The American Bankers Association is the banking industry's champion. Joining ABA makes you part of a team that: • has Extraordinary People - ABA experts are the "go to" sources for bankers, policy makers and the media for credible information and insights for the banking industry. • has Unmatched Scope and Scale - ABA's unparalleled information and services keep members current, knowledgeable and prepared. • is Impact-Driven - ABA has a proven record of bringing about positive change for our members and the industry. We take action and achieve results. Plus competitive pay, an outstanding benefits package, a convenient DC location, a professional collegial work environment and an opportunity to work on issues of national significance equals a winning combination!
Job Description:
Did you know that women and other marginalized groups are often reluctant to submit job applications if they don’t meet 100% of the requirements? We encourage you to take a chance! If you don’t satisfy every criterion, but know you can excel in the role, we urge you to apply! We’d love to connect and talk with you about joining our team.
Employer of Choice: ABA is recognized with a 2023Great Company Culture Award and 2023 Great Place to Work designation!
The Senior Vice President (SVP), Vendor Programs, will be responsible for developing and leading ABA’s commercial relationships with Associate member (i.e., vendors). The position resides within ABA’s Member Experience division which designs and delivers education opportunities for bankers including conferences, training, certifications, schools, vendor relationships, and more.
The SVP will oversee teams responsible for: the creation and management of ABA’s Associate membership value proposition; sales, renewals, and service delivery of Associate memberships; revenue from sponsorships and exhibits at ABA events; management of Associate member large accounts; and, the development and oversight of enhanced commercial relationships.
Key Responsibilities:
Set and reach ambitious goals – Determine the appropriate mix of revenue-generating activities to maximize financial growth. Develop an annual budget that reflects the needs and desires of Associate members, the financial aspirations of ABA, and the vendor-related needs of ABA bank members. Ensure appropriate performance management processes to monitor and communicate progress regularly and create transparency into results.
Enhance Associate member value proposition – Build out a compelling, unique value proposition for Associate members that capitalizes on ABA’s unique advantages and stands apart from other trade associations. Ensure commercial pricing reflects value delivered and present a compelling option for current and prospective Associate members of all sizes. Ensure delivery of excess value, continuous innovation, and substantial growth.
Create a specialized commercial team – Build a dedicated, specialized, and high-performing team to focus exclusively on the sales and renewals of Associate memberships. Utilize effective goal-setting and performance management to elevate team performance and consistently deliver financial results.
Develop enhanced commercial relationships – Assemble and lead a team of professionals responsible for developing and delivering high-value opportunities for vendors to educate and interact with ABA bank members. Identify and source opportunities for new and enhanced relationships. Provide input into potential relationship structures and offer strategic and tactical guidance to team as needed. Maintain an arms-length from the Vendor Evaluation in consideration of commercial relationships and ensure transparency with bank members regarding ABAs role and financial incentives.
Expand vendor relationships – Assist the VP, Associate Membership Sales and the VP, Meetings, in identifying vendors that would benefit from an enhanced commercial relationship with ABA. Develop best practices for expanding the relationships of lower-participating vendors and encourage their migration into the top tiers of Associate membership. 20%
Promote collaboration – Create a culture of collaboration across the Associate membership teams, the broader Member Experience division, and through all of ABA (e.g., Membership, Policy, Office of Innovation). Encourage a growth mindset that creates new opportunities. Actively consider and discuss implications of Associate membership activities on other parts of the organization and on bank members.
Other duties as assigned by business need.
Qualifications:
Bachelor’s degree in Business Administration, Marketing, Communications, or related field preferred or equivalent combination of education and experience.
15+ years’ experience management of membership businesses serving vendors, ideally in the financial institutions market.
Deep knowledge of financial services vendor space and the banking sector broadly.
15+ years’ experience and demonstrated ability to successfully manage teams to meet or exceed revenue goals, managing a P&L, and demonstrating consistent, double-digit growth.
15+ years' experience and demonstrated ability to successfully develop enhanced commercial relationships that benefit vendors, end customers, and associations Experience designing large account plans for vendors.
Experience developing and improving value proposition for membership-based businesses.
Strong senior, commercial relationships across many vendors serving financial institutions.
Collaborative and creative spirit that balances commercial activity with the needs and practical constraints of a member organization.
Ability to travel about 25%.
American Bankers Association (ABA) is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, age, sex, marital status, gender identity, sexual orientation, disability, protected Veteran status, personal appearance, political affiliation, family responsibilities, or any other characteristic protected by applicable law.
ABA encourages and celebrates diversity so if you are motivated, hardworking and want to make a difference, come as you are!
The American Bankers Association is the united voice of America’s hometown bankers—small, regional and large banks that together employ more than 2 million women and men, hold nearly $17 trillion in assets, safeguard $12.8 trillion in deposits and extend more than $9 trillion in loans. ABA believes that government policies should recognize the industry’s diversity. Laws and regulations should be tailored to correspond to a bank’s charter, business model, hometown markets and risk profile. This policymaking approach avoids the negative economic consequences of burdensome, unsuitable and inefficient bank regulation. Through a broad array of information, training, staff expertise and other resources, ABA supports America’s hometown bankers as they perform their critical role as drivers of America’s economic growth and job creation.
