Director of Sponsorship

As the Director of Sponsorship, you will be a dynamic leader responsible for driving the regional and national sponsorship sales strategy and revenue growth for Twin Cities PBS (TPT). Reporting to the Vice President of Marketing, Communications & Brand Strategy, the role requires a strategic sales and marketing professional with a proven track record in sponsorship media sales, strong leadership skills, and a deep understanding of full-funnel marketing strategy and broadcast/digital sponsorship or advertising. The Director will support and mentor team members to meet their goals, while also building out new national and regional expansion channels through prospecting and closing sales. The ideal candidate will be adept at building and managing a high-performing sales team, advancing the client portfolio, developing new multiplatform sales verticals, overseeing the creation of strategic campaigns and corporate sponsorship packages, and collaborating with internal stakeholders on new growth opportunities and strategies. The Director will be data-driven, highly collaborative, passionate about authentic, purpose-driven marketing and sales, and deeply committed to innovation and client service.

Hiring Salary: $100,000 - $115,000 annually (depending on qualifications)

Hybrid Work Environment: Candidates must live in or be willing to relocate to the Twin Cities Metro area.

Responsibilities:

Revenue Growth and Strategy (70% of time)

• Establish sponsorship revenue goals and lead the Sponsorship team to consistently exceed them
• Identify, cultivate, and solicit new national and regional accounts to build out new growth channels
• Pursue new short- and long-term growth strategies that may include developing new sales verticals, expanding targeted client categories, and creating networking and prospecting opportunities
• Evaluate existing client portfolio and lead team to develop a robust sales pipeline of new and established clients
• Analyze data to inform and prioritize sponsorship strategies
• Collaborate cross-functionally to build and implement a full range of digital, broadcast, and event focused sponsorship opportunities and strategic campaigns in close partnership with Marketing, Events, Creative Services, Programming/Traffic, Content, and Development teams
• Work closely with the Advancement team to collaborate on shared revenue goals related to specific projects

Sales Performance and Administrative (15% of time)

• Work with Finance on revenue and expense forecasting and closely monitor adherence to the budget
• Work collaboratively with Operations to refine processes and create capacity whenever possible
• Stay informed of FCC sponsorship guidelines and work with Account Managers and Legal to ensure compliance
• Regularly communicate productivity levels, issues, and trends with the Vice President of Marketing, Communications & Brand Strategy and Chief Operating Officer
• Ensure the team's full utilization of the CRM and work with Operations to continually maintain clean data
• Manage the team's sales booking processes and relationships with other departmental stakeholders such as Programming/Traffic, Legal, Operations, and MarComm
• Create and refine streamlined presentations, dynamic and innovative sponsorship packages, effective pitches, and sales materials

Team Leadership and Development (10% of time)

• Hire, train, and oversee the day-to-day management of the Sponsorship team; establish best practices and evolve the team around an evolved approach to sales within the full-funnel marketing strategy
• Continually strive to create a positive, collaborative, equitable, and supportive work environment
• Develop training and professional growth opportunities for team members to continually refine their skills
• Lead the team in effective sales planning, client acquisition, and maximizing upselling opportunities

Other Duties as Assigned (5% of time)

• Participate as an active member of the MarComm department
• Constantly act as an internal and external ambassador for the Sponsorship team and TPT
• Contribute to shared goals and collaborate with colleagues to achieve priorities
• Complete other tasks as assigned

Required Experience

• 10+ years' experience within broadcast and/or digital advertising sales
• 5+ years' successfully leading a relationship-driven Sales or Sponsorship team
• Strong understanding of broadcast and digital advertising platforms, trends, and technologies
• Strong understanding of full-funnel marketing strategy
• Computer proficiency required, including experience with CRM, PG Calc (or other planned giving software), Microsoft Word, Excel, and PowerPoint, and Adobe

Preferred Experience

• Knowledge of public media sponsorship sales
• Proficient in the Nielsen TRAC underwriting tool and Nielsen Prime Lingo qualitative data tool for prospecting and developing marketing solutions
• Experience leveraging CRM data to maximize revenue results

Knowledge, skills, and abilities:

• Constant commitment to advancing Inclusion, Diversity, Equity and Accessibility (IDEA) priorities within the organization
• Persuasive communicator who can develop highly effective proposals, pitches, and written communications
• Ability to build deep relationships with clients, team members, and internal and external stakeholders
• Detail oriented with the ability to work on multiple projects simultaneously and prioritize deadlines
• Able to use discretion when handling and communicating sensitive information
• Passionate about public media and working with diverse, multi-cultural audiences and partners
• Track record for setting high expectations and consistently leading teams to achieve revenue goals
• Proven ability to work collaboratively, proactively problem-solve, develop innovative ideas, and work as a positive, engaged team member
• Highly motivated and able to work both independently and collaboratively
• Data driven and analytical
• Ability to travel to off-site meetings, as required

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information. 41 CFR 60-1.35(c)