The Specialist identifies and opens new membership opportunities worldwide by researching markets to find local leaders, conducting AI-assisted deep dives, assessing IMP (Ideal Member Profile) fit, and initiating SPIN-based outreach. The role prepares concise VP briefings on priority markets, builds and maintains a clean pipeline, drives progression through proposals, and prepares membership contracts for signature.

Key Responsibilities

Market Research & Targeting

•  Map target markets and identify market-leading independent brokerages by share, reputation, awards, and growth signals.
•  Conduct AI-assisted deep dives (ownership, leadership bios, digital presence, PR, recruiting posture, M&A).
•  Maintain and refine the Ideal Member Profile (IMP) with clear fit/disqualifier criteria 
•  Build and update prospect lists and data sets from licensed and public sources.

Business Development Support

•  Prepare one-page market and account briefings for the VP Global BD; recommend tiering and outreach sequence.
•  Highlight territories for expansion and provide competitive snapshots versus franchise brands and peer networks.
•  Coordinate with Global BD to pass qualified prospects and align next steps.

Outreach & SPIN Enablement

•  Draft opening emails and short cadences applying SPIN; A/B test subject lines, hooks, and CTAs.
•  Create SPIN question scripts tailored to persona and market maturity for VP discovery calls.
•  Conduct compliant outreach to prospects via LinkedIn and other social channels; hand off booked meetings.

Pipeline & CRM Hygiene

•  Log all activities, notes, and next steps in CRM; keep stages, probabilities, and close dates current.
•  Maintain data quality (contact roles, account hierarchy) and adhere to naming and SLA standards.
•  Track reply rates, meeting rates, stage conversions, and cycle times; surface risks early.

Briefings, Reporting & Collateral

•  Produce concise VP briefings, discovery worksheets, and objection-handling notes.
•  Keep a library of market one-pagers, competitive summaries, and case snapshots.
•  Monitor campaign and sequence performance; recommend adjustments based on data.

Contracting & Close Support

•  Prepare proposal documents and membership agreement packets; coordinate redlines with Legal where needed.
•  Manage DocuSign routing and approvals; ensure accurate records at close.
•  Capture win/loss reasons and feed back into IMP, messaging, and market prioritization.

Member Handover & Relations (Light)

•  Coordinate with Member Services for smooth onboarding post-signature.
•  Collect early success notes/testimonials suitable for marketing use.

Events & Lists (Selective)

•  Support event-driven outreach (rankings, conferences, awards); coordinate with VP Global Communications for materials and displays.

• Experience in market research, sales development, membership development, or partnerships (real estate or B2B networks a plus).
•  Working knowledge of SPIN selling and strong business writing skills (briefs + short-form email).
•  Proficiency with CRM (Salesforce/HubSpot), LinkedIn Sales Navigator, and email engagement tools.
•  Comfortable using AI tools (e.g., ChatGPT) for synthesis, validation, and first-draft content.
•  Strong organization, follow-through, and pipeline discipline; data-driven and detail-oriented.
• Professional presence with a service mindset; able to collaborate across global teams and time zones.
•  Familiarity with e-signature workflows and basic contracting processes (not legal counsel).
•  Compliance awareness (GDPR/PECR/CCPA) and respectful outreach practices.

Tools (Preferred)

•  CRM: HubSpot
•  Data/Research: LinkedIn Sales Navigator, industry rankings/press databases