Employment Opportunities with AAO-HNS/F

Director, Corporate Relations

Reporting Structure

The Director for Corporate Relations reports to the Deputy Executive Vice President / Chief Operating Officer.

Qualifications

Bachelor’s degree in business, sales, marketing, public relations, or related field plus 3-5 years experience in business development, sales and marketing, association management or corporate relations required. Successful candidates must be motivated, energetic, talented, and team-oriented. Working knowledge of the US healthcare system, particularly the pharmaceutical and device industry or the physician practice environment is preferred. Excellent oral and written communication skills required, demonstrated through excellent interpersonal skills and the ability to build strong strategic relationships with outside organizations and other associations to further the American Academy of Otolaryngology – Head and Neck Surgery / Foundation’s (AAO-HNS/F) mission and strategic goals. Strong organizational and management skills demonstrated through the ability to balance attention to detail with big-picture perspective, juggle priority to follow through on multiple projects, and identify resources in a dynamic environment. Experience in managing program budgets. Must be able to work well with volunteers, Board members, corporate executives, and staff. Travel required.

Key Responsibilities

• Establish and build contacts and relationships with corporations to promote and advance the mission and objectives of the AAO-HNS/F and to pair AAO-HNS/F strengths with corporate need.
• Manage all aspects of AAO-HNS/F corporate marketing strategy for industry and non-industry companies, including strategy, sales, and servicing.
• Develop and enforce internal and external controls, policies, and procedures to ensure AAO-HNS/F meets or exceeds to industry standards for corporate relations. 
• Provide regular and transparent communications to internal and external audiences regarding IRT membership and our corporate marketing efforts.
• Provide leadership and direction to Corporate Relations support staff; including hiring, training, performance management and professional development opportunities 
• Manage Corporate Relations program budget.

Specific Duties

• Strategy/Management Support the development and ongoing strategic evaluation of AAO-HNS/F’s corporate marketing strategy for industry and non-industry companies.
• Packages include Industry Roundtable Leadership Circle, Industry Roundtable Member, Academy Advantage Premier Partner and Academy Advantage Partner.
• Develop and monitor long- and short-term goals of existing corporate support programs.
• Secure necessary constituent approval of master corporate marketing and support strategy, including key rights and benefits, and any future departures from pre-approved packages.
• Create (with legal assistance) master corporate partnership contract template for each corporate marketing package level to use for all deals.
• Enforce partnership policies with partners and across all business units/departments that impact corporate partnerships including ethical standards. 
• Manage communications related to IRT membership and corporate support for all audiences: members, staff, board, etc.
• Coordinate internal revenue share among departments impacted by partnerships (e.g., Annual Meeting registrations purchased as part of flex fund may be credited to Meetings and Exhibits department).
• Report on industry and non-industry partnerships and support activities to all necessary constituents (e.g., Executive Vice President/CEO, Board of Directors and/or senior management). Serve as the host of the AAO-HNS/F quarterly corporate relations meetings.
• Coordinate member surveys on partner attitudes and awareness , report results to appropriate staff and supporters.
• Cross-reference research needs with other departments to avoid overlapping efforts.
• Chair internal Corporate Relations Team. Oversee database management for corporate contacts.
• Collaborate with ENTRi staff and attend ENTRi BOD meetings. Sales Serve as lead salesperson for initial sales effort.
• Up-sell existing supporters into appropriate IRT membership or Academy Advantage packages.
• Tailor sales materials, packages, sponsored components and activation ideas based on conversations with each company as well as each company’s current AAO-HNS/F investments (for existing supporters) and/or research.
• Identify, prioritize and pitch new potential industry supporters. Oversee research of such companies.
• Negotiate all corporate partnerships.
• Coordinate with Exhibits Program Manager on exhibit sales to Industry Roundtable Leadership Circle and IRT Members. Servicing Oversee servicing and renewals for all IRT members and Academy Advantage Premier Partners.
• Serve as main contact for those companies.
• Work with support staff to help coordinate fulfillment of benefits, such as ID on collateral, signage, etc.
• Track partner objectives, spends and activation efforts. Produce fulfillment reports for Industry Roundtable Leadership Circle and Academy Advantage Premier Partners, outlining marketing benefits delivered.
• Produce an annual report on IRT research and program spending.
• Conduct annual meeting with Industry Roundtable Leadership Circle, IRT Members and Academy Advantage Premier Partners to review support, marketing objectives and strategies.
• Facilitate semi-annual IRT meetings. Help IRT members set objectives and goals for the group that furthers the industry. Facilitate annual Partner Workshop.
• Other Maintain an in-depth knowledge of the national issues in the areas of healthcare, corporate relations, ethics, and association management.
• As requested, represent the AAO-HNS/F at all pertinent corporate and professional organizations meetings.
• Consistently demonstrate courteous, cooperative and helpful behavior to all contacts, internal and external.
• May participate on an internal team, either through formal assignment, or on an ad hoc basis.
• Duties and responsibilities may be added, deleted, or changed at any time at the description of management, formally or informally, either orally or in writing.

