Director, Business Development - Discounts & Strategic Partners

Description:

Scope of Responsibilities

Leads AGC’s non-dues revenue (NDR) strategy for AGC Strategic and Discount programs by defining, developing, negotiating, and managing high-value partnerships, drives organizational revenue growth, strengthens long-term partner relationships, ensures legal and financial compliance, and advances AGC’s strategic objectives through program innovation, operational improvements, and cross-departmental leadership.

Primary Duties and Responsibilities:

Strategic Revenue Growth & Program Leadership

• Lead AGC’s enterprise-wide NDR with Strategic and Discount Partner initiatives, overseeing multimillion-dollar revenue streams across, multiple years.
• Develop and execute long-term revenue strategies that expand AGC’s partner portfolio, increase program maturity, and deliver sustained year-over-year growth.
• Identify, negotiate, and close new high-value partnerships, including member discount programs and new Strategic partner agreements.
• Analyze market conditions, revenue trends, and partner performance to guide strategic decision-making and annual planning.
• Strengthen partner relationships through consistent communication, renewal strategy, and value-focused engagement.
• Oversee program reporting, revenue forecasting, and internal coordination with Legal, Accounting, and senior leadership.

Member Discount Program Strategy & Management

• Manage AGC’s national Member Discount Program portfolio, including partner recruitment, contracting, marketing strategy, and performance measurement.
• Lead partner marketing campaigns to drive member participation and discount utilization across the association.
• Oversee reporting on member savings, usage trends, and discount program financial impact.

Additional Revenue Leadership

• Lead strategy and budget management across Sponsored Surveys, WebEds, Award Programs, and Tech Demo Days.
• Align budget planning, pricing, and revenue tracking across Business Development and Accounting team.
• Develop bundle strategies, revenue models, and new offerings to drive year-over-year growth.

Secondary Duties

• Serve as staff liaison to the Service & Supply Committee
• Support AGC’s advertising-related NDR activities (e.g., Wyman).
• Perform additional job-related responsibilities as required to support AGC’s mission and revenue goals

Requirements:

Qualifications

• Education: Bachelor’s degree in business administration, marketing, finance, or a related field required; advanced degree (MBA or similar) preferred.
• Experience: Minimum of 5 years of progressive experience in business development, partnership management, or strategic revenue generation, ideally within an association, membership organization, or B2B environment.
• Leadership: Demonstrated success leading cross-functional teams and managing multimillion-dollar revenue streams, with a track record of driving year-over-year growth.
• Negotiation & Relationship Management: Proven ability to identify, negotiate, and close high-value partnerships, with a focus on discount programs and strategic agreements, while maintaining strong partner relationships.
• Analytical Skills: Strong analytical and financial acumen, with experience in market analysis, revenue forecasting, and performance measurement.
• Communication: Excellent written and verbal communication skills, with the ability to engage senior leadership at AGC and at partner organizations
• Compliance & Process Improvement: Familiarity with legal, financial, and compliance requirements for partnership agreements; experience implementing operational improvements and program innovations.
• Technical Proficiency: Proficient in CRM systems, Microsoft Office Suite, and program reporting tools. Fonteva/Salesforce experience a plus.
• Other: Ability to manage multiple projects and deadlines, adapt to changing priorities, and serve as a staff liaison to committees or working groups.