Partnerships - Sponsorship, Advertising, Philanthropy Manager

City of Brampton  (Brampton) (August 2015 – August 2018)

 

Reporting to the Artistic Director of Performing Arts/Manager Festivals, Tourism & Events/Senior Manager Economic Development & Culture

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I worked in a fast paced municipal environment driving incremental revenue across the premium portfolio for the City of Brampton. I held expertise in strategy building, creating sustainable business relations, superior leadership skills, accurate forecasting, solution selling and strong closing abilities and intensive prospecting with customers through a detailed understanding of the client business needs.

 

Accomplishments: 

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• Managed, developed, enhanced, and implemented the corporate sponsorship program for the City. Highlights; The Rose Theatre, Garden Square, CeleBrampton, Canada Day, Farmers Markets, Tree Lighting, New Year’s Eve, Canada 55+ Games and Winter Toy & Food Drive.

• Managed, developed, enhanced, and implemented advertising sales for the City such as billboard, elevator, digital and editorial.

• Managed, developed, enhanced, and implemented a philanthropic stewardship program for Performing Arts (Rose Theatre) and assisted with corporate United Way fundraising initiatives.

• Used business development principles to achieve targeted revenues with focus on venues, buildings, parks, concerts and events.

• Managed the development of long term sustainable fundraising strategies and programs to grow existing and source new business and community partnerships.

• Managed local and national clientele including corporate headquarters, local branch management and marketing/PR agency partners.

• Multichannel marketing campaign management. On site-activation, digital activation, promotional collateral, emcee notes, social platform engagement, marketing collateral creative messaging and design, and more.

• Managed, recruited, hired, trained, and coached full-time, part time and intern staff.

 

Key responsibilities:

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• Used innovative and state-of-the-art business development strategies and techniques to attract sponsorship and advertising to achieve annual revenue goals for the City.

• Managed a high-volume, comprehensive sales outreach process, including sales calls, meetings and proposal development, that is coordinated with existing sponsor and category exclusivity agreements and/or renewal negotiations.

• Managed and developed prospecting proposals and delivered sales presentations that leverage city-wide corporate assets in alignment with City.

• Managed, sourced and developed client relationships to retain year over year sponsorship and advertising agreements to achieve mutual goals.

• Oversaw the execution of appropriate legal documentation to reflect all mutually agreed upon terms of the sponsor partnerships and advertising agreements.

• Negotiated terms for contracts with new and renewing accounts.

• Managed sponsor/donor/advertiser renewal and maintenance meetings.

• Managed the ideation and development of enticing new business properties for sponsorship and advertising.

• Created, recommended, and managed development of unique and exciting promotional initiatives to enhance prospective sponsors’ involvement with different properties and programs.

• Managed the development of marketing and promotional materials to support the Sponsorship, advertising and donor relations programs.

• Managed and developed measurement tracking of key performance indicators for the Sponsorship Program.

• Managed the completion of sponsorship, advertising, donation and grant administration related to accounts receivables (in-kind and cash) and tax receipting.

• Managed internal and client reports highlighting the success of sponsorship, advertising and donor relations executions.

• Managed/developed/revised annual sponsorship and donor recognition program and experiences like special events, private tours, Rose Theatre season ticket sales management for sponsors/donors.

• Partner with agencies, businesses and affiliated groups to generate investment and revenue for the City.

• Managed, developed and implemented funding opportunities, marketing and sales plans/strategies.

• Expedited production of sponsor / donor /advertiser deliverables with appropriate vendors.

• Managed data integrity and capture for the division’s Client Relationship Management database.

• Reported on trends, emerging issues and potential areas of growth. consulting with and advising senior staff in City departments on matters of sponsorship, advertising, grants, donor relations and alternate revenue generation.

• Supported the Division in developing and administering the approved fundraising budget.

• Liaise with all relevant internal and external stakeholders regarding terms of prospective sponsorships to ensure they meet the high quality standards for service expected from the City.

• Ensured prospect contract negotiations supported revenue strategy and were non-conflicting.

• Draft annual revenue pipeline for new business categories in liaison with the Artistic Director of Performing Arts and Manager Festivals, Tourism & Events.

• Managed and tracked revenue and expenses for new business category activities and ensure all annual targets are met within budget.

• Managed, hosted and attended client events on a regular basis.

• Provided strategic direction to develop and manage the operations and delivery of a donor relations program designed to foster a culture of accountability and to maximize lifetime donor support​.

• Managed, planned and implemented policies, processes, systems and operational plans to support an efficient and equitable experience for our donors and stakeholders.

• Collaborated with staff and volunteers at the Rose Theatre to convey appreciation to supporters through consistent donor recognition and meaningful impact reports.

• Created systems and tools required for development to deliver a proactive and aligned stewardship program to support the movement of donors through the pipeline and contribute to the division’s fundraising goals.

• Managed the cultivation and solicitation of gifts to build the capacity of the programs for donors.

• Managed and developed stewardship strategies to increase engagement of donors

• Managed the development of a mix of direct mail strategies and personal communications for donor relations.

• Effectively and consistently reached out to donors via phone, email and personal visits to deepen their affinity, engagement and support.

• Managed the development of strategies to acquire new donors and recover lapsed donors.

• Managed, initiated, and planned annual sponsor/donor appreciation event. Managed all elements from budget, catering, entertainment, guest list, speakers, presentations, donor engagement collateral, pop –up ticket sales activation for The Rose Theatre.

 

Featured skills:

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• Experience in business development, corporate giving, fundraising and sponsorship program initiatives.

• Demonstrated ability to follow a lead generation, prospecting and sales cycle process in order to meet new business revenue goals.

• Demonstrated achievement to generate revenue and to meet and exceed monthly/annual revenue targets.

• Experience with recruiting and/or supervision of direct reports.

• Exceptional prospecting, networking and cold-calling skills.

• Strong focus on client service and new client acquisition.

• Knowledge of the City’s strategic goals, in addition to Corporate and Economic Development & Culture Goals.

• Proven leadership skills and the ability to work collaboratively in a team environment.

• Demonstrated ability to set and achieve realistic revenue generation and business development goals.

• Comprehensive knowledge of fundraising principles, practices, and techniques

• Computer skills, including Microsoft software, Audience View software and Microsoft CRM Dynamics, Salesforce.

• Comprehensive knowledge of CRA guidelines as it pertains to fundraising.

• Solid administrative skills with significant expertise in project management and co-ordination, preferably with campaign experiences.

• Demonstrated track record of identifying, cultivating, soliciting new business.

• Negotiation skills and ability to diplomatically work with multiple stakeholders.

• Experience in digital and content focused partnerships.

• Governance and all aspects of donor & stakeholder relations.