Director of Business Development

At Naylor LLC, the Director of Business Development for WJ Weiser leads the effort to win new AMC client relationships within healthcare associations. This hybrid role based in Schaumburg, IL blends strategic outreach with hands-on deal execution and cross-functional collaboration to extend WJ Weiser’s AMC services across the healthcare association market.

Responsibilities

• Develop and execute a proactive new business approach for WJ Weiser, targeting healthcare associations aligned with the AMC service model and adjacent markets.
• Grow and manage a robust pipeline of qualified prospects; own pipeline metrics, conversion rates, and velocity from first contact to close.
• Identify and rank high-potential markets, association segments, and geographic opportunities in coordination with the WJ Weiser GM and Naylor’s new business team.
• Establish a consistent prospecting cadence using outreach, conferences, referrals, and industry networks to sustain top-of-funnel activity.
• Serve as WJ Weiser’s principal external BD contact for prospective clients; conduct discovery meetings, capability presentations, and follow-up discussions.
• Build credibility with board officers and governance leaders through consultative, relationship-first engagement.
• Represent WJ Weiser at healthcare and association conferences, networking events, and trade organizations to generate referrals and warm introductions.
• Navigate multi-stakeholder decision processes with patience and strategic discipline; AMC selection is typically a high-stakes, lengthy process.
• Lead the full proposal process for new AMC engagements: scoping, pricing, writing, and presenting, collaborating with senior leadership and Naylor’s marketing and operations teams as needed.
• Develop compelling, customized presentations and proposals tailored to the governance and operational needs of each prospect.
• Maintain a library of case studies, capability statements, references, and proposal templates to accelerate the sales cycle and improve submission quality.
• Debrief all won and lost opportunities; apply insights to refine WJ Weiser’s positioning and proposals.
• Collaborate with Naylor’s enterprise new business team, participating in pipeline reviews and aligning messaging and prospect intelligence.
• Leverage Naylor’s broader brand and resources to open doors for WJ Weiser and articulate the distinct value proposition within the company family.
• Contribute to Naylor-wide go-to-market initiatives where WJ Weiser’s AMC expertise adds value, including joint proposals, content development, and industry presence.
• Stay informed on trends and opportunities in the healthcare association management market; bring competitive intelligence into go-to-market strategy.
• Monitor the competitive AMC landscape, tracking capabilities, pricing, wins, and losses to inform positioning and differentiation.
• Provide regular market feedback to the WJ Weiser GM and Naylor leadership on prospect asks, wins, and gaps.
• Identify potential partnerships, referrals, or joint ventures that could accelerate new business for WJ Weiser.

Requirements

• Bachelor’s degree in Business, Communications, or a related field.
• 6+ years of progressive business development or sales experience in professional services, association management, or a B2B services environment.
• Proven ability to independently close new client relationships, not solely support a sales team.
• Experience selling to nonprofit, association, or healthcare sector executives is preferred; AMC industry background is a meaningful advantage.
• Familiarity with Naylor’s broader association solutions ecosystem or similar multi-product professional services experience is a plus.
• Competence across the full B2B sales cycle: prospecting, discovery, proposal development, negotiation, and close.
• Strong written and verbal communication skills; capable of translating complex AMC service models into clear value propositions.
• Proficiency with CRM systems (Salesforce preferred) and modern sales enablement tools; comfortable with pipeline tracking, forecasting, and reporting.
• Ability to develop polished, customized proposals and presentations with minimal support.
• Working knowledge of healthcare association governance, structure, and operational challenges is a meaningful differentiator.

Technologies

• Salesforce

Leadership Competencies

• Hunter Mentality: Motivated by originating new business and creating opportunities rather than managing existing accounts.
• Relationship Capital: Quickly builds trust with senior nonprofit and association executives, understanding the high-stakes nature of AMC selection.
• Consultative Selling: Leads with curiosity and listening, positioning WJ Weiser as a strategic partner and qualifying opportunities carefully.
• Organizational Agility: Balances responsibilities within WJ Weiser while collaborating across the broader Naylor organization.
• Drive for Results: Sets ambitious pipeline and close targets and remains resilient through long sales cycles and competitive losses.
• Market Savvy: Brings credible industry knowledge of the healthcare association landscape to establish legitimacy with prospects.

What Success Looks Like

• Build a qualified pipeline of 15–20 prospective AMC clients across the healthcare association market with documented outreach and clear next steps.
• Close 2–3 new AMC client agreements for WJ Weiser, achieving revenue aligned with agreed targets with the GM.
• Develop a repeatable prospecting and proposal process, including templates, case studies, and a go-to-market calendar tied to key conferences.
• Establish a productive rhythm with Naylor’s enterprise new business team, featuring regular pipeline reviews, shared competitive intelligence, and aligned messaging.
• Earn credibility as WJ Weiser’s external BD face, recognized by healthcare association executives as a knowledgeable and trustworthy partner.
• Deliver a competitive landscape assessment with preliminary recommendations on positioning, pricing, and target market prioritization.