Job Description

The Association for Diagnostics & Laboratory Medicine (ADLM) is a leading global scientific and medical professional organization that drives innovation in laboratory medicine, empowering healthcare professionals to improve patient outcomes and safeguard public health. With a bold new strategic plan, recent rebranding, and resources to support innovation through our Strategic Initiative Fund, ADLM is committed to achieving transformative revenue growth and significantly diversifying its offerings. We are seeking a data-driven, sales-oriented Director of Business Development to drive greater market impact, revenue diversification, and sustained growth.

In this highly visible role, you will report to the Chief Membership and Market Development Officer, lead a team of three, oversee external contractors, collaborate across departments, and engage closely with sponsors, partners, and the broader public. Drawing on diverse market intelligence—including insights from customers (members and non-members), ADLM’s volunteer-led Divisions, the Corporate Advisory Board, external partners, competitive analysis, and industry trends—you will develop strategies to drive revenue growth through new product development, strategic partnerships, sponsorships, advertising, and other fundraising approaches. This includes segmenting the market to identify stakeholder needs, developing new and innovative products and services, strategically enhancing existing offerings (education and training, programs, events, and services), and refining pricing models. You will also lead the development and execution of existing corporate relations and advertising programs, with a current combined annual revenue goal of $2 million.

ADLM currently offers a wide range of products and services for our customers and the broader scientific and medical communities. We publish the leading international journal of laboratory medicine, provide ongoing education and certification opportunities, and host an annual conference and trade show, attracting close to 20,000 attendees worldwide.

How You’ll Make an Impact

You will reshape how ADLM creates value for broader audiences across the field—driving innovation and elevating our leadership in key strategic areas, including point-of-care testing, children’s health diagnostics, data science, and microbiology. Your ability to manage organizational change will position ADLM to successfully pilot new initiatives, phase out programs that no longer deliver value, and sustain long-term market growth.

Success in your first 1-2 years will be demonstrated by:

• Establishment of a clear trajectory toward significant revenue growth and diversification, demonstrated by a robust revenue pipeline plan and measurable progress toward launching new products and services aligned with ADLM’s strategic goals.
• Development of high-impact strategic partnerships, potentially including mergers or co-developed programs, expanding ADLM’s influence, customer base, and market share.
• Implementation of a data-driven market intelligence strategy that directly informs product development, growth opportunities, and innovative pricing strategies.
• A measurable cultural shift toward strategic innovation and calculated risk-taking, demonstrated through the successful piloting and scaling of new initiatives.

Work Environment, Salary, and Benefits

• Our most important asset is our people. We value a healthy work-life balance and currently offer a 35-hour work week with a hybrid schedule of four days remote and one day on-site in our northwest Washington, DC, office. Travel (up to 15%) is required to attend board meetings, conferences, or partner events.
• The budgeted salary range for this position is $128K - $160K. We offer an exceptional benefits program, including 21 days of PTO in addition to two personal days, thirteen paid holidays, paid family, bereavement, volunteer, and pet leave, medical/dental/vision plans, up to a 10% retirement contribution, and more. We also offer a Dress for Your Day policy, an on-site fitness center, and convenient access to Metro.
• You will like who you work with. Our staff is a diverse team dedicated to supporting our members, ADLM’s mission, and each other. We are a respectful, energetic, and collegial group of passionate and committee colleagues. We work and win together.

Responsibilities

• Develop and execute a comprehensive revenue growth strategy that aligns with ADLM’s overall goals. Conduct market analysis, competitor research, and trend identification, and engage key industry stakeholders, sponsors, and customers (including members) to inform the strategy.
• Create, implement, and monitor a fully articulated revenue pipeline plan for all fundraising activities.
• Lead new product development. In coordination with the Chief, Membership and Market Development Officer, implement the program impact assessment and revenue growth study initiative.
• Achieve measurable growth in the annual revenue of the corporate relations and advertising programs by incorporating best practices into their design and processes.
• Serve as the primary point of contact for all sponsors and partners across ADLM, coordinating internal and external opportunities for upselling and cross-selling. Ensure sponsors and partners are not solicited by multiple sources for funding.
• Establish, build, and maintain relationships with corporations, associations, and societies across and outside of laboratory medicine that could serve as strategic partners in fundraising efforts.
• Lead the Corporate Advisory Board (CAB), ensuring it provides ADLM with useful data and intelligence about the industry and provides a compelling value proposition and engaging experience for its members.
• Actively partner with ADLM’s Annual Meeting exhibit sales vendor to identify prospective sponsors from the pool of exhibitors and leverage their industry knowledge and resources to continuously enhance ADLM’s industry presence through attendance at other conferences and trade shows.
• Constantly monitor market trends and analyze data to identify growth opportunities and potential client segments and adapt strategies to meet evolving market needs.
• Establish and track key performance indicators (KPIs) related to business growth and generate detailed sales reports. Ensure revenue goals are appropriately set. Track progress toward and reach monthly, quarterly, and annual revenue targets. Analyze data to identify areas for improvement and make necessary adjustments.
• Develop and implement a marketing plan to promote all fundraising opportunities, leveraging digital marketing tactics to reach a larger audience of potential funders and supporters.
• Collaborate with the Marketing and Communications team to effectively translate ADLM offerings into compelling narratives that build a strong case for financial support and develop and mobilize materials, campaigns, and special events to engage with partners and sponsors.
• Represent ADLM at ADLM-sponsored events and other external conferences and trade shows to cultivate leads.
• Execute budgetary responsibility for the business development team, including effectively using technology such as CRM platforms, fundraising software, and other tools to track progress and maintain up-to-date records.
• Report on the status of annual fundraising goals and strategic outlook of development efforts to the senior management team and Board as requested.

Qualifications

• 10+ years of experience in business development, product development, fundraising, sales, sponsorship acquisition, corporate relations, or advertising. A combination of private and association sector experience is preferred.
• An MBA or master's degree is preferred. Additional work experience in lieu of a degree will be considered.
• Proven record of developing new revenue streams through product innovation (education, training, programs, events) and refining or optimizing existing revenue models.
• Experience conducting market research, analyzing competitive trends, interpreting market data, and developing effective pricing strategies for new and existing products.
• Strong sales orientation with proven negotiation, pitching, and presentation skills.
• Excellent leadership and team management skills with the ability to set ambitious goals and deliver measurable outcomes.
• Experience cultivating and managing relationships with internal teams and external partners.
• Experience using Salesforce or other CRM tools for sales pipeline tracking and reporting.
• A commitment to operating with integrity and the highest ethical standards.

About ADLM

The Association for Diagnostics & Laboratory Medicine (ADLM) is a global scientific and medical professional organization dedicated to clinical laboratory science and its application to healthcare. Our leadership in education, advocacy, and collaboration helps lab professionals adapt to change and do what they do best: provide vital insight and guidance so patients get the care they need.

Staffing Advisors is committed to reducing bias in every aspect of the hiring process. We have long recommended a competency-driven approach to hiring. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, veteran status, or any other basis protected by law. We encourage you to apply even if your experience is not a 100% match with the position description; we will consider people from a variety of backgrounds and career experiences.

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