Job Description

SENIOR MANAGER, ACCOUNTS

Permanent

Full-time 

Corporate 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:

SENIOR MANAGER, ACCOUNTS

As a member of the largest revenue generating team of the organization, the purpose of the Senior Manager, Accounts is to inspire TIFF’s partners to financially support the activities of TIFF through mutually beneficial partnerships, working towards a collective annual revenue target of $10,000,000+.

Departmental activities are designed to cultivate, service, renew, upgrade and steward a prescribed portfolio of corporate partners to engage them in our mission to transform the way people see the world through film.

RESPONSIBILITIES:

Shall include but not be limited to: 

• Provide strategic leadership and day-to-day oversight of a portfolio of high-level corporate partner accounts, including one of TIFF’s Major Partner accounts, contributing to the organization’s financial sustainability through maximized revenue from corporate partners.
• Ensure all terms of partnership agreements are fulfilled (you and your direct reports) and that the highest level of account service is delivered, including the delivery of Festival how-to guides and specifications (Welcome Kit) by end of April, post-mortem reports (Summary Report) by end of November.
• Reach specific renewal and upsell targets each year as set out in annual Performance Agreement (and provide renewal support to your direct reports) by identifying and presenting new partnership opportunities for current partners that bring additional value to TIFF and the partner and aligns with TIFF’s current business objectives.
• Be an internal advocate for your partners, working collaboratively with all relevant TIFF departments to develop, implement and fulfill promotional initiatives by partners, ensuring deliverables are met against agreements.
• Take on a prescribed set of team tasks including acting as Partnerships team representative / liaison to one other TIFF department with the goal of creating, enhancing and executing cross-departmental revenue streams.
• Build positive relationships with all corporate partners, focused on periodic, enhanced stewardship and annual objectives-setting. 
• Participate in brainstorms to identify and develop sustainable revenue generating opportunities for current accounts/net new business partnerships on a local to international scale.
• Support Director, Corporate Partnerships with contract and proposal reviews, Festival ticketing operations support and 2023 forecasting for budget planning.
• Effective people management of approximately up to two direct reports; including goal setting, professional development, coaching and consistent feedback, so that they have the motivation and training to deliver the required levels of performance. 
• Dedicated senior support for the partners of direct reports, and support to Director, Corporate Partnerships in professional development planning for the team.
• Work closely with the Partnerships Sales team to ensure a smooth transition in the handover of new partners, ensuring consistency of service for partners.
• Festival administrative duties, as required. 

RATE OF PAY:

• Job Grade 4
• $65,000/ Annually

TARGET START DATE:

• Immediate

MINIMUM REQUIREMENTS:

Education & Experience

• Minimum 7 years of sponsorship/partnerships, agency, or relevant relationship management experience (equivalent experience in a related field will be considered)
• University related post-secondary education an asset
• Demonstrated experience managing staff

Skills

Skills may include:

Exceptional Communication / Negotiation

• Ability to participate in and lead high-stake negotiations with internal and external stakeholders and partners (renewal negotiations, stewardship, etc.) 
• Ability to lead weekly or biweekly calls with partners individually, with senior support as-needed.
• Ability to lead and craft a high volume of compelling presentations (internal and external). 
• Ability to act as a vocal, Partnerships team representative at internal and external meetings with multiple stakeholders to drive results, e.g. Collaboration with Loyalty & Engagement, Visitor Experience and Event Production.
• Ability to work diplomatically with multiple stakeholders and be persuasive with both internal and external parties.
• Ability to navigate effectively through uncertainty without complete information, managing risk/reward appropriately.

Customer focus (may be internal or external)

• Ability to trouble-shoot when approached onsite with concerns by partners, members or general public.

• Listen to partner feedback as-delivered, particularly during post-mortem conversations, and work to rectify problems and/or improve their experience.
• Work closely with partners/prospects to develop sustainable and realistic objectives during negotiation of partnerships. 
• Understand and keep abreast of partner industry news and trends.

Problem solving

• Strong ability to prioritize competing priorities (both internal and external).

• Ability to find solutions for difficult or complex partner issues and/or goals, through internal collaboration.

Job specific skills 

• Exceptional business writing skills with attention to detail, including but not limited to proposals and contracts.

• Dynamic presentation skills including creating visual presentations and presenting to small to large groups of decision makers.

Innovation 

• Consistently review current processes and suggest the implementation of changes that improve efficiency, reduce team lieu time and achieve better results.
• Research the current market, maintain and put into practice, a strong understanding of Accounts business practices.

• Organization/Project Responsibility 

• Manage and prioritize many priorities, deadlines and deliverables for a specified portfolio of corporate partner accounts. 

Interpersonal skills

• Showcase a positive attitude, professionalism and exemplary listening, verbal and non-verbal communication to build strong relationships with partners. 

