SENIOR MANAGER, CORPORATE PARTNERSHIPS (SALES)

Date Posted: Jan 13, 2020
Application Deadline: Jan 24, 2020
Start Date: Feb 03, 2020

Salary From: 60K To 60K
Province: Ontario
Region: Metro Toronto Area
City: Toronto
Employee Benefits: Health, Other (e.g. flex time, comp tickets, etc.)
Check Additional Info section for more Employee Benefits
Organization's Field/Discipline: The Arts
Job's focus: Administrative
Job Type: Full-time
Career Level: Middle management

Organization Description

Toronto International Film Festival
TIFF is a charitable, cultural organization dedicated to presenting the best of international and Canadian cinema and creating transformational experiences for film lovers and creators of all ages and backgrounds in our home - TIFF Bell Lightbox. Our mission: To transform the way people see the world, through film. 

TIFF is committed to embracing diversity and treating all individuals with respect, dignity and fairness by removing physical, social and economic barriers to participation.  

Job Description

Senior Manager, Corporate Partnerships (Sales)
Permanent
Full-time
Partnerships

  
We are currently hiring for the position of:
 
Senior Manager, Corporate Partnerships (Sales)

  • Develop and build annual pipeline in excess of $2M in net new business to secure cash in excess of $750,000 as part of the largest revenue generating team of the organization.

  • Support for team members on select high-stake pitches, including more unique activation pitches or custom programmes.

  • Support the Director, Corporate Partnerships, Sales, in reviewing all materials developed by the Sales team prior to external circulation.

  • Support for Corporate Partnerships, Accounts, vertical in renewals and current accounts up sells (where appropriate).

 

RESPONSIBILITIES: 

Shall include but not be limited to:

  • Develop, pursue, and manage a pipeline of $2M (minimum) contributing to the organization’s financial sustainability through maximized revenue from corporate partners.

  • Lead ideation and development of enticing new business properties for significant sales categories and/or high-stake prospects.

  • Participate in brainstorms to identify and develop sustainable revenue generating opportunities for current accounts/net new business partnerships on a local to international scale.

  • Strong external ambassador for TIFF in the sponsorship landscape and demonstrates this through strong and innovative proposals, clear objective setting with prospects, and delivering impactful sales results.

  • Participation in external conferences, panels, or industry events, as a TIFF representative, speaking to the impact of the TIFF Partnerships Department.

  • Lead in reviewing and approving all proposals and sales materials under $100K before external circulation.

  • Lead in reviewing all net new partnership agreements under $100K before being submitted to Director, Corporate Partnerships – Accounts for review and approval.

  • Support Corporate Partnerships Accounts vertical to up-sell and renew current accounts and execute on-site tasks and duties during the Festival.

  • Act as CP representation at internal production tables/meetings to create, enhance, and execute cross departmental communication and efficient execution specific to CP.

  • Effective prospect management; including objective setting, negotiating terms for contracts with new sponsors and supporting the Accounts team with large-scale renewals.

  • Build positive relationships with all net new prospects, focused on periodic, enhanced stewardship to showcase TIFF events and properties.

  • Effective people management; including goal setting, professional development, coaching and consistent feedback, so that they have the motivation and training to deliver the required levels of performance. At present, can expect one seasonal role report but could scale to up to 2 full time employees.

  • Dedicated senior support for the sales categories of direct reports, and support to Director, Corporate Partnerships in professional development planning.

  • Annually support the Director, Corporate Partnerships in the development of multi-year pricing or other incentives.

  • Work closely with Accounts team to ensure smooth transition in the handover of new partners, to ensure consistency of service for partners.

  • Other responsibilities including but not limited to online ticket servicing, venue management, year- round film programme strategy.



Requirements:

  • Minimum 7 years of sponsorship/partnerships or relevant relationship management experience (or equivalent experience in a related field will be considered).

  • Minimum University-level related post-secondary education.

  • Demonstrated experience managing staff.

  • Exceptional Communication / Negotiation

    • Ability to participate in and lead high-stake negotiations with internal and external stakeholders and partners (net new prospect negotiations, stewardship, etc.)

    • Ability to lead weekly or biweekly calls with partners individually, with senior support as- needed.

    • Ability to lead a high volume of presentations (internal and external).

    • Ability to act as a vocal, CP representative at internal and external meetings with multiple stakeholders to drive results, e.g. Festival/TBLB Production Meetings/Festival Village/Birks Blue Carpet Suite, etc. (task-related)

    • Ability to work diplomatically with multiple stakeholders and be persuasive with both internal and external parties.

  • Customer focus (may be internal or external)

    • Ability to calmly and effectively trouble-shoot when approached onsite with concerns by partners, members or general public.

    • Work closely with Accounts team to further improve objective setting during the sales cycle to ensure smooth transition to the Accounts team, based on partner feedback.

    • Work closely with partners/prospects to develop sustainable and realistic objectives during negotiation of partnerships.

    • Listen to prospect feedback as-delivered during negotiations conversations, and work to meet objectives to close all sales.

  • Problem solving

    • Strong ability to prioritize competing priorities (both internal and external).

    • Ability to find solutions for difficult or complex prospect requests and/or goals, through internal collaboration.

    • Listen to prospect feedback as-delivered during negotiations conversations, and work to meet objectives to close all sales.

  • Job specific skills

    • Exceptional business writing skills with attention to detail, including but not limited to proposals and contracts.

  • Innovation

    • Consistently review current processes and suggest the implementation of changes that improve efficiency, reduce team lieu time and achieve better results.

    • Research the market to identify prospects for all relevant sponsorship activities.

    • Research and understand market trends to support Director, Corporate Partnerships – Sales, in forecasting and pipeline development for the following year.

    • Strong understanding of the Entertainment landscape to continue to develop new revenue opportunities and enhance current offerings.

  • Organization/project responsibility

    • Juggle the many priorities, deadlines and deliverables for a specified portfolio of sales categories and organizational tasks.

    • Strong ability to be adaptive in a changing sales environment and efficiently prioritize tasks and sales pipelines accordingly.

  • Interpersonal skills

    • Showcase a positive attitude, professionalism and exemplary listening, verbal and non-verbal communication to build strong relationships with partners.

  • Leadership

    • (If applicable) Responsible in hiring, training, motivating and disciplining seasonal/part-time employee.

  • Job-specific knowledge

    • Understanding of the partnerships industry, such as experiential marketing and sponsorship trends, success measurements and how to best prove ROI.

  • Strong ability in creative development of activation ideas, marketing concepts, and ability to “think like an agency”.

  • Adaptable to a flexible work schedule including some evenings and weekends.

 Long hour statement:- adaptable to a flexible work schedule including some evenings and weekends.



How to Apply:

HOW TO SUBMIT & APPLICATION DEADLINE:

  • Please submit a cover letter and resumé as one PDF or Word document, by 5pm on Friday, January 24, 2020.

  • All applications must be submitted online through the posting found on our website tiff.net/careers. 

CLOSING:

We thank everyone who applies for their interest, but only candidates selected for an interview are contacted. Candidates must be legally able to work in Canada at this time. TIFF regrets that it is unable to sponsor employment Visas.
 
Please send any questions via e-mail only to careers@tiff.net.
 
TIFF is committed to fostering an inclusive and accessible environment where employees feel valued and respected, and where every employee has the opportunity to realize their potential. We are committed to providing reasonable accommodations, if required. If you are a person with a disability and require assistance during the application and/or hiring process, please contact us in advance at humanresources@tiff.net or 416-599-8433 x2001, and we will work with you to meet your needs.



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