Job Description

Job Title: Senior Director, Membership Development

Job Classification: Full-Time

Reports To: Vice President, Member Development

Location: Hybrid – Dubai based. Primarily remote work with occasional travel required to attend company events & lead in-person events, meetings & training sessions. (10 – 20%)

Anticipated Start Date: February 2025

POSITION SUMMARY:

The Senior Director, Membership Development (SDMD) bridges two vital roles: Membership Development Partner (MDP) and Member Development Director (MDD). This hybrid position is pivotal in supporting the growth and sustainability of DEEL AE FZE’s client TIGER 21 (the “Client”) Groups by assisting brand-new Chairs in launching successful Groups and partnering with veteran Chairs to maintain full and dynamic Groups. Based in Dubai, the SDMD liaises closely with the Vice President, Member Development to align efforts with the Client’s strategic growth objectives.

When liaising with brand-new Chairs launching Groups, the SDMD collaborates with a TIGER 21 New Group Build Coach to provide comprehensive support, ensuring new Groups are established within five months or less. This partnership emphasizes coaching and mentoring Chairs on strategies for identifying and converting prospective Members while ensuring group-building goals are met.

For existing Chairs with established Groups, the SDMD operates independently, leveraging the Client’s resources and working collaboratively with other departments to build and sustain pipelines of Ultra High Net Worth Individuals (UHNWIs). In this capacity, the SDMD provides targeted support to Chairs, helping them fill vacancies and maintain thriving Groups.

The SDMD plays a dual role as a coach and collaborative sales partner, inspiring and equipping Chairs to achieve success in Member acquisition and retention globally.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

Other duties may be assigned

Support for New Chairs and Group Launches:

• Coaching & Development:
  • In collaboration with a TIGER 21 New Group Build Coach, the SDMD will coach assigned new Chairs to successfully launch new TIGER 21 Groups with a minimum of five founding Members.
  • Participate in and facilitate formation events for new Groups, aiming for high conversion rates.
  • Conduct weekly coaching sessions with new Chairs to develop their skills in Membership sourcing, sales techniques, and Group-building strategies.
• Event Leadership:
  • Support and lead formation events, including preparation and follow-up activities.
  • Engage with prospects to ensure effective conversions.

Membership Development for Existing Chairs:

• Pipeline Management:
  • Collaborate with Chairs to maintain full Groups by identifying and sourcing qualified UHNWI member candidates.
  • Utilize Salesforce and other tools to track pipelines, manage prospects, and forecast results.
• Sales Execution:
  • Engage prospective Members through targeted outreach, qualifying their interest in the Client, and facilitating introductions to Chairs for final evaluation.
  • Develop sales strategies in collaboration with Chairs to address group-specific needs.
• Relationship Management:
  • Serve as a trusted resource for Chairs by understanding their Group dynamics and assisting with sales challenges.
  • Coordinate with marketing and other departments to ensure alignment in lead-generation efforts.

Collaboration and Reporting:

• Internal Collaboration:

• Liaise closely with the Vice President, Member Development to align strategies with organizational goals.
• Share insights and feedback to improve the overall Membership development process.
• Performance Tracking:

• Maintain detailed records of activities in Salesforce, including prospects, pipelines, and conversion rates.
• Provide regular reports and updates to leadership on progress toward goals.

COMPETENCIES FOR SUCCESS:

• Strong coaching, mentoring, and motivational skills.
• Exceptional communication and follow-through capabilities.
• Comfort working in global markets, with an understanding of cultural nuances.
• Ability to work independently while maintaining alignment with organizational goals.
• A mindset of collaboration, innovation, and high performance.

DESIRED EDUCATION & EXPERIENCE:

• Bachelor’s degree.
• Experience in sales and relationship management, preferably with ultra-high-net-worth individuals.
• Experience in pipeline management.
• 10+ years of professional work experience.

TECHNOLOGY:

• Experience working with Salesforce CRM preferred.
• Proficiency in Microsoft Office suite.

PHYSICAL DEMANDS:

Occasional travel may be required. Estimated at 10 – 20% of the job.

The physical demands described here are presentative 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. 

WORK ENVIRONMENT:

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.