Position Description

DEFINITION

To create, build, and manage strategic and revenue generating relationships with business and industry to support the mission and operations of Cape Fear Community College’s Wilson Center. 

DISTINGUISHING CHARACTERISTICS:

This full-time position creates, coordinates, and manages revenue acquisition and strategic relationships to support the mission of the Wilson Center, including corporate/business sponsorships, VIP/corporate boxes, partnerships, in-kind giving, trades, and recognition.   This role is responsible for oversight of corporate/business revenue generation and will set annual cash and in-kind revenue goals to achieve overall departmental budgetary goals in collaboration with the Vice President of Advancement and the Arts.  This position is responsible in developing, overseeing, implementing, and assessing the corporate box sales program, as well as business recognition and networking programs for the Center, in addition to the management of special corporate events and rentals.   

Duties & Responsibilities (Essential Functions)

ESSENTIAL AND OTHER IMPORTANT FUNCTIONS 

Essential and other important responsibilities and duties may include, but are not limited to, the following:

Due to the operating hours and variety of tasks involved in this position, it is critical that this position works with a great deal of independence with sound judgment.

• Build, develop, and maintain corporate and business relationships for Wilson Center in conjunction with the Vice President.
• Research, identify, and track corporate/industry prospects (for fundraising and partnerships) regionally, nationally, and internationally within target sectors.
• Pitch and close sponsorship deals to reach revenue goals.
• Develop key sales strategies and go-to-market initiatives to generate long term partnership revenue stream.
• Be present in community forums as an advocate for the Wilson Center.

• Work with Marketing & Ticketing units to maximize cross-selling opportunities and share new ideas and create inventory.
• Ensure the effective execution of partnership elements on both sides of sponsorship and trade agreements.
• Work with each department in the organization; Ticketing, Community Relations, Marketing, Operations, etc., to properly execute all aspects of a sponsorship contract.
• Provide day-of-event and operational support.
• Develop and manage a corporate box sales program for performances.
• Work in conjunction with the CFCC Foundation to manage and coordinate business communications and “asks”.   
• Collaborate and assist with all communications and publications; work with Marketing Manager and CFCC Marketing and Community Relations as it relates to reporting, recognition, announcements, etc. in support of business partnerships – including mailings, business related publications, announcements, and articles.
• Maintain and continually grow the prospective corporate partnerships pipeline through traditional and non-traditional methods, including but not limited to attendance at community events, cold calling, innovative communication, and relationship building.

• Provide weekly reporting of sales metrics including pipeline generation, account status, revenue and quota attainment, and relevant sponsor interaction to ensure transparency and organizational visibility into revenue activity.
• Capture all Corporate Partner agreements, contracts, discussions, and activity in organization database.  

• Maintain timely and accurate records detailing sales performance, budgets, expenses, appointment recaps, account management and prospecting activities.
• Develop and manage a regional “business in the arts” annual recognition and networking program.

• Conduct corporate grant research and support corporate grant writing.

• Develop and instill best practices within corporate partnerships program; build relationships with like colleagues across the industry.
• Communicate regularly with the clients to evaluate satisfaction.

• Continually research and stay briefed on current trends in the regional business and arts field.

Other Important Functions:

• Perform other related duties and responsibilities as assigned.
• High energy, excellent communicator, engaging, entrepreneurial and has a roll-up-sleeves mentality.

QUALIFICATIONS:

Knowledge of:

• Industry specific requirements, technology and equipment utilized. 
• Current trends, research, and development in the area of assignment.

Ability To:

• Work weekends and/or evening hours as required.
• Strong internal drive and work ethic; willing to go above and beyond to deliver for the organization.
• Excellent written and verbal communication; ability to collaborate, influence and build positive relationships within a multitude of business environments.
• Ability to work independently, meet deadlines, and efficiently lead and prioritize multiple projects at once.
• Wear the regulation, provided uniform during service hours.

• Embody and demonstrate exceptional customer service skills, even in stressful and/or demanding situations.
• Remain calm, and make and give sound directions during emergencies.

• Perform excellent supervision and organization abilities.
• Ability to effectively assist others with special needs.
• Establish and maintain effective working relationships with those contacted in the course of work including artists, agents, rental clients, donors, high profile clients and guests, students, college faculty and staff, and the general public.
• Train and supervise responsible volunteers and part-time front of house staff.
• Understand and follow oral and written instructions.
• Communicate clearly both orally and in writing.
• Prepare clear and concise reports.
• Maintain accurate records.
• Perform mathematic computations.
• Operate a personal computer and maintain computerized records.
• Interpret and apply CFCC goals, objectives, policies, procedures, rules, and regulations

• Maintain effective audio-visual discrimination and perception needed for:
  1. Making observations
  2. Reading and writing
  3. Communicating with others
  4. Examining incoming equipment, materials and supplies 
  5. Handling varied tasks simultaneously
• Maintain physical condition appropriate to the performance of assigned duties and responsibilities, which may include the following:
  1. Walking, standing or sitting for extended periods of time
  2. Operating assigned equipment
  3. Handling varied tasks simultaneously 
  4. Lifting, stooping, climbing, bending, or carrying heavy materials
• Maintain mental capacity, which allow the capability of:
  1. Making sound decisions
  2. Ensuring the safety of others
  3. Working in a fast-paced environment
  4. Answering questions
  5. Reviewing alternatives and making choices
  6. Responding to questions
  7. Demonstrating intellectual capabilities

Qualifications

EXPERIENCE AND TRAINING GUIDELINES

Any combination of experience and training that would likely provide the required knowledge and abilities is qualifying.  A typical way to obtain the knowledge and abilities would be:

Minimum Education/Training:

• Bachelor’s Degree

Minimum Experience:

A combination of experience and training that would likely provide the required knowledge and abilities is qualifying.  A typical way to obtain the knowledge and abilities would be:

• A minimum of three years of experience in business/sales and/or arts administration. 
•  Demonstrated experience developing and selling sponsorship packages utilizing a variety of assets including (i.e. entitlement and naming rights, in-venue visibility, digital media, broadcast media, social media assets, etc.).
• Demonstrated experience developing engaging and impactful sales plans and presentations, promotional campaigns, proposals and associated contract negotiations.
• Proficiency with Microsoft Office Suite.

Preferred Education/Training, Experience, Skills:

• Work experience in performing arts, banquet, or event management industry

Supplemental Information

Special Instructions to Applicants:

• Work weekends and/or evening hours as required.
• This position REQUIRES UNOFFICIAL TRANSCRIPTS AND/OR TRAINING CERTIFICATIONS be submitted in addition to the application. Please have these documents ready to upload when applying.
• Candidates are required to submit OFFICIAL TRANSCRIPTS for all degrees obtained prior to their first day of work or hire date. If the highest level of education is a High School diploma or equivalent, proof of completion is required.
• Candidates who have obtained their education outside of the US and its territories must have their academic degree(s) validated, at their own expense, by an outside credential evaluation service as equivalent to the Baccalaureate or Master's degree conferred by a regionally accredited college or university in the United States.