Director of Corporate Partnerships & Sponsorships

Job Description
The Director of Corporate Partnerships & Sponsor ships 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 sponsor ships 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 sponsor ships 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…