WHO IS USA LACROSSE

USA Lacrosse, a non-profit organization, is the governing body of men’s and women’s lacrosse in the United States, leading the U.S. National Teams Program and establishing universal standards.  With nearly 400,000 members, we provide national leadership, structure, and resources to fuel and unify the sport's growth and enrich the experience of its players, coaches, officials, parents, and program leaders. 

USA Lacrosse believes a diverse team best positions our organization to fulfill its mission. We strive to attract and maintain a team of talented and dedicated professionals who represent the diverse nature of our membership and the national lacrosse community.  We are committed to a team culture that ensures everyone feels welcomed, valued, and included.

Core Values

• We Influence - Written and Verbal Communication
• We Serve - Customer Focused
• We Create & Innovate - Creativity
• We Collaborate - Peer Relationships
• We are Humble & Honest - Integrity and Trust
• We Embrace Individuality - Diversity
• We Have Fun – Work Hard and Play Hard

If this aligns with who you are and what you are looking for in an organization, keep reading. 

POSITION SUMMARY

USA Lacrosse is looking for an experienced VP, Membership & Regional Growth who will provide strategic direction and leadership for all aspects of USA Lacrosse's membership products, services, and benefits.  As part of the leadership team, this role will oversee membership operations and regional development with the primary goal of engaging current members, driving new membership, and revenue growth, ensuring all members receive an optimal experience and value from their membership.  

In addition to membership, the VP, Membership & Regional Growth will oversee and manage member acquisition, engagement, retention, continually monitoring performance and recommending strategies to achieve business and mission targets.  In this critical role, you will collaborate cross-departmentally to create conversion and lifecycle marketing strategies allowing USA Lacrosse to make data-driven business decisions to support and fuel the growth of the game with diversity, equity, and inclusion in mind. 

In addition to experience in sales, the ideal candidate must have proven experience leading strategy to drive membership results through development of products and services that will provide return on investment for members.  

If you are a results-driven, innovative thinker and thought leader, this could be a great opportunity for you.  You will get to work with a team of talented, passionate, and Mission driven professionals who are trying to grow the sport of lacrosse by fueling the growth, enhancing the playing experience, and fielding the best National Teams. 

A Typical Day Looks Like…

• Provides leadership and strategic vision over all aspects of USA Lacrosse’s membership products, benefits, and services.  This includes developing, evolving, and executing offerings to ensure new member acquisition, retention, and overall brand loyalty.

• Analyzes current membership benefits and develops new and enhanced products and platforms to increase brand loyalty, brand recognition, and drive membership acquisition and retention with a holistic member experience approach.  This includes collaborating with the partnerships team to identify external partners to enhance the value of USA Lacrosse’s membership.

• Leads collaboration efforts with internal teams to ensure all departments within USA Lacrosse are represented as a valuable benefit to our members.  This includes partnering with colleagues to understand the programs, services, benefits, and products offered to continually strengthen value to our members.
• Works closely with the marketing and communications team to develop and continually evolve membership campaign strategies to ensure lead generation, acquisition, engagement, and retention of members by developing and delivering a compelling message. 

• With the Director, Membership, collaborates with internal team members to develop and operationalize key messages for members and prospective members through a variety of communication channels to maximize education and engagement around products, benefits, and services.  This includes innovating new member products and platforms, including but not limited to, bundling strategies, rewards programs, and novel pricing structures.
• Works closely with the Business Intelligence team to conduct surveys and collect data to gain insight on the value of existing products and services while compiling data to understand the type(s) of services and products that would strengthen brand recognition, loyalty, and retention. 
• Collects and analyzes data to gain insights on utilization of membership benefits, products, and services, performance of marketing campaigns to understand lead generation, sales conversion, and tracks and reports on membership generated revenue to measure performance against organizational goals.  This includes identifying and analyzing any trends to understand where the organization could perform better. 
• With the IT team, provides oversight of the CRM and technology functionality to identify areas where improvements and/or enhancements can be made to evolve the products, platforms, database, and overall digital member experience to provide greater functionality to USAL and its members. 
• Provides strategic oversight and direction for regional sales activities and territory planning to increase and retain program and individual membership sales across the country.  This includes partnering with the Regional Directors to cultivate and manage a strong and active sales pipeline to meet organizational goals and KPIs. 
• With the Regional Development team, understands what members and prospective members are looking for to evolve membership offerings to grow and retain membership at the grassroots level.  This includes providing support to the Regional Development team to strategize and develop a year-round engagement and retention plan focused on supporting existing and potential member organizations to increase USA Lacrosse memberships.
• Ensures a member-focused culture designed to fuel the growth of lacrosse through the benefits, programs, and services offered, with a commitment to diversity, equity, and inclusion to ensure acceptance and accessibility for all.
• Keeps a continual pulse on industry best practices of membership programs, benefits, and services from similar member-serving organizations, national governing bodies (NGBs), and loyalty rewards programs.  This includes making recommendations for new ideas to continuously improve USA Lacrosse’s member offerings.  