Job-specific knowledge

• Understanding of the partnerships industry, such as experiential marketing and sponsorship trends, success measurements and how to best prove ROI.
• Strong ability in creative development of activation ideas, marketing concepts, and ability to “think like an agency”.

How to Apply

• • Provide strategic leadership and day-to-day oversight of a portfolio of high-level corporate partner accounts, including one of TIFF’s Major Partner accounts, contributing to the organization’s financial sustainability through maximized revenue from corporate partners.
  • Ensure all terms of partnership agreements are fulfilled (you and your direct reports) and that the highest level of account service is delivered, including the delivery of Festival how-to guides and specifications (Welcome Kit) by end of April, post-mortem reports (Summary Report) by end of November.
  • Reach specific renewal and upsell targets each year as set out in annual Performance Agreement (and provide renewal support to your direct reports) by identifying and presenting new partnership opportunities for current partners that bring additional value to TIFF and the partner and aligns with TIFF’s current business objectives.
  • Be an internal advocate for your partners, working collaboratively with all relevant TIFF departments to develop, implement and fulfill promotional initiatives by partners, ensuring deliverables are met against agreements.
  • Take on a prescribed set of team tasks including acting as Partnerships team representative / liaison to one other TIFF department with the goal of creating, enhancing and executing cross-departmental revenue streams.
  • Build positive relationships with all corporate partners, focused on periodic, enhanced stewardship and annual objectives-setting. 
  • Participate in brainstorms to identify and develop sustainable revenue generating opportunities for current accounts/net new business partnerships on a local to international scale.
  • Support Director, Corporate Partnerships with contract and proposal reviews, Festival ticketing operations support and 2023 forecasting for budget planning.

• Effective people management of approximately up to two direct reports; including goal setting, professional development, coaching and consistent feedback, so that they have the motivation and training to deliver the required levels of performance. 

• Dedicated senior support for the partners of direct reports, and support to Director, Corporate Partnerships in professional development planning for the team.
• Work closely with the Partnerships Sales team to ensure a smooth transition in the handover of new partners, ensuring consistency of service for partners.
• Festival administrative duties, as required. 

• Job Grade 4
• $65,000/ Annually

• Immediate

• Minimum 7 years of sponsorship/partnerships, agency, or relevant relationship management experience (equivalent experience in a related field will be considered)
• University related post-secondary education an asset
• Demonstrated experience managing staff

• Exceptional Communication / Negotiation

• Ability to participate in and lead high-stake negotiations with internal and external stakeholders and partners (renewal negotiations, stewardship, etc.) 
• Ability to lead weekly or biweekly calls with partners individually, with senior support as-needed.
• Ability to lead and craft a high volume of compelling presentations (internal and external). 
• Ability to act as a vocal, Partnerships team representative at internal and external meetings with multiple stakeholders to drive results, e.g. Collaboration with Loyalty & Engagement, Visitor Experience and Event Production.
• Ability to work diplomatically with multiple stakeholders and be persuasive with both internal and external parties.
• Ability to navigate effectively through uncertainty without complete information, managing risk/reward appropriately.

• Customer focus (may be internal or external)

• Ability to trouble-shoot when approached onsite with concerns by partners, members or general public.

• Listen to partner feedback as-delivered, particularly during post-mortem conversations, and work to rectify problems and/or improve their experience.
• Work closely with partners/prospects to develop sustainable and realistic objectives during negotiation of partnerships. 
• Understand and keep abreast of partner industry news and trends.

• Problem solving

• Strong ability to prioritize competing priorities (both internal and external).

• Ability to find solutions for difficult or complex partner issues and/or goals, through internal collaboration.

• Job specific skills 

• Exceptional business writing skills with attention to detail, including but not limited to proposals and contracts.

• Dynamic presentation skills including creating visual presentations and presenting to small to large groups of decision makers.

• Innovation 

• • Consistently review current processes and suggest the implementation of changes that improve efficiency, reduce team lieu time and achieve better results.

• Research the current market, maintain and put into practice, a strong understanding of Accounts business practices.

• Organization/Project Responsibility 

• Manage and prioritize many priorities, deadlines and deliverables for a specified portfolio of corporate partner accounts. 

• Interpersonal skills

• Showcase a positive attitude, professionalism and exemplary listening, verbal and non-verbal communication to build strong relationships with partners. 

• Job-specific knowledge

• Understanding of the partnerships industry, such as experiential marketing and sponsorship trends, success measurements and how to best prove ROI.
• Strong ability in creative development of activation ideas, marketing concepts, and ability to “think like an agency”.

• 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 MONDAY JULY 11th 2022

Job Categories: Equal Opportunities. Job Types: Full-Time. Salaries: 60,000 - 80,000.

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