Program Manager, Exhibits

Reporting Structure

The Program Manager, Exhibits reports to the Director, Meetings & Exhibits.

Qualifications

Requires a minimum of four years exhibition sales, marketing and management experience. Medical association experience preferred. College degree or equivalent experience required. CMP and/or CEM preferred. Exhibits a proven track record in exhibit sales and services with a strong knowledge of identifying new markets and prospects. Computer proficiency in Microsoft Office; database systems including Access and Excel; Power Point; and ability to learn to use IMIS efficiently. Ability to maintain quality standards and meet deadlines in a fast-paced setting. Ability to operate effectively both independently and within a team environment. Must have excellent organizational, interpersonal, written and oral communications skills. Some travel required.

Key Responsibilities

• Act as primary exhibits professional for all Academy meetings. 
• Manage and maintain systems and processes for management of exhibitions including priority points system and exhibit rules and regulations. Continually evaluate and improve policies, processes and systems. 
• Maintain exhibit databases including iMIS and EXPOCAD Web. Track exhibitors, prospective exhibitors, non-profits, meetings department vendors, and ELC members. 
• Responsible for exhibitor customer service. Liaison with other Academy staff in support of corporate customers and participate as necessary in corporate account management discussions, vendor visits and sponsorship management.

Specific Duties 

• Develop and implement a comprehensive sales plan for exhibit and sponsorship sales. 
• Manage all aspects of exhibit and sponsorship sales, including prospecting, reporting, strategic planning, recommending innovative concepts, and sponsorship package development. 
• Prospect and develop new exhibitors and sponsors to grow events and increase revenue. 
• Prepare annual budget, including projected exhibit and sponsorship sales and projections. 
• Develop and maintain sales/variance reports and prepare written reports, including sales history. 
• Create and maintain relationships with clients to ensure high quality service. 
• Develop and implement procedures to survey and evaluate exhibitor and sponsor satisfaction and provide written analysis of evaluations. 
• Assist exhibitors with sponsorship fulfillment. 
• Responsible for the logistical planning and execution of the OTO EXPO. Manage performance of vendors relative to EXPO. Manage EXPO floor design and space assignment. 
• Collaborate with Meeting Operations staff on assignment of exhibitor housing and registration and overall project management.
• Provide the Director of Meetings & Exhibits with weekly, quarterly, and annual reports related to all fiscal aspects of the EXPO. 
• Participate in the development and management of the cross-functional project plan for each meeting. Provide guidance and support to meeting project teams. Coordinate marketing and communications with respective Business Units. 
• Establish and maintain processes and systems in accordance with the Academy’s requirements and meeting industry best practices to ensure consistency, efficiency and professionalism in meeting management. Includes rules and regulations, policies with other expositions, etc. 
• Responsible for all pre-meeting/post-meeting exhibitor correspondence, forms, and invoicing. 
• Assist with development of event specifications guide. Review vendor orders and production schedules to integrate planning. Review final billing for areas of responsibility. 
• Support the ELC, develop agenda’s, send notifications, take minutes, and act a general liaison. 
• Acknowledge and answer all outside inquiries via the appropriate, most efficient means.
• Advise Annual Meeting vendors on exhibitor cancellations, changes, and additions.
• Responsible for developing and recommending changes in departmental procedures to increase quality and service to members, exhibitors and staff. Develop and maintain SOP’s for areas of responsibility. 
• Duties and responsibilities may be added, deleted, or changed at any time at the discretion of management, formally or informally, either orally or in writing. 
• May participate on an internal team, either through formal assignment, or on an ad hoc basis.
• Consistently demonstrate courteous, cooperative and helpful behavior to all contacts, internal and external.