Innovation Development Manager

POSITION SUMMARY

The Innovation Development Manager is a savvy event professional that is a big thinker and outcome focused with a passion for technology. The Innovation Development Manager is an experienced event planner eager to drive innovation and revenue growth in the business events industry with cutting-edge AI-driven solutions. Our AI products anchored by Spark empowers event professionals to transform how they plan, execute, drive strategy and measure success.

The IDM leads sales efforts, lead generation, prospecting, enterprise technology sales, contributes to product development, and plays a pivotal role in driving user acquisitions across multiple channels including a SaaS subscriptions model.

The IDM is skilled at developing new business opportunities, cultivating current customers, developing pitch decks and working in a fast-paced, entrepreneurial environment.  The IDM is thoroughly familiar with market conditions in the meetings industry and able to work in a global environment with joint venture partners.

About PCMA

PCMA educates, inspires, and listens, creating meaningful experiences where passion, purpose and commerce come together. We are the world’s largest community for Business Events Strategists, providing senior-level education, networking, and market intelligence for the global business events industry. Headquartered in Chicago, IL PCMA has 17 North American Chapters, regional communities in APAC, EMEA and LATAM, and members in 59 countries.

Spark

Spark - a generative AI productivity tool developed for event professionals by event professionals.  Spark is a cutting-edge event planning technology tool that streamlines workflows, enhances attendee experiences, and drives measurable business impact. 

This Generative AI tool transcends traditional boundaries, automating mundane tasks and sparking innovative ideas, thereby allowing planners to focus on what truly matters: creating memorable events.

ESSENTIAL DUTIES AND RESPONSIBILITIES

Strategic Sales Growth

• Drive Enterprise Sales: Identify and target enterprise clients, offering tailored AI solutions and subscription models to meet organizational needs.
• Develop Innovative Strategies: Design and implement creative approaches to quickly gain leads and market traction across the meetings, events, and enterprise sectors.
• Lead Consultative Sales Approaches: Build and manage a metrics-driven, customer-focused sales strategy that emphasizes consultative selling and relationship building.
• Exceed Revenue Goals: Meet or exceed sales objectives for both event-specific products and broader enterprise technology solutions.

Market Expansion & Lead Generation

• Generate Fresh Leads: Actively prospect and qualify leads for enterprise technology subscriptions and event-specific solutions.
• Expand Market Reach: Identify new markets and craft strategies to penetrate untapped opportunities.
• Build Strategic Partnerships: Forge alliances with key players in the enterprise and events space to expand capabilities and market presence.

Innovation & Collaboration

• Stay Ahead of Trends: Monitor industry dynamics, competitor activities, and market opportunities to inform strategic decisions.
• Collaborate on Product Development: Partner with teams to align solutions with market demands and customer feedback, particularly for subscription and enterprise offerings.
• Develop Customer Advocates: Build a network of early adopters and ambassadors to amplify product awareness and drive growth.

Reporting

• Entrepreneurial Culture: Cultivate a resilient and adaptive team mindset, encouraging innovation and collaboration.
• Leverage Data for Insights: Use reporting tools to track performance, analyze data, and provide actionable insights to leadership.
• Provide Market Leadership: Identify key growth opportunities and guide the organization in optimizing its approach to sales and partnerships.
• Monitor data capture and use of reporting tools to track performance, while providing accurate and timely reports on metrics

ADDITIONAL DUTIES AND RESPONSIBILITIES

• Industry Knowledge: Strong understanding of the meetings and events sector, including key players such as event technology providers, DMOs, venues, convention centers and hotels
• Communication Skills: Exceptional written and verbal communication skills, with the ability to present compelling sales pitches and proposals to C-suite executives and senior decision-makers.
• Relationship Building: Ability to establish and nurture strong relationships with clients, becoming a trusted partner in their sponsorship and advertising needs.
• Self-Motivation: Highly motivated, with a proactive approach to finding and closing new business opportunities.
• Adaptability: Ability to work in a fast-paced, dynamic environment and handle multiple projects and priorities with attention to detail.
• Technical Proficiency: Experience with CRM (Salesforce) systems, sales tracking tools, and digital advertising platforms.

• Cross-Functional Collaboration: Collaborate with other departments with PCMA, CEMA, Convene learning product, sales, membership, and foundation
• Business Development: Outcome-focused to achieve market share, subscriptions and revenue growth identifying/pursuing business opportunities and maintaining a strong client relationship. 
• Budgeting and Resource Management: Manage an assigned budget, clear understanding of cost and margins and profitability.
• Market Research and Analysis: Stay abreast of market trends, consumer insights, and competitive landscape to identify opportunities and drive continuous improvement on development strategies.
• Perform other duties as requested by supervisor.

Ideally, this role will be based in our Chicago HQ office, but a remote location will be considered for the right candidate.

KNOWLEDGE, SIILLS, AND ABILITIES

• Superb analytical skills
• Proficient with Microsoft Suite of Products, CRM, CMS
• Demonstrated ability to lead and inspire a team
• Outstanding communication and interpersonal skills
• Flexibility
• Passionate customer advocacy 
• Thorough knowledge of marketing principles, brand, product, and service management
• Deep understanding of changing marketing dynamics

MINIMUM QUALIFICATIONS

• 5+ years’ experience with event tech, SaaS products, hotels, destination marketing and venues
• 5+ years’ experience in event planning, event marketing, education product sales.
• BA in Marketing or similar field.
• Proven track record of exceeding sales targets, budgets, developing new business, excellent negotiation, persuasion, and closing skills
• Financial acumen and skilled at setting & managing a budget.
• Excellent at collaborating with cross-functional stakeholders of all levels, both internal and external to PCMA, to accomplish event/meeting objectives.
• Excellent written, verbal, and visual presentation skills, with the ability to convey complex topics with simplicity
• Ability to work with a sense of urgency and deliver under tight deadlines/time frames; prioritize workload. 
• Data-driven mindset focused on setting and measuring KPIs and pipeline targets.
• Flexible, agile with the ability to prioritize in a fast-paced and dynamic work environment
• Experience working in both digital and in-person event environments, with in-depth knowledge in managing internal and external production teams
• Comfortable dealing with ambiguity, with the ability to drive clarity for the team
• Trustworthy and credible; high-level of integrity and excellent sense of judgment.
• Strong relationship builder, influencer and acts as an ambassador for PCMA.

                                           PHYSICAL REQUIREMENTS AND ENVIRONMENTAL CONDITIONS

• Ability to perform work utilizing a computer for extended periods of time.
• Ability to sit for extended periods of time in performing the work.
• Ability to grasp objects utilizing the fingers (fine motor manipulation).
• Ability to travel by air or ground transportation as required in performing the work.