Business Development Director

Washington, DC
Jan 20, 2023
Feb 19, 2023
Full Time

AARP Services, Inc., founded in 1999, is a wholly-owned taxable subsidiary of AARP. AARP Services manages the provider relationships for and performs quality control oversight of the wide range of products and services that carry the AARP name and are made available by independent providers as benefits to AARP's millions of members. The provider offers currently span health products, financial products, travel and leisure products, and life event services. Specific products include Medicare supplemental insurance; credit cards, auto and home, mobile home and motorcycle insurance, life insurance and annuities; member discounts on rental cars, cruises, vacation packages and lodging; special offers on technology and gifts; pharmacy services and legal services. AARP Services also engages in new product development activities for AARP and provides certain consulting services to outside companies.

As the Business Development Director for AARP Services, Inc. working in the emerging businesses department, you will conduct business development and contract negotiation activities with existing providers to support AARP's business strategy across multiple lines of business. You will focus on assessment, negotiation, and renewal of existing provider relationships as well as support other new business development activities. The Business Development Director will represent the organization in the assessment (financial, marketing, legal, member value, and strategy) of existing and new relationships. Your outcomes will enhance brand equity, increase the breadth of appeal of membership, and drive incremental revenue. In addition, you will coordinate and lead a cross-functional team internally to support your leadership of activity against targeted accounts.


  • Develops prospect lists, prospecting strategies and conducts outreach to the marketplace. Develops and manages pipeline of prospect targets.
  • Represents the organization in the marketplace in a highly professional manner. Communicates effectively with an executive presence and can clearly articulate the AARP value proposition and quickly adapt to varying and sometimes challenging situations.
  • Maintains a deep understanding of industry landscape and relevant players to support the creation of a business development strategy that best aligns with the industry, develops business to business (to consumer) value propositions, and develops an insightful and strategic view of the Voice of the Market that defines how the organization should be positioned and navigate industries.
  • Leads the creation of market scans and opportunity assessments. Leads the development of Concept Documents and Business Cases. Leads RFP/RFI processes including requirements gathering, market outreach, and final selection with coordination from all relevant stakeholders.
  • Leads the negotiation of complex strategic relationship agreements. Effectively negotiates the best possible agreements that maximize the organization's assets and drives revenue, membership, and engagement goals.
  • Adheres to CRM and Business Development reporting and activity tracking protocol and requirements.
  • Leads internal collaboration with all necessary functions and resources throughout the organization to create and implement effective business development solutions and programs. Leads positive organizational change in how new business development opportunities are evaluated.


  • Bachelor's Degree required; MBA or graduate degree in Business, Marketing, or technical discipline highly preferred
  • 5+ years of Business Development or contract negotiation experience in related industries including Everyday Discounts, Travel, Dining, Retail, and Technology
  • Big-5 Consulting or top-tier strategy firm experience a plus
  • Experience in technical or professional discipline a plus (ex: engineering, financial analysis)
  • People management experience or matrix team management experience a plus
  • A professional with a proven track record of successfully meeting and exceeding goals and developing strategic relationships at the executive level

Physical/Mental Demands
  • Regular and reliable job attendance
  • Effective verbal and written communication skills
  • Exhibit respect and understanding of others to maintain professional relationships
  • Independent judgement and discretion requiring the employee to compare and evaluate various courses of conduct and make a decision (or recommend a decision to be made) after various possibilities have been considered
  • In office/open office environment with the ability to work effectively surrounded by moderate noise

Flexible Work Arrangement (FWA)

AARP observes Mondays and Fridays as telecommuting workdays, except for essential functions. Remote work and telecommuting can only be done within the United States and its territories.

Compensation and Benefits

AARP offers a competitive compensation and benefits package including a 401(k); 100% company-funded pension plan; health, dental, and vision plans; life insurance; paid time off to include company and individual holidays, vacation, sick, caregiving, and parental leave; performance-based and peer-based recognition; tuition reimbursement; among others.

Equal Employment Opportunity

AARP is an equal opportunity employer committed to hiring a diverse workforce and sustaining an inclusive culture. AARP does not discriminate on the basis of race, ethnicity, religion, sex, color, national origin, age, sexual orientation, gender identity or expression, mental or physical disability, genetic information, veteran status, or on any other basis prohibited by applicable law.

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