Director of Business Development

Ohio Restaurant Association

Reporting to the President & Chief Executive Officer, this position is responsible for growing revenue by building the ORA’s Centers of Excellence with Premier and Featured vendor members that provide outstanding products and services for members. This professional will also drive non-dues revenue from sponsorship and play a key role in fundraising for government affairs. The position will coordinate with internal staff on major events, especially the Mid-America Restaurant Expo; lead a Local Restaurant Alliance; and partner with the President & CEO on future affiliations and partnerships.

Premier & Featured Vendors –

Manages the Premier & Featured Vendors program in the ORA’s evolving Centers of Excellence; partners with internal departments (Sales & Growth, Member Service & Retention, and Marketing & Communications) to grow revenue and coordinate activity with these two levels of the ORA’s 3-tier vendor program, while supporting growth of Core Vendors. Responsible for growing valuable partners in verticals identified as most important by members and staff. Directly manages prospecting & recruiting, negotiating, contracts, relationships, fulfillment of revenue share/fees from vendor partners and execution of agreements for sponsorships, speaking engagements, PR, etc.

Sponsorship Program –

Manages the ORA’s sponsorship program to grow partnerships and revenue across major events, the Expo and ORA/EF properties and brands. Partners closely with the Manager of Major Events, Marketing & Communications, the Education Foundation and other internal departments.

Fundraising –

Drives fundraising for Government Affairs: Advocacy, Political Action Committee (PAC) and special events such as the annual golf outing. Partners closely with the President & CEO and the Managing Director of Member Growth and Government Affairs, as well as the ORA’s lobbying firm.

Mid-America Restaurant Expo & Major Events – Supports activities to maximize revenue growth and net profits from the Expo, including ticket sales, exhibitor booth sales, sponsorships, Industry Awards dinner tickets and other opportunities. Coordinates closely with the President & CEO, Manager of Major Events, Trade Show manager, Marketing & Communications, and the Expo Committee.

Local Restaurant Alliance –

Leads and coordinates one of the ORA’s Local Restaurant Alliances (LRA), working closely with staff, plus a Chair and Vice Chair of the alliance. Duties include planning an annual calendar, arranging for topics and speakers, and other meeting details. Also, supports and participates in selective LRA and Community Dish events across Ohio, as well as the #OhioWorksHere Tour.

Affiliations & Partnerships –

Participates with the President & CEO and the Managing Director of Finance in identifying potential affiliates and new partners. Involves negotiating, coordinating and working with partners. This activity could include affiliations, partnerships, joint ventures, alliances or mergers within the association space (501c6 and c3). The goal is to create valuable new services for members, expand the ORA’s influence across Ohio, and grow revenue and net profit.

Ventures –

Participates with the President & CEO in identifying and pursuing opportunities to develop For-Profit ventures that would create new products/services and generate revenue for the ORA.

Work Experience Requirements

7-10 years of experience in sales and fundraising, with demonstrated success in generating profitable revenue growth through relationship building, selling a value equation and providing service/products
Minimum 5 years of demonstrated leadership and management experience
Restaurant and hospitality industry experience is a plus
Thorough knowledge of the not-for-profit community, trade association business practices and trade shows
Thorough knowledge of government affairs and advocacy
Advanced verbal and written communication skills for contact with all levels of internal associates and external professionals, governmental agencies, association members/vendors, exhibitors, speakers and interested parties
Must be a highly motivated self-starter who can work with limited supervision and manage multiple projects with superb organization
Thorough working knowledge of Microsoft Office software
Experience working with CRM databases (WebLink specifically a plus)

Education Requirements

Bachelor’s degree from an accredited 4-year institution. Preference is business or marketing.
Master’s degree preferred from an accredited institution

To apply, please send cover letter and resume to Kaitlin Stephens.

Deadline for submissions is 5/1/19.

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