SPONSORSHIP PROGRAM MANAGEMENT

• Serve as primary relationship manager for all sponsor accounts, maintaining regular contact outside of renewal cycles.
• Partner with the Senior Director of Events & Sponsorships to establish annual sponsorship revenue goals across Association events, programs, educational offerings and initiatives, and meet or exceed established targets.
• Lead the annual renewal process: build and maintain the renewal calendar, initiate conversations, negotiate terms, and secure signed agreements.
• Identify, research, and pursue new sponsor prospects across real estate, financial services, technology, and professional services sectors.
• Develop and refine sponsorship packages, tiers, benefits, and inventory, and recommend pricing for approval by the Senior Director.
• Prepare and deliver sponsorship proposals and presentations to prospective partners.
• Build and maintain an account plan for each major sponsor, including renewal timing, contact history, and growth opportunities.
• Conduct post-event and annual sponsor reviews demonstrating delivered value to support renewal.
• Provide onsite support at events where sponsors are present to facilitate sponsor engagement and ensure successful execution of sponsorship benefits and deliverables and assist with overall event setup, execution, and breakdown as needed.
• Expand non-event sponsorship inventory including publication, digital, and annual portfolio packages.
• Collaborate with the Communications team to develop and maximize print, digital and promotional opportunities for sponsors.
• Serve as the Staff Liaison to the Sponsorship Committee and partner with the Committee Chair to develop and execute strategies for identifying and cultivating new sponsorship opportunities for the Association.

REVENUE SYSTEMS, TRACKING AND REPORTING

• Responsible for owning the Salesforce sponsorship database. Maintain accurate account, contract, contact, and payment data.
• Define and maintain pipeline stages, and keep opportunity records current and accurate.
• Produce renewal, pipeline, and revenue reporting to the Senior Director of Events and Sponsorