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Director, State Business Development, Policy Brands Roundtable

What the Policy Brands Roundtable is:

The Policy Brands Roundtable is a strategic research service designed to help government and public affairs professionals in the private, public, and social sectors identify the most effective approaches to policy advocacy.  The Policy Brands Roundtable studies advocacy and the impact of that advocacy in shaping the opinions and decisions of senior federal and state policymakers.  It serves its clients through in-depth quantitative and qualitative research, benchmarking, and other diagnostic tools that enhance strategic planning.

Who the Director of State Business Development is:

We’re seeking an entrepreneurial, energetic, innovative, and driven individual with deep intellectual curiosity and a passion for policy and advocacy to join our team.  The Director of State Business Development will be a results-orients professional focused on expanding the Policy Brands Roundtable to the state level.

This individual will be responsible for developing our second practice area, which will focus on meeting the unique needs of our existing clients and prospective clients at the state level.  He/she will be responsible for strategy, planning, and development of sustainable revenue streams from prospects within our target market, (senior executives at Fortune 500 companies and leading associations).  In addition to shaping the process and framework of the state practice area, this person will need to develop strong relationships, identify the needs and challenges facing potential clients, work closely with the research and product development teams, and contribute input for the development of new products/creative solutions to client challenges.

We’ve found that successful candidates are likely to have recent experience working in a sales role or fundraising capacity.  Any prior experience in the federal or (especially) state policymaking process will be helpful to a candidate’s ability to understand the landscape and challenges facing our clients.  He/she will have an aptitude for, and interest in, federal and state policy and/or politics combined with a desire to deliver value to various stakeholders within our client organizations. 

Responsibilities include:

Strategy & Planning –

  • Work closely with Policy Brands Roundtable leadership to build the sales strategy for our state policy brand research practice
  • Provide input for leadership about adaptations or evolutions to the existing research and delivery process that will best serve client needs
  • Investigate the evolving needs of state government affairs professionals and develop creative solutions for serving this and other related audiences
  • Coordinate with senior leadership to develop roadmap for expansion of state lines of business through new products and organic growth of existing accounts

Execution & Revenue Generation –

  • Scope high value clients in relevant state jurisdictions to build and manage a pipeline of qualified accounts
  • Engage senior advocacy executives as potential clients (companies and leading trade associations active in federal and state policy) to understand the unique needs and challenges they face
  • Guide potential clients through the evaluation process as they understand how our solutions address the specific needs that have been identified during the needs assessment and discovery processes
  • Work closely with internal teams to unpack client needs and construct creative solutions to address client challenges
  • Establish credibility and cultivate relationships with senior advocacy executives and develop an on-going dialogue with the potential client community
  • Grow and strengthen our existing base of client companies and associations

Qualifications of the Ideal Candidate:                                                                                           

  • 3-5 years’ experience in state and/or federal advocacy
  • A critical thinker, eager to develop new approaches and problem solve outside the box
  • A generous sense of humor and tolerance for ambiguity
  • The ability to pivot and adjust priorities responsive to short- and long-term needs
  • Accountability and ownership of both process and result
  • Experience managing/leading the full sales or fundraising lifecycle (from prospect generation through close)
  • Outstanding client-service ethic
  • Excellent time management and judgment; demonstrated proficiency at managing simultaneous projects from start to finish
  • Demonstrated track record of building strong interpersonal relationships with individuals inside and outside his/her team

Across Atlantic Media, generally, the firm looks for two “pillar gifts” in its candidates.  In all of us, these are more aspirational than actual, but they are central in our intentions.

  1. Force of Intellect - Atlantic Media seeks a discipline and rigor of thought as manifested, often, in exceptional academic performance and, later, success in a professional environment.
  2. Spirit of Generosity - Equally, Atlantic Media seeks what we term a spirit of generosity – a natural disposition towards service and selfless conduct.

Atlantic Media is an EOE of Minorities/Women/Vets/Disability.

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