Description:

This is a strategic senior marketing professional on the AIA Contract Documents Management Team. The incumbent is responsible for the development and ongoing Marketing of the AIA Contract Documents products in order to deliver market share and revenue goals. Responsibilities also include development and implementation of short and long term marketing strategies and plans including development of positioning, defining target audiences, translating customer needs into an outstanding product, recommending pricing strategy, developing distribution channels, and delivering revenue goals. The Director will also manage a Marketing team charged with execution of marketing and sales plans.

• Develop brand/product marketing strategy and plans to grow revenue, equity and share in order to drive continued leadership in the contract documents category.
• Ensure product and services offerings are best matched to market potential and customer needs and develop segment specific product, pricing, promotion and distribution plans
• Collect, analyze, interpret and apply industry/competitive intelligence and market research to enhance positioning, help develop product/content strategy, track programming and improve business results
• Manage pricing/margin strategy , development and implementation balancing member value, profitability and competitive positioning.
• Develop promotional campaigns including themes, messages, offers, bundling, and fulfillment
• Manage the design process and creative output of internal graphics staff and any outside marketing communications agency(ies) including advertising, promotion and PR firms.
• Lead team and agencies in execution of marketing plans.
• Provide on time delivery and management of marketing materials that directly support market segment needs and market share targets.
• Coordinate with Managing Directors of Content, and Products and Services to ensure the marketing plan effectively promotes key releases and initiatives. Work collaboratively with Director, Education to ensure that marketing plan promotes Contract Documents education programs.
• Work collaboratively with AIA membership, knowledge community and business development cohorts to integrate with the strategic and annual operational goals of the Institute.
• Manage budget to maximize product sales, profit and long-term customer value.
• Develop, execute, and continually monitor the progress and results of integrated marketing communications programs to deliver on revenue targets.
• Monitor and evaluate the return-on-investment of marketing expenditures, recommending corrections and improvements as necessary
• Develop revenue models and forecasts
• Monitor, evaluate, and report on-going progress toward sales and revenue goals ; providing revised forecasts quarterly and working to achieve financial and program goals; report variances against goals and targets and recommend corrective action.
• Handle customer requests concerning refund approvals, discounts and license term extensions
• Manage and coordinate the activities of the outside fulfillment center with the AIA Call Center and with marketing and sales initiatives
• Manage Contract Documents marketing pages of the AIA web site, monitor web usage and recommend adjustments
• Ensure successful marketing, merchandising and achievement of distributor network sales and revenue targets Maintains a close working relationship with the distributor network and create/executes training and incentive programs
• Manage approved revenue sharing processes and annual co-op advertising allowance program to ensure commissions are paid within established guidelines.

- AIA Contract Documents Customers
- AIA Contract Documents Management Team
- AIA Contract Documents Marketing Manager(s) and Associates(s)
- AIA Contract Documents CACE Resource Network
- AIA Contract Documents Distributors
- AIA State and local component leadership
- AIA Information Technology staff
- AIA volunteer leadership and AIA members (in general)

B2B experience required;B2C experience a plus. Proven experience leading development of strategic marketing plans including sales, promotion, pricing, positioning, fulfillment, and e-commerce programs. Demonstrated cross functional team leadership Skill and experience managing a creative/design marketing communications and PR agency. Strong strategic thinking and analytical skills. Strong project management skills with proven track record of leading execution that consistently meets objectives and financial goals. Strong written/oral communication skills. Proven success in modeling sales and revenue projections and maximizing expenditures to achieve targets.

Bachelor’s Degree in Business or Marketing, MBA Preferred with a minimum of seven years of strategic product marketing experience preferably in software or electronic publishing and a minimum of two years supervisory and leadership experience. Some travel required

2 regular full time staff -
    Manager, Contract Documents Sales & Marketing 
    Associate, Contract Documents Sales & Marketing

AIA Human Resources
RE: Job Title and/or Job Code
1735 New York Avenue NW
Washington, DC 20006
Fax: 202/626-7476
E-mail: aiajobs@aia.org