage exhibit hall for all FICPA events including inspecting and monitoring all exhibits and booths to ensure compliance with show rules and regulations. Collaborate with program staff liaison on logistics for any educational initiatives on the exhibit hall show floor.
Develop, update, and distribute the Comprehensive Sales Prospectus, Exhibitor Service Kit, Exhibitor Directory, internal sales reports, exhibitor, and other assigned communications.
Communicate with exhibitors regarding logistics, hotel accommodations, exhibitor kit, etc. Collect required information from exhibitors and sponsors for all events and input record in coordinating FICPA systems.
Contact CPA firms to promote and sell endorsed Group Health Insurance plans and Professional Liability plans through a select network of insurance agents.
Promote endorsed Auto, Long Term Disability and Long-Term Care Insurance plans through a select network of insurance agents.
Prepare progress reports and budget reports on a regular basis.
3+ years of revenue generation through the fulfillment of target sales for partnerships, sponsorships, exhibit packages, exhibit floor space and advertisements.
A Bachelor’s degree is required.
Expertise in developing and selling new strategic partnerships at the $10-50K level.
Skill in managing a $1M+ portfolio of clients and sponsors is a plus.
Familiarity with key account management strategies, catering to small, midsize, and large accounts, building programs and packages that align with their ROI.
Experience working with a professional membership, or trade associations is a plus.
Experience and knowledge of the accounting profession is a plus.
Ability to travel within the state of Florida.
Project management. Juggle multiple tasks, allocate and optimize resources, and manage timelines. Enjoy creating and implementing processes and procedures that uphold rigorous standards. Manage a task from start to finish.
Supreme relationship builder. A proven track record of getting results by building strong relationships and partnerships.
Open and collaborative. Develop strong and trusting relationships internally and externally. Listen to and respect the views of others.
Great communicator. Have an understanding of the importance of tone and how to communicate clearly, whether it is over email, the phone, or face-to-face. Excellent writing, oral and presentation skills.
Scrupulous, ethical, and honest. Beyond reproach in business dealings and sincere in maintaining the trust and confidence in FICPA.
Results-oriented and self-motivated. Have a hunger and passion to succeed, driven by a need to deliver exceptional results. Self-confident, assertive, approachable, and responsive.
Service-driven. Understand the mission, needs, and direction of the organization.
Perceptive. Smart and creative; intuitively recognize opportunities and act.
Half Day Friday's; Health Insurance; Dental Insurance; 401K w/Employer Matching; Life Insurance; Long Term Disability; and optional AFLAC Supplemental Plans and Flexible Spending Accounts.
The FICPA is a Drug-Free Workplace. Final applicants will be required to successfully pass pre-employment skills testing and a background investigation consisting of criminal history, employment, education, personal and professional references, as well as a drug and alcohol screening.
To learn more about the FICPA, please visit our website at www.ficpa.org.
Equal Employment Opportunity Statement
The FICPA provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.
The Florida Institute of Certified Public Accountants serves as the association for all CPAs certified in the state. Founded in 1905, the FICPA has been working to advance the accounting profession in Florida for more than 100 years and now has more than 19,500 members. Continued membership growth and renewal has made the FICPA one of the largest CPA organizations in the United States.