5-7 years of experience in corporate partnership sales or sponsorship marketing
Strong negotiating skills with a proven sales track record
Experience in developing marketing plans and proposals
Ability to establish and nurture relationships with decision-makers
Familiarity with live event marketing and sponsorship
Proficiency in CRM software and sales tracking
Willingness to work evenings and weekends as needed
Responsibilities
Create and package event marketing programs tailored to client needs
Meet or exceed set sales revenue and account management goals
Develop and maintain a robust pipeline of prospective clients
Build strong partnerships with key decision makers in marketing and advertising
Craft compelling sales presentations that highlight DPAC's unique assets
Educate clients on how to maximize their sponsorship ROI
Oversee the fulfillment and service of existing corporate partnerships
Benefits
Opportunities for professional growth and advancement
Collaborative work environment across multiple departments
Networking opportunities within the local business community
Access to unique cultural and entertainment events
Work-life balance considerations with flexible hours
Full Job Description
Job Description The Director of Corporate Partnerships is responsible for prospecting, making sales calls and fulfilling sponsorship packages for DPAC and its facilities and events. Primary responsibility is for sponsorship revenue generation and meeting sponsorship sales budgets.
Inventory for sale will include Broadway series naming rights, on-site signage and displays, print-radio-TV & digital marketing assets, contest promotions, and ticket and hospitality programs. This position will also be tasked with managing and renewing the existing client base while maintaining high levels of client service.
A qualified Director, in addition to demonstrating a track record of success, must possess strong negotiating skills, have a passion for the growth of existing key accounts and love new business development. An understanding of the competitive sponsorship landscape and the desire to creatively gain market share is essential.
Core Responsibilities:
Create, package and sell solution-based event marketing programs for DPAC's facilities, events, media, promotional and digital assets
Meet or exceed revenue and key account goals
Building, refining, updating and maintaining a pipeline of prospects
Focus on developing and maintaining strong relationships with important decision makers at client marketing companies and their respective advertising agencies in a variety of business categories
Understanding the marketing objectives of clients and their agencies, and determining how DPAC can help them achieve their goals
Craft sales presentations that creatively and distinctly differentiate and communicate unique assets to targeted prospects
Educate / position DPAC assets and marketing capabilities to the sponsor/ advertiser marketplace; demonstrate the branding values of live event tie ins with our properties to create unique marketing value with DPAC's assets
Duties, Responsibilities and Requirements
Prospecting:
Responsible for prospecting, generating leads, making appointments, and cultivating relationships that lead to new sponsorships and corporate partnerships
Explore and grow prospect list utilizing creative ideas for lead generation
Attend networking events to develop and maintain professional relationships
Monitor marketplace, including local and national sports and entertainment properties
Liaison with other departments at DPAC to maximize cross-selling opportunities and share new ideas
Identify new revenue opportunities by fully activating the marketplace, targeting new business lines, and creating additional sellable inventory
Attend various community and charitable functions as a representative of DPAC
Manage weekly sales activity including assigned minimum quota of face-to-face appointments and networking functions
Leverage existing networks, President's Club members, DPAC vendors, community service groups, current clients, and other lead generators
Develop a robust sales pipeline with probability of closing to ensure the volume necessary to attain revenue goals
Establish, maintain and grow relationships with marketing and ad agencies
Sales Calls:
Responsible for the design of sales proposals and presentations for potential corporate partners, including the creation of new ideas & opportunities that drive revenue for DPAC
Determine package pricing based on guidelines from management
Solicit new cash partnerships with compelling and competitive proposals and in-person presentations
Understand customer needs, present competitive solutions, negotiate, and close new business and renewals that successfully drive revenue
Employ sales protocol that encompasses multi-year, multi-event, and early renewal strategies to maximize sales
Sell full portfolio of DPAC corporate sponsorship products including: Broadway series naming rights, on-site signage and displays, print-radio-TV & digital marketing assets, contest promotions, and ticket and hospitality programs.
Work with DPAC's Marketing department on opportunities to cross sell corporate partnerships with media partners
May negotiate fees or services with clients with management approval
Fulfillment:
Responsible for overseeing, coordinating and executing corporate partnership fulfillment.
Responsible for creating season recap summaries for corporate partners; servicing all corporate sponsorships through various means including direct contact, newsletters, corporate partner gatherings, etc.
Attend sponsored events and promotions including occasional nights, weekends and holidays
Educate clients throughout the year on how to fully leverage their participation to maximize ROI/ROO
Work collaboratively with Event Services, Marketing and Ticketing departments to ensure fulfillment
Utilize CRM tools to issue invoices, track, measure, and analyze sales activity
Conduct surveys, executive focus groups, and sponsor summits to enhance the experience of DPAC's clients
Will work to create new client initiatives to better serve corporate partner
Oversee sponsor projects from start to finish and ensure client satisfaction recognizing importance of high renewal rate each season
Additional Knowledge, Skills, and Abilities that will be Important to your Success:
Customer Engagement: Proposes products, services or process changes that anticipate the customer's needs or requests; Conducts joint problem-solving with customers; Develops unique value propositions, based on understanding of what the customer needs; Demonstrates persistence in the search for new customers for DPAC's products or services
Business Acumen: Quickly understands which business opportunities are worth pursuing; Solves problems and presents positions in a compelling manner
Action Orientation: Goes the extra mile to make sure results are better than expected; Operates at a rapid pace; manages multiple assignments and projects at the same time
Communication: Is poised and effective when presenting to groups
Please Note: Position requires ability to work various nights and weekends.
Requirements
A resume outlining your experience and qualifications is required. Please include contact information for at least three professional references.
A cover letter detailing your salary requirements and why you're a great fit for this position is also required.
