Opportunity:Senior Manager, Sponsorship Sales
Date Posted:7/3/2012

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Accountability & Responsibilities

General Accountability

Responsible for delivery of sponsorship revenue through agreements completed at the Official Supplier and Proud Supporter tiers

  • Development and strong implementation of sponsorship plan to reach revenue target through direct sponsorship dollars and VIK negotiations
  • Work in partnership with the Director, Sponsorship Sales and functional areas to understand and confirm scope of requirements and develop and manage complex budget offset strategies
  • Be an active contributor to a small, results-oriented sales team
  • Contribute to the values and culture of the organization with strong values-driven leadership

Key Job Responsibilities

  • Implement comprehensive Official Supplier and Proud Supporter sales program including domestic (local, provincial, national) and international properties, encompassing limited commercial and contracts rights management and up to 40 categories. This includes:
    • Development of individual account strategies, prospecting, all facets of negotiation, closing and completion of contractual agreements
    • o Sales planning, execution and reporting. Working in partnership with the Director Sponsorship Sales, establish the necessary tools and infrastructure to support the sales and sales support efforts.
    • Leading sales presentations and driving follow up for accounts and working to maximize revenues and activation
    • Develop contracts to deliver key targets
    • Develop, implement, oversee key sales systems in partnership with the VP and Director, Sponsorship Sales
  • Work closely with Finance and Procurement in the stewardship of sponsor accounts
  • Support the VP and Director, Sponsorship Sales and Brand Activation team to maintain an appropriately scaled, comprehensive governance structure including a portfolio of key policies and procedures to ensure integrity of contracts
  • Liaise with other departments to ensure consistency of goals delivery against overall Games outcomes. Ensure strong internal support by other functional areas and provide strong guidance on internal and external relationship management

Contacts

Internal Contacts

    • All staff and management within TO2015, with key contacts being:
      • Partnership Services
      • Brand Activation
      • Host Broadcast and Broadcast Rights
      • Ticketing
    • Finance and Legal
    • Other functional areas, as required (e.g., naming rights, venue exclusivities, communications, and government relations for some sponsors)

External Contacts

  • Sponsor leads (domestic & international) and their marketing departments
  • Canadian Olympic Committee and Canadian Paralympic Committee
  • Event Staff
  • Volunteers

Requirements

Educational/Technical Requirements

  • 7 years + sponsorship or “conceptual” sales with strong results
  • Related post-secondary education; business degree an asset
  • Deep understanding of the sponsorship community and solid network with key sponsor internal contacts
  • Comfort and proficiency with sales reports, financials, P&Ls, budgets
  • Experience valuing and selling sponsorship inventory

Personal Requirements

  • Strong values and belief in the goals of the Olympic and high performance amateur sport movement
  • Goal oriented and strong execution direction; highly self-motivated
  • Exceptional service orientation, and possesses well developed interpersonal and communication skills – verbal, written and presentation.
  • Works easily and well with other TO2015 staff and stakeholders to exude a “can do” attitude
  • Creative problem-solver with highly developed diagnostic and troubleshooting skills; able to size up and solve problems quickly and effectively
  • Self-starter - can jump into the middle of problems and issues and obtain effective results; able to react quickly and multi task
  • Can operate equally well in strategic and tactical mode; ability to adapt strategic directives into specific action plans to achieve objectives
  • Careful attention to detail and quality of work
  • Exceptional negotiator and successfully sells ideas; able to obtain excellent financial results and outcomes
  • Keen business sense
  • Adapts well to change and is able to operate effectively as a change agent and under pressure
  • Flexible, ability to course correct, enjoys fast paced environment

Diversity

TO2015 is committed to employment equity and encourages applications from Aboriginal people, people with disabilities, members of visible minority groups and women.



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