Manager, Corporate Partnerships & Sales
October 8, 2019
About Assiniboine Park Conservancy
Creating the future vision for one of Winnipeg’s most prized treasures, Assiniboine Park Conservancy (APC) located at 55 Pavilion Crescent in Winnipeg is the not-for-profit organization that oversees Assiniboine Park’s operations and ensures its ongoing redevelopment and financial viability. Our team is inspired to create and deliver extraordinary experiences for the people who visit and use the Park and Zoo including building friendly, supportive, effective relationships with stakeholders, community and the general public.
Primarily days with a flexible schedule to accomidate some weekends and evenings which may be required for scheduled events.
The Manager, Corporate Partnerships & Sales leads the sales function for Assiniboine Park Conservancy, in developing, executing and managing the corporate-wide strategic sponsorship sales and stewardship plan.
Reporting to the VP, Marketing, Communication & Sales, and working with one direct report, the Manager, Corporate Partnerships & Sales will recognize that the APC sales function sits within multiple departments, and will work towards building and maintaining effective working relationships throughout the organization to support a positive sales culture. Priorities for this position are Sponsorships, Banquets & Catering and Travel, Tourism and attraction partnerships that present sales opportunities for APC.
Develop the APC sponsorship sales plan including timelines, revenue targets and potential local, regional and national sponsor prospects that align with APC’s mission and business objectives. Ensure all sponsorship properties are appropriately valued
Create tailored sponsorship proposals and draft sponsorship agreements in accordance with established APC practice including schedules of benefits. Confirm contract language and appropriately address and resolve areas of possible concern. Negotiate sponsorship parameters as required
Ensure sponsorship activations align with APC’s brand and ensure all sponsorship benefits are delivered and fulfill contractual agreements
Develop, sell and monitor sponsorship budgets. Ensure sponsors are invoiced in a timely manner and that sponsor obligations regarding payments are adhered to
Consistently track all relationship interactions through Raiser’s Edge database
Build long term sustainability of sponsorship funding and in-kind donations to achieve ongoing stated revenue targets
Develop strong corporate relationships and positive goodwill through best-practice stewardship that builds community presence and relationships
Provide regular sponsorship and events reports for sponsors, executive and board reporting
Develop the APC banquets and catering sales plan including sales & revenue targets, target markets (corporate versus consumer), timelines, strategies and tactics to expand the organization’s customer base
Participate in strategic partnership development with travel and tourism partners, corporate clients and other attractions/organizations/associations
Coordinate and provide venue tours as part of joint initiatives with Travel Manitoba and Tourism Winnipeg to attract new clients and secure new business
Develop, steward and manage key target client relationships
Represent the organization to prospective and current clients, suppliers, visitors, community agencies/special interest groups, employees and the general public.
Assess participation in trade shows and sales missions to determine return on resources invested considering market awareness and secured business.
Develop, prioritize, and pursue a list of target client prospects
Initiate direct sales activities using a mix of telephone, email and in-person sales calls to develop networks, referrals, and to capture/build revenues and book clients
Actively promote and solicit sales for current and new products to increase revenues with consideration for venue capacity, opportunities to develop and deliver new services, and in response to marketplace trends
Apply pricing policies, including volume discounts and related terms and conditions for high-profile customers and channel partners
Actively sell venue space, catered events, tours, programs and volume admissions
Maintain an accurate and current customer and prospect database
Process bookings including all booking details and contracts, monitor client service delivery including communicating event details to all relevant service-delivery areas of APC and event partners, ensure clients are aware of all applicable APC polices/conditions of use, follow up on client satisfaction and invoice revenue events
Consistently track contracts and deposits through Event Pro
Manage the team operational budget, ensuring financial control systems are followed
Influence the development and implementation of new, enhanced or updated sales processes for all appropriate APC teams. Work with appropriate management teams to ensure compliance and accountability of following sales processes and delivering sales results as budgeted.
Report on the results of the overall sales processes including appropriate metrics for sales funnel management, tracking of specific sales initiatives, and sales result
Research best practices and recommend innovative practices to the organization based on an evaluation of current industry trends and competitor advancement
Consistently use the full capabilities of EventPro and Raiser’s Edge with every interaction and booking, ensuring that all client entries are complete, timely, and up-to-date.
Set goals, coach and mentor staff to perform at their best, providing feedback to staff on an ongoing and consistent basis. Address issues and concerns with staff in a prompt and caring manner
Conduct annual performance reviews
What we have to offer:
A great work environment
Beautiful park setting
Competitive salary and vacation package
Comprehensive benefit package
Group RRSP program
How to apply:
Requires a minimum of an undergraduate degree in business, sales and marketing or event management, an equivalent combination of education and experience may be considered.
Requires a minimum 3-5 years’ experience successfully securing sponsorships
Requires a minimum of 5 years of management experience in sales management within tourism and/or hospitality with specific experience demonstrating effective revenue generation, market development, and increased probability
Member of AFP or CFRE designation an asset
Deadline to apply: October 29, 2019
APC is committed to employment equity and encourages applications from women, Indigenous people, persons with disabilities and visible minorities.
We thank all who apply, however, only those selected for further consideration will be contacted. Successful candidates may be subject to a Criminal Record Check and Credit Check