Is This You…

• At least seven (7) years of progressively responsible experience in a consumer/member services, sales, or business development role with membership and revenue generation experience.
• Proven experience building and implementing strategies, products, programs, and awareness to increase, promote, and sustain membership. 
• Proven experience growing and leading a sales team, preferable in a direct consumer/membership product environment. 
• Experience collaborating to develop and deploy membership conversion lifecycle strategies to increase audience engagement and awareness to grow and retain membership.
• Proven ability to develop a product strategy and execute with demonstrated results of success. 
• Proven experience creating a climate of innovation and problem solving throughout the organization to ensure an exceptional member experience and overall engagement.   
• Consumer focused mindset with the ability to collaborate with internal departments to develop and deploy member programs, services, and benefits that are attractive to the target audience and will provide ROI for member retention. 
• Ability to collect, dissect, and analyze data to understand trends and to make informed business decisions for the development of products, services, and benefits to recruit and retain members. 
• Intermediate to advanced computer skills with working knowledge of Microsoft 365 products, including Word, Excel, Outlook, Teams, and PowerPoint.   
• Knowledge of CRM software’s, such as Salesforce, or comparable database applications used to track, monitor, and report on data with the aptitude to learn such software.  
• Ability to build and manage an annual budget, including project anticipated revenue and expenses.    
• Strong organizational skills with the ability to multi-task and keep data organized to provide insights for actionable strategy development for member growth and revenue generation.
• Strong relationship building skills with the comfort and ability to speak with others to establish rapport and trust to enhance existing relationships and create new ones.  This includes the ability to handle and resolve conflict for a win-win resolution.    
• Excellent communication skills, including interpersonal, written, and verbal.   
• Ability to work independently and as part of a collaborative team in a hybrid (in-office/remote) work environment in a fast-paced, “roll up your sleeves” environment to deliver results based on organizational objectives.   
• Ability to exercise discretion and understand how to handle confidential information when necessary.  
• Strong work ethic with the ability to present a professional, customer-focused persona over the phone, in writing, and in person. 
• Ability to be flexible with work schedule to work events, including ability to travel and work some nights and weekends.
• Willingness to learn about the sport of lacrosse and appreciate the needs for developing funds to fuel its development and growth.   
• Ability to align with USA Lacrosse’s Mission, Vision, and Values and Strategic Plan to support our initiatives and organizational goals.   

Expected Hours of Work

This position is generally expected to work Monday through Friday from 8:30am to 5:00pm and occasionally requires longer hours or weekend work as related to events and other business needs.  This is a hybrid position and works from the headquarters office in Sparks, MD three (3) days a week with the flexibility to work from home two (2) days a week. 

Compensation & Benefits Overview

The total compensation pay range (inclusive of base salary plus annual incentive pay potential) for this position is $160k to $200k, commensurate with experience.

USA Lacrosse offers a competitive benefits package including, but not limited to,

• Medical, Dental, and Vision insurance, offering multiple options for Medical and Dental (eligible the first of the month following 30 days of employment).
• Company paid life and AD&D at one time an employee’s salary up to $50,000 and company paid long term disability (LTD) at one year of employment.
• 403(b) retirement plan (eligible immediately upon hire), including a 4% employer contribution at one year of employment.
• Generous PTO, company paid holidays, bereavement, jury duty, and parental and maternity leave.
• Additional voluntary insurance options, such as supplemental benefits through Colonial and Nationwide pet insurance.
• Discounts on USA Lacrosse merchandise. 
• Free onsite gym at HQ office. 
• Free parking.

Travel Requirements

Travel may be necessary up to 25% of the time (local, regional).  Travel would involve the following mode(s) of travel: car, train, or air.  Some out of area and overnight travel may be expected.    

EEO Statement