The American Trucking Associations (ATA), the nation’s leading trade and lobby association representing the trucking industry, is currently seeking a Chief Commercial Officer.
Nature and Scope
The Chief Commercial Officer, seeks to retain existing ATA members, directs the effort to increase revenue from the sale of new memberships and sponsorships, informs members about ATA activities and programs, and manages a wide range of member services.
The Chief Commercial Officer, assists the Chairman’s Membership Committee to develop and implement a member retention strategy, keeps the Committee informed about new memberships, renewals, and resignations. The incumbent maintains a close working relationship with executives of the state trucking associations to share information and to provide membership materials.
The Chief Commercial Officer, and his/her staff make personal calls on existing and potential members, allied members, and ad revenue vendors throughout the country. The incumbent makes personal calls on major trucking companies and arranges to have the ATA President, ATA Officer or ATA staff to accompany him whenever practical. The incumbent seeks to understand the particular concerns of important members and shares with them a variety of opportunities to participate in and sponsor ATA activities. In addition, the incumbent will need to understand and promote the ATA Featured Product Program.
The incumbent will work with the Vice President of Sales Operations to direct and monitors the daily department operations and manages the Headquarters staff so as to accomplish the goals of the membership strategic plan.
The Chief Commercial Officer, provides a variety of member services including instant communication through e-mail and over the website. The incumbent manages the member services activity including the calculation and invoicing of member dues. The Chief Commercial Officer will ensures that the membership, allied and feature product, and TT teams work in a coordinated effort and reach the overall goals of the team. This position will drive the overall strategy of the sales effort within the associations. The incumbent will develop and form the long term and short-range planning, budgets, programs and objectives.
The Chief Commercial Officer supervises the Senior Vice President, Membership, the Senior Vice President, Sales & Marketing, the Vice President, Allied and Feature Product Sales. This position requires extensive travel requirements, both to meet with clients in their offices and industry events as well as manage the staff around the country.
Principal Accountabilities – Membership and Allied Sales
Retention of existing members through personal contacts and services.
Sale of new memberships and sponsorships.
Active participation by ATA members in meetings and related activities of the organization.
Guidance to team and others contacting current and potential members and allied members.
Contact with members and prospects to maintain active relationships.
Oversees Allied Members recruitment and retention activities; all event sponsorship and exhibit booth revenue generation activities.
Build on existing non-dues revenue programs and help develop new products/programs to grow ATA income, as well as complement the general advocacy, financial and outreach aims of the Association.
Evaluate ATA products by TMC, NAFC, S&LPMC, the Security Council, ITLC, the Marketplace as well as ATA’s Economics & Statistics Group. These will include products that advance networking and education; industry best practices; technical information; maintenance/equipment; information technology and logistics; finance and accounting; safety and loss prevention; and security.
Aggressively promote new and existing products, as well as those products that create a positive image for the trucking industry; improve the profitability of the industry buyers; and significantly increase the non-dues revenue of ATA.
Formal education in marketing, economics, business administration, or a related discipline.
At least 15 years of experience in responsible sales or marketing activities.
Minimum eight years print + digital advertising sales experience at the national level.
Knowledge of the trucking industry and its major issues.
Knowledge of sales and marketing activities. – 15 years’ experience in membership, allied, or advertising.
At least 5 years of experience selling within of the trucking industry
Knowledge of financial management.
About American Trucking Associations
The mission of the American Trucking Associations, Inc. (ATA), is to effectively advocate and communicate efforts designed to improve safety and profitability for our members.
The American Trucking Associations is a non-profit organization. Founded in 1933, ATA is the national trade association for the trucking industry. Through a federation of 50 affiliated state trucking associations and industry-related conferences and councils, ATA is the voice of the industry America depends on most to transport our nation's freight.