AVP, Manager of First-Year Membership and Vendor Marketing ProgramsOverview
The AVP, Manager of First-Year Membership and Vendor Marketing Programs will be responsible for understanding the demographics and shopping behaviors of first-year members, and implementing programs to improve retention of first-year members. Ensures thorough analysis of existing first-year members to understand member shopping behaviors, including categories shopped, timing of visits, response to communications, and barriers to renewal. Develops actionable insights to improve our first-year member engagement and sustainable improvement in their renewal rates. Also responsible for managing vendor programs to support marketing initiatives. Strengthens Marketing's relationships with vendors to develop incremental marketing programs that are supported through supplemental vendor funding. Focus will primarily be on sales and trip-driving, and member acquisition and retention. This position would report into the VP, Manager of Marketing Operations.
Duties and Responsibilities:
• Works cross-functionally to grow first-year membership via testable programs, and improve retention of this critical member segment
• Requires detailed analytics that are available through internal sources, vendor sources, and external sources as developed
• Requires insights into shopping behavior and competition's strengths
• Develops testable actions and follows through to completion
• Engages senior management with insights, trends, and results of programs
• Strengthens partnerships with suppliers to develop incremental vendor-sponsored marketing opportunities that are non-disruptive to current programs
• Partners with Merchandising and Sales Operations to ensure agreement of strategy and clarity of BJ's support required for programs
• Partners openly with marketing team to ensure proper execution of potential programs, including planning, project management, and analysis
Key Accountabilities:
• Improve first-year member renewal rates. Understand member behaviors and analytics, and recommend investment spending programs to improve retention. Understand the financial impact of programs and resulting retention.
• Improve first-year member sign-ups. Understand prior successes and best opportunities, and recommend testable programs. Work cross-functionally to determine tactics.
• Engage Merchandising, Sales Operations, and Finance to communicate first-year goals and results.
• Develop vendor-sponsored marketing programs. Opportunities must be with funding that is incremental to existing ongoing initiatives.
• Identify potential vendor partners, understand and share their requirements with stakeholders, develop program goals, follow through with execution, and ensure analytics are completed and shared.
• Manage one direct report to support responsibilities.
Experience:
• 10 years of experience in Marketing, preferably in a membership environment and/or a background in vendor relations
• Bachelor’s Degree in related field
• Ability to gain support for initiatives with internal contacts
• Strong analytic background
• Ability to work cross-functionally with team members at all levels
• Negotiation skills and guidance abilities with vendors
• Confidence and presentation skills
• Outstanding management skills and experience
• Excellent written and communication skills
To apply, please e-mail your resume and cover letter to: jobs@bjs.com –
Attn.: VP/ADCLUB/AVPMVMP
At BJ’s, we value diversity in our organization, and we are an equal employment opportunity employer.