Based in Baltimore, Maryland, Brian Marks is AVP, client partnership and performance at MCI USA, where he manages relationships with association partners and leads the sales team focused on driving non-dues revenue through media and events. He began his career in a leadership development program at RR Donnelly before joining Network Media Partners (now MCI USA) as an account executive, later moving into management after several years selling for associations. Outside the office, Brian is a new dad who finds creativity and relaxation in the kitchen.

1. What do you think is the most misunderstood part of your job?
One of the most common misunderstandings about the CPP role is the amount of work required to achieve success. The work we do with association partners involves many moving parts, and bringing your “A-game” is essential to setting your team up for success. I think people underestimate the time and effort required to understand industry trends, strategize with association leaders and find ways to drive revenue for our clients.

2. What would you say is your biggest accomplishment?
I’m a new dad, so I have to say that first. Professionally, I’m proud of my growth as a leader on the team. Over the last six years in a management role, I’ve found my voice and have gotten comfortable being in the spotlight with colleagues and clients. That growth is partially due to the skills I’ve developed over the years but also through “learning by fire.”

3. What’s the most rewarding part of your role at MCI USA?
There is no better feeling than seeing people on my sales team hit their quota goals throughout the year. Our account executives go through such an emotional rollercoaster with big wins, bad calls and difficult challenges. It’s so nice to celebrate with them when they’ve hit their annual number.

4. What techniques help you stay organized and motivated?
I’m a big Outlook calendar guy. If it needs to be done, it goes on my calendar; otherwise, it won’t happen. As far as motivation, I think it’s natural to go through phases where you’re super motivated and feel like you’re doing your best work, and other times where you feel worn down and just have too much on your plate. Usually, when I’m not feeling motivated, it’s because I haven’t done something on my to-do list. I’ve learned to just wake up early and knock it out. The alarm clock is never fun, but once you get it done, you feel like you’re ready to tackle anything.

5. What’s something surprising that not many people know about you?
I absolutely love cooking. It makes me relax and scratches my creative itch. I probably cook dinner four or five nights a week and love trying something that will impress my wife or friends. My dream “retirement” job is opening a small restaurant, but I have a long way to go until then.