Senior Manager of Sponsorship & Sales

Job Description

Job Description

DEPARTMENT: Innovation & Advancement - Strategic Growth

REPORTS TO: Senior Director of Member & Customer Success

POSITION SUMMARY/OBJECTIVE:

The Senior Manager of Sponsorship & Sales assumes primary responsibility for sponsorship sales, contract requirements, reports, filings, status updates, etc., and facilitates the delivery of products and services to customers and clients after a sale has been made. They report to the Senior Director of Member & Customer Success and is tasked with creating innovative solutions and improvements, meeting financial goals, and motivating direct reports to work in a collaborative manner for the best possible customer experience. This person is responsible for developing customer relationships, scoping out the needs of the industry, and thinking strategically about best practices to meet and exceed goals.

The Senior Manager of Sponsorship & Sales contacts potential sponsors to initiate the selling process; creates sales proposals to present to sponsors. Sells corporate sponsorships for Space Symposium and other live events to increase sponsorship sales revenue and meet annual goals. Adjusts sales presentations by studying the sponsor's needs and objectives; calling or visiting potential sponsors to solicit and secure a sales contract. In addition, the Senior Manager of Sponsorship & Sales coordinates sponsorship activation at Space Foundation HQ to ensure customer satisfaction and adherence to contractual requirements for Space Symposium and other event sponsorships, as well as assisting Senior Director of Member & Customer Success as needed with activation planning and overall sponsorships execution.

RESPONSIBILITIES:

The following briefly describes the primary responsibilities of this job, but it is not intended to be a complete or all-inclusive listing of activities, duties or responsibilities that are required of this position:

• Researching and identifying prospective clients that can impact Space Foundation’s Corporate Services Team revenue goal.
• Maintaining a list of active partners and potential sponsorship prospects.
• Contacting prospective sponsors and individuals to initiate the sales effort.
• Following up on leads generated by outside sources.
• Compiling bid proposals, sponsorship sales, and revenues projection reports, client satisfaction surveys, and other relevant sales issues.
• Participating in sponsorship sales presentations/proposals to prospective clients.
• Customizing content of sales presentations by studying the sponsor's needs and objectives.
• Researching and developing new business leads to growth year-over-year sponsorship sales.
• Monitoring deliverables and fulfillment of Sponsorship contract requirements.
• Developing detailed bundled sponsorship proposals, individualized to specific clients, as needed.
• Providing weekly reports on sponsorship sales and tracking open/active leads.
• Supervising and directing outside vendors, temporary employees, etc.
• Arranging visits for current and prospective sponsors at third-party venues, conducting facility tours.
• Working with the Operations team to determine if facilities are available and coordinating activation details including security, food and beverage, AV, and facilities, to ensure an efficient and continuous flow of work and high levels of client satisfaction.
• Assisting the S enior Director, Member & Customer Success as needed with arrangements for Corporate Member events under the terms of membership agreements.
• Maintaining regular contact with current sponsors to ensure their satisfaction and determine growth opportunities, i.e., which new or additional sponsorship products should be presented.
• Resolving sponsor complaints by investigating problems and informing the Senior Director, Member & Customer Success; developing solutions; preparing reports for SVP, Growth and Strategy
• Assisting with coordination, planning, and execution of annual symposia and other events, meetings, forums, and special projects as needed.
• Collaborating with the marketing team to prepare sales literature, collaterals and event signage as needed.
• Managing sponsorship fulfillment to include facility signage, ticket allocations, and invitations.
• Answering email and telephone inquiries regarding event sponsorships and other services and products, describing cost structures.
• Drafting, proofreading, and processing reports and other related documents
• Assisting in coordinating special in-house events, client outings, trade shows, and client relations program.
• Interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.Demonstrating knowledge in industry terminology, facility capabilities, operational procedures, event coordination, and event-related services.
• Developing and maintaining knowledge of all Space Foundation programs across the team
• Responding to common inquiries or complaints from customers, government agencies, or members of the space ecosystem.
• Maintaining an effective working relationship with clients, employees, exhibitors, patrons, and others encountered in employment.
• Other duties as assigned.

SUPERVISORY RESPONSIBILITIES

• Oversees the work of assigned personnel by setting priorities, coaching for development, and managing performance to achieve individual and team success in alignment with organizational goals.

BUDGETARY RESPONSIBILITIES

• Develops and manages the program or department budget, ensuring adherence to budgetary standards, proactively tracking expenditures, and communicating deviations to Finance in a timely and transparent manner.

COMPETENCIES:

• Must be customer-focused, passionate about sales, customer service, professional, courteous, resilient, and patient, as well as maintain a positive approach to the job. Due to the volume of interaction with external customers, this position requires poise, tact, discretion, and the ability to maintain confidentiality when needed.
• Strong communication skills are essential. This person must be an expert listener with strong analytical and negotiation skills combined with an understanding of business objectives and financial measurements.
• Must possess the ability to support the Symposium 365 Team in a fast-paced environment. They must be able to handle multiple competing tasks and demands resulting from frequent changes, delays, or unexpected situations calmly and effectively.
• Must be driven, highly organized and able to develop a strong understanding of the Foundation's mission and sales objectives. They should be able to work independently and as a member of a team with proven success in sales and relationship-building resulting in product growth.

QUALIFICATIONS:

• Degree in Business or related field or 10+ years’ experience in conference sales, contract management, accounting, customer service, and event planning.
• Must demonstrate experience with recordkeeping, tracking financials, building budgets, and conducting cost/benefit analysis.
• Proficiency in using computers and related software applications, Internet research tools, reporting applications and various databases is required. Superior knowledge of the Microsoft Office suite, including Word, Excel, PowerPoint, and Outlook are required.
• Must demonstrate experience working independently on special projects and assignments and consistently meet deadlines.

PHYSICAL DEMANDS:

This position involves extended periods of sitting or standing at a workstation and frequent use of a computer and other standard office equipment. Occasional movement, including walking, lifting, or carrying items up to 15 pounds, may be required. Reasonable accommodation will be made to support individuals with disabilities in performing essential job functions.

WORK ENVIRONMENT:

This role is primarily based in an office environment, with access to standard equipment and furnishings. The employee may occasionally be required to participate in offsite meetings or events, including potential travel as needed. The work environment is quiet to moderate in noise level. Reasonable accommodation will be made for individuals with disabilities.

JOB STATUS:

• FLSA Classification: This position is exempt according to guidelines of the Fair Labor Standards Act and, as such, an individual in this position is not eligible to receive overtime pay.
• Full- or Part-Time: This position is full-time in nature. An individual in this position will work a schedule consisting of 40+ hours per week.
• Work Location: This position’s primary work site is at Space Foundation headquarters in Colorado Springs, CO. The nature and responsibilities of this position are such that it is eligible for alternative worksite arrangements, such as working from home or telecommuting, on a consistent or recurring basis. Space Foundation’s current hybrid policy allows for up to two remote days per week.
• Regular Schedule: Usual business days are Monday through Friday, holidays excepted, and usual business hours are from 8:00 A.M. to 5:00 P.M. in the time zone in which the position is located.

EEO STATEMENT

Space Foundation is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status.