Under the general direction of the Director of Airport Concessions, the Sponsorship Development Manager is responsible for developing, negotiating, selling, implementing, and managing airport sponsorships and strategic commercial partnerships that enhance the passenger experience and generate non-aeronautical revenue. The Sponsorship Development Manager identifies and develops new sponsorship opportunities with local, regional, and national partners; manages relationships with prospective and existing sponsors; prepares proposals; negotiates agreements; oversees sponsorship activations; drives renewals and extensions; and ensures contractual compliance.

The Sponsorship Development Manager serves as a key liaison between internal stakeholders, advertising partners, sponsors, concessionaires, and external organizations to maximize the value of airport assets, facilities, events, and marketing platforms. The position collaborates closely with Marketing, Legal, Procurement, Finance, Operations, and third-party partners to develop customized sponsorship solutions that align with client objectives, enhance the passenger experience, and achieve measurable revenue growth.

Requires availability for emergency call-in as needed.

SUPERVISES OTHERS: NO

FLSA STATUS: EXEMPT

COMPENSATION: $104,096 - $115,026 BAsed on Experience

ESSENTIAL FUNCTIONS

• Identifies and develops sponsorship, advertising, promotional, and partnership opportunities utilizing available airport assets, events, programs, and media platforms to support Authority initiatives and revenue goals.
• Assists in developing and implementing business development strategies and plans to achieve annual revenue goals and performance objectives, including evaluating opportunities based on revenue potential, return on investment, and alignment with Authority objectives.
• Develops and delivers tailored sponsorship proposals, presentations, and sales materials that address client needs and effectively communicate the value of available airport assets and partnership opportunities.
• Builds and maintains relationships with corporate contacts, agencies, sponsors, advertisers, community organizations, and business partners to develop new opportunities and strengthen existing partnerships.
• Assists with negotiating sponsorship agreements, promotional partnerships, and related contracts in coordination with internal stakeholders, and monitors contract compliance, sponsorship fulfillment, invoicing, and collection activities.
• Manages sponsorship inventory and collaborates with internal departments and third-party partners to support sponsorship activations, experiential marketing programs, branded customer engagement initiatives, and effective utilization of airport assets.
• Conducts market research and competitive analysis and stays informed of trends, tools, and best practices in sponsorships, experiential marketing, digital advertising, location-based marketing, and customer engagement to identify emerging business opportunities.
• Maintains accurate sales activity, pipeline reporting, revenue forecasting, and client records using approved CRM and reporting systems, and prepares reports, analyses, and recommendations related to sponsorship performance and partnership effectiveness.
• Collaborates with Authority departments to ensure sponsorship and partnership programs align with operational requirements, customer experience standards, brand objectives, and other organizational priorities.
• Represents the Authority at industry events, conferences, networking functions, and community engagements as needed to promote the Authority, develop relationships, and identify potential sponsorship and partnership opportunities. Regular and reliable attendance is required as an essential function of the position.

This list is not intended to be all-inclusive, and you may not be responsible for every item listed. The employer reserves the right to assign additional functions and responsibilities as necessary.

COMPETENCIES

• Accountability: Taking responsibility for one's actions and decisions; admitting mistakes and learning from them; and assuming responsibility for dealing with problems, crises, or issues.
• Influence Others: Influences others to be excited and committed to furthering the organization's objectives; Ability to gain other's support for ideas, proposals, and solutions.
• Critical thinking: Able to analyze a situation from different points of view; consider current and future impacts of decisions; objectively evaluate an issue to form a decision.
• Teamwork: The ability to function effectively within a team, contributing positively to collaborative efforts and achieving shared goals by demonstrating communication, collaboration, active listening, conflict resolution, and adaptability to different perspectives while respecting the roles and contributions of others. At times takes the lead and positively influences others.

REQUIRED FOR ALL HCAA JOBS

• In the event of an emergency or disaster that impacts the Hillsborough County Aviation Authority (HCAA), an employee may be required to respond promptly to duties and responsibilities as assigned by the employee's department or the HCAA Emergency Operations Center (EOC). Such assignments may be before, during, or after the emergency/disaster.
• Complies with all HCAA Policies, Standard Procedures, Rules and Regulations, and Operating Directives.

QUALIFICATIONS (EDUCATION, EXPERIENCE, LICENSES & CERTIFICATIONS)

• Bachelor's degree in Business, Marketing, Communications, Advertising, Public Relations, Sports Management, Hospitality Management, Sales or a related field.
• Five (5) or more years of progressive experience in sponsorship sales, business development, advertising sales, media sales, experiential marketing, commercial partnerships, account management, or related revenue-generating activities.
• Experience developing and managing corporate partnerships, sponsorship agreements, advertising programs, or promotional campaigns.
• Experience preparing and delivering presentations, proposals, and business cases.
• Or equivalent combination of education, training, and experience.
• Must possess a valid Florida Driver License.

PREFERRED QUALIFICATIONS

• Experience in airports, aviation, sports and entertainment venues, convention centers, shopping malls, hospitality, tourism, media, outdoor advertising (OOH/DOOH), or related industries.
• Experience selling sponsorships, naming rights, experiential activations, advertising assets, or promotional programs.
• Preferred network of corporate sponsors, advertising agencies, media buyers, or business decision-makers.
• Experience with CRM systems and sales pipeline management.
• Experience negotiating commercial agreements and sponsorship contracts.
• Experience in location-based marketing and OOH or programmatic platforms and experiential marketing opportunities.

KNOWLEDGE, SKILLS, AND ABILITIES

• Knowledge of sponsorship sales, partnership development, advertising, marketing, business development, and revenue generation strategies, particularly in public venues or high-traffic environments.
• Knowledge of contract development, negotiation, public-sector procurement processes, and account management practices.
• Ability to identify, develop, negotiate, and close complex sponsorship, advertising, and partnership opportunities that support revenue and organizational objectives.
• Ability to build and maintain productive relationships with corporate sponsors, agencies, executives, community stakeholders, and internal departments.
• Ability to develop creative sponsorship solutions, packages, sales materials, and activation plans that meet client objectives and maximize revenue opportunities.
• Excellent negotiation, communication, and presentation skills, with the ability to effectively communicate and present proposals, business strategies, and recommendations both orally and in writing.
• Strong organizational, analytical, and project management skills, with the ability to manage multiple business opportunities, deals, priorities, and deadlines in a fast-paced environment.
• Ability to evaluate business opportunities, balance commercial objectives with public-sector requirements, and exercise sound judgment in developing recommendations and solutions.
• Proficiency in Microsoft Office Suite, including Excel, PowerPoint, and Word, as well as CRM and other business development or sales management applications.
• Ability to provide outstanding customer service, handle restricted, sensitive, and confidential information, and represent the Authority with courtesy, professionalism, and integrity.

PHYSICAL ABILITIES

• Ability to sit, stand, walk, bend, reach, and perform repetitive hand movements.
• Ability to travel locally and occasionally overnight for meetings, conferences, and business development activities.
• Ability to lift and carry materials weighing up to 25 pounds.
• Ability to operate standard office equipment.