The Chief Revenue Officer (CRO) is responsible for developing and leading the strategic plan to drive and diversify MPI’s overall global revenues, ensuring consistent top-line revenue growth, strong margins, partner satisfaction and global brand awareness.

This position is accountable for leading the MPI Academy, MPI Foundation and MPI Sales organizations towards achieving top-line and bottom-line revenue performance, including monetization of MPI assets through direct sales, community engagement, MPI Academy distribution, the development of strategic relationships/partnerships accretive to the organizational profit targets, leadership of the MPI Foundation and MPI Academy, and strengthening of MPI’s global brand.

The CRO will drive the development and delivery of innovative and best in class professional development programming, through strategic planning, development, and operationalizing of MPI Academy offerings, partnership development, monetization of assets, building the MPI Brand, and community growth, across MPI’s global portfolio.

The Chief Revenue Officer (CRO) is responsible for the development and delivery of innovative and best in class professional development programming, through strategic planning, asset development and operationalizing of MPI Academy offerings, partnership development, monetization of assets, building the MPI Brand, and community growth, across MPI’s global portfolio.

The CRO will drive and diversify MPI’s revenue growth and net income, by creating business value and providing global business solutions that engage the MPI Community, leverage partnerships, and connect buyers with suppliers.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

Develop and implement MPI’s global revenue strategy in a manner that effectively monetizes MPI’s content, community and partner facing platforms, including advertising assets, sponsorship assets, MPI Exchange (hosted buyer), thought leadership assets, community assets and, the MPI Foundation, to increase and diversify revenue.
Lead, develop and optimize the MPI Academy, MPI Foundation and MPI sales organization.

Develop, manage, and lead a global education strategy, in alignment with our mission and business objectives, that generates strong and profitable revenue growth for MPI, while driving increased member value and community engagement, and MPI Academy brand awareness. Develop and optimize a collaborative distribution model for MPI Academy and partner educational and professional development content across all channels, including chapters, digital (mpi.org), in-person events, partners, and community.

Develop and execute global strategic and operational plans for MPI Foundation, ensuring the Foundation delivers against its mission, while operating in a financially sustainable manner.

Oversee the effectiveness of MPI sales and fulfillment teams to ensure the achievement of annual/quarterly goals, robust revenue pipeline, margin targets, while operating within overall budget.

Identify and develop strategic partnerships with premier educational institutions, Universities, and content delivery partners globally, to expand MPI’s global reach, increase revenues, accelerate speed to market and strengthen MPI’s brand.

Create an education model that enables chapters to leverage and monetize Academy content.

Travel required – 35%

QUALIFICATIONS:

EXPERIENCE
- Ten, or more years in global sales leadership and revenue management
- Ten or more years’ experience in Destination Management Organization (DMO), hotel, meeting & event and/or convention industry.
- A minimum of three years of association and event marketing experience preferred. Including experience in monetizing association events and generating sponsorship/partner opportunities
- 5 or more years' experience in educational design and/or adult content development
EDUCATION
- Bachelor’s Degree in Business Administration, marketing, Hospitality, adult education or equivalent; or seven to ten years related experience and/or training or equivalent combination of education and experience
COMPETENCIES
- Driving Results
- Developing Others
- Stakeholder Impact
- Inter-personal Impact (collaborative teaming, building relationships that impact results, communicating effectively)
- Business & Functional Effectiveness
- Strategic Leadership
KNOWLEDGE AND SKILLS
- Deep Understanding of Utilizing Business Intel and making Data Informed Decisions
- Deep Understanding of Sales Diversification Portfolio Modeling
- Deep Understanding of Sales Pipeline Design and Management
- Proven business leader with strong business and financial acumen and diverse portfolio management
- Proven track record of relationship development leading to the delivery of solid results and ROI for partners and employer
- Strong collaborative approach and ability to operate in a matrix environment
- Presentation skills – can command an audience with strong power of presence both in written communications and live presentations. Uses appropriate business language to communicate and influence
- Conflict resolution skills – Resolves complex conflict situations
- Written communication – Skill in writing concise, logical, grammatically correct business correspondence.
- Knowledge sharing – Responsible for ensuring knowledge is shared appropriately throughout the organization
- Skill in negotiating; exchanging ideas, information, and opinions with others to formulate programs and arrive jointly at decisions, conclusions, and solutions.
- Skill in prioritizing assignments to complete work in a timely manner when there are changes in workload, changes in assignment, pressures of deadlines and competing requirements.
CREDENTIALS, LICENSE, TRADE CERTIFICATION, PROFESSIONAL DESIGNATION
- Certified Meeting Manager (CMM), Certified Meeting Professional (CMP) preferred

KEY SUCCESS MEASURES:

KPIs (key performance indicators) developed in accordance with the Board of Directors as part of the business planning process. Metrics could include, but are not limited to:

Global revenue (non-membership) and margin (EBITDA)
MPI (Meeting Professionals International) Academy revenue, profitability, and distribution reach
MPI Foundation fund raising and operational margin
Membership retention
Content licensing and event partnership revenues

STAKEHOLDERS/CUSTOMERS:

MPI Matrix Internal Stakeholders
MPI Board of Directors / Global Board of Trustees / Volunteer Leaders
Academy participants / Attendees
Sponsors / Partners

AMERICANS WITH DISABILITY SPECIFICATIONS:

PHYSICAL DEMANDS
- The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is occasionally required to stand; walk; sit; use hand and arms; climb stairs;’ balance; stoop, kneel, crouch or crawl; talk or hear. The employee must occasionally lift and/or move up to 25 pounds. Specific vision abilities required by the job include close vision, distance vision, color vision, peripheral vision, depth perception and the ability to adjust focus.

WORK ENVIRONMENT
- Work environment characteristics described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is not exposed to weather conditions. The noise level in the work environment is usually moderate. This position may require you to work long days and weekends. Nothing in this job description restricts management’s right to assign or reassign duties and responsibilities to this job at any time.

Meeting Professionals International

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