Job Description

DIRECTOR, PARTNERSHIPS (NEW BUSINESS, HOSPITALITY AND EVENTS)

Permanent

Full-time

Partnerships

TIFF is a charitable, cultural organization dedicated to presenting the best of international and Canadian cinema and creating transformational experiences for film lovers and creators of all ages and backgrounds in our home – TIFF Bell Lightbox. Our mission: To transform the way people see the world, through film. 

TIFF is committed to embracing diversity and treating all individuals with respect, dignity and fairness by removing physical, social and economic barriers to participation.  

We encourage you to reflect on the land that you are on, who the traditional keepers of the land are, what the treaty relationship is, or if it’s unceded territory. TIFF is located on the Treaty Lands and Territory of the Mississaugas of the Credit and the traditional territory of the Anishinaabe, the Wendat, and the Haudenosaunee. We are grateful to work on this land.

We are currently hiring for the position of:

DIRECTOR, PARTNERSHIPS (NEW BUSINESS, HOSPITALITY AND EVENTS)

The purpose of this role is to develop and grow revenue and profitability from new business, hospitality and event partners, inspiring partners to support the activities of TIFF through mutually beneficial partnerships. Reporting into the Vice President, Partnerships, departmental activities are designed to prospect, cultivate, steward, renew, and a high-value portfolio partners to engage in TIFF’s mission while achieving annual revenue targets and in-kind support for the organization.

The director will: 

• Lead the Sales and Hospitality & Event Partnerships vertical to drive net new revenue (approx $4M annually) as part of the largest revenue generating team of the organization 
• Serve as dedicated senior support for all sales, with a focus on major and significant investments with the goal of exceeding overall Partnerships revenue target
• Lead the vertical’s strategic direction for net new revenue generation including sales strategy, prospecting, pricing and valuation, templates, reporting as well as support on existing account renewals and upsells
• Build a robust pipeline of global prospects, identifying and securing revenue-generating partnership opportunities in national and international markets and working with VP, Partnerships to open new revenue streams

RESPONSIBILITIES:

Shall include but not be limited to: 

• • Oversight of a pipeline of $15M (minimum) contributing to the organization’s financial sustainability through maximized revenue from partners
  • Development of sustainable programs and strategies for current accounts/net new business partnerships on a local to international scale 
  • Issuing specific revenue targets to each team member, including specified targets for incremental sales/upsells
  • Serving as dedicated senior support for all sales including Lead and Major partnerships, Tier 1 Partner festivals, and O&B with the goal of exceeding overall Partnerships revenue target. Responsible for overseeing sales from pitch phase through contracting.
  • Acting as senior representation at the Management Team and Revenue Generators tables to create, enhance, and execute cross-departmental revenue streams 
  • Leveraging market intelligence to identify, develop and implement new service offerings, assets and value propositions that will deliver high value partnerships
  • Recruiting, developing and leading an experienced team of Partnership specialists, supporting with sales strategy development and implementation as well as ensuring skills and capabilities advance in line with prospect needs.
  • Supporting annual department budget development and managing expenses within an approved budget 
  • Effective people and client/prospect management; including goal setting, professional development, coaching and consistent feedback

• Managing a team of 3+ team members ranging from Assistant to Senior Manager and oversight of consultants  

• Providing leadership and developmental training opportunities throughout the year.

• Other responsibilities, including but not limited to ticket steering, Festival team scheduling, venue management, development of departmental operational manual(s)
• Some travel required

JOB GRADE & SALARY OR RATE OF PAY:

• Job Grade 5
• 90,000-120,000/Annually

 TARGET START DATE:

• March 6, 2023

MINIMUM REQUIREMENTS:

• Minimum 10 years of sponsorship/partnerships or relevant partnership sales experience 
• Agency experience a plus
• Marketing experience required
• Minimum University-level related post-secondary education 

Skills must include:

• Exceptional Communication
  • Ability to lead high-stakes negotiations with C-Suite stakeholders (internal and external) for Partnerships (net new negotiations, stewardship, etc.) 
  • Ability to lead a high volume of presentations (internal and external) 
  • Ability to chair and/or co-chair internal and external meetings with multiple stakeholders to drive results, including but not limited to creating net new programmes    
• Customer focus 
  • Serve as “voice of the client/prospect” within the organization
  • Work with team to issue a survey to partners at least once annually to gauge satisfaction.
  • Ability to identify underlying partner objectives and business needs and develop insight-based solutions (solutions selling)
• Problem solving 
  • Strong ability to prioritize competing priorities  
  • Ability to think critically and anticipate issues/opportunities and proactively propose solutions/ideas to address them
• Leadership 
  • Drive a culture of respect, collaboration and effectiveness by modeling TIFF’s values and taking a servant-leader approach to management.
  • Coordinate the work (including review and approval) of 3 team members 
  • Responsible in hiring, training, motivating, developing and disciplining employees 
• Innovation 
  • Consistently review current processes and implement changes that improve efficiency, reduce team lieu time and achieve better results.
  • Identify gaps in processes and propose streamlined solutions
  • Manage new asset development from ideation through to implementation and reporting.”
• Interpersonal skills/contacts
  • Excel at establishing relationships and developing trust with internal and external stakeholders including prospects.
  • Job-specific knowledge
    • Understanding of the partnerships industry, such as experiential marketing and sponsorship trends, success measurements and how to best prove ROI
    • Understanding of the broader business landscape, such as macro trends and issues impacting all partner industries.
    • Strong ability in creative development of activation ideas, marketing concepts, and ability to “think like an agency” 
  • Job specific skills 
    • Exceptional business writing skills with attention to detail, including but not limited to proposals and contracts 
    • Exceptional negotiation skills and ability to influence and motivate various stakeholders

How to Apply

• All applications must be submitted online through TIFF’s Career Centre.
• Please upload your cover letter and resumé as one PDF, before the deadline of January 30, 2023

Job Categories: Equal Opportunities. Job Types: Full-Time. Salaries: Not Disclosed.

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