Manager, Partnerships, New Business

This is a Full Time Job

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 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:

MANAGER, PARTNERSHIPS, NEW BUSINESS

As a member of the largest revenue-generating team of the organization, the purpose of the Manager, Partnership, New Business is to recruit new partners to financially support the activities of TIFF through mutually

beneficial partnerships, working towards a collective annual revenue target of $10,000,000 . Reporting to the Senior Manager, Partnerships, New Business, the successful candidate shall drive outreach amongst leading Canadian and International brands in support of TIFF’s partnership growth strategy. They shall prospect, develop, and cultivate an ongoing pipeline of more than $1,500,000 of new opportunities with a focus on medium to semi-large-scale investments with the goal of exceeding overall Partnership revenue targets.

RESPONSIBILITIES:

Shall include but not be limited to:
• Drive outbound sales strategies targeting leading Canadian and International brands to support TIFF’s partnership growth goals, aiming to exceed the assigned sales target.
• Prospect, develop, and manage an ongoing pipeline of >$1.5M of net new business opportunities.
• Strategize and develop innovative sponsorship solutions for partners, delivering on their global marketing, brand, and business goals.
• Effective prospect management, including setting objectives, negotiating terms for contracts with new sponsors, and supporting the Accounts & Client Success team with large-scale renewals.
• Negotiate partnership terms and close deals, while maintaining a high hit rate.
• Strong external ambassador for TIFF in the sponsorship landscape, developing compelling, data-driven, innovative proposals, and delivering impactful sales results.
• Screen incoming interest in partnership with TIFF, qualifying inbound interest and revenue potential accurately, and creating innovative partnership opportunities that will exceed partner expectations.
• Work in concert with the New Business team on the ideation and development of new business assets with strong value propositions, delivering high-value partnerships.
• Leverage market intelligence to support the team with identifying the market’s demand, partnership & sponsorship trends, and benchmark the property’s KPIs and pricing to deliver desirable ROI.
• Build positive relationships with qualified prospects focused on periodic, enhanced stewardship to showcase TIFF events and properties.
• Support the New Business team with sales-focused administrative tasks such as preparing partner briefs, drafting proposals, updating sales materials, reporting, liaising with internal departments, gathering data, and addressing inbound inquiries.
• Work closely with the Accounts & Client Success team to ensure a smooth transition in the handover of new partners to ensure consistency of service for partners.
• Act as Partnerships Team representative at internal production meetings to drive collaboration and facilitate critical cross-departmental communication and execution specific to the Partnerships’ priorities and initiatives.
• Other responsibilities include but are not limited to online ticket servicing, venue management, and planning year-round and Festival stewardship.

JOB GRADE & SALARY:
• Job Grade 3
• Job Grade Salary Range/Annually or Rate of pay: $60,000 to $70,000

TARGET CONTRACT DATES:
• input the start date OR contract start & end dates

WORK LOCATION:
• Office Location: 350 King Street West, Toronto, ON M5V 3X5
• Weekly in-office requirements:
• Minimum 2 days (November to May)
• Minimum 3 days (June to October)
• Festival Office Requirements: Full Time during Festival

MINIMUM REQUIREMENTS:
• Minimum 3-5 years of sponsorship/partnerships, business development, agency, account management, or relevant sales experience (equivalent experience in a related field will be considered).
• Minimum University-level post-secondary education in English, Marketing, Business Administration, or other related majors; Graduate Degree would be considered an asset.
• Proven Experience driving 1M pipelines with proven track record closing 5-6 figure deals.
• Brand marketing, revenue generation, and sponsorship experience preferred.

SKILLS:
• Exceptional Communication
• Expressing yourself clearly, confidently, and in a compelling persuasive manner.
• Writing effectively, clearly, succinctly, and persuasively.
• Confidently, and competently lead negotiations with internal and external stakeholders supporting the Partnerships Department.
• Exceptional presentation skills will be key to success in this role. Being comfortable crafting, delivering, and editing a high volume of presentations on an ongoing basis is essential.
• Ability to act as a vocal Partnerships representative at internal meetings including but not limited to creating new programmes or ideations.
• Customer focus
• Strong business acumen with a solutions-oriented mindset.
• Advocate for partners, serving as their voice within the organization.
• Ability to calmly or effectively troubleshoot when approached with concerns by internal departmental peers or onsite with concerns by partners, members, or the general public.
• Work closely with partners/prospects to develop sustainable and realistic objectives during the negotiation of partnerships.
• Listen to prospects’ feedback as delivered during negotiation conversations, and work to successfully close all sales.
• Problem-solving
• Strong ability to prioritize competing priorities (both internal and external) while working towards tight deadlines.
• The ability to find solutions for complex prospect asks and/or goals, through internal collaboration and creative problem-solving.
• Ability to think quickly and strategically to meet prospect needs, sales deadlines, and pipeline development when going through the sales cycle (i.e. strong ability to back-fill sales).
• Ability to think critically and analytically to anticipate issues/opportunities and proactively propose solutions/ideas to address them.
• Job specific skills
• Exceptional business writing skills with attention to detail, including but not limited to proposals and contracts.
• Proven experience leading complex negotiations, successfully closing deals and exceeding sales targets.
• Leadership
• Drive a culture of respect, effectiveness, and collaboration by modeling TIFF’s values and taking a servant-leader approach to management.
• Innovation
• Research the market to identify categories and prospects for all relevant sponsorship activities,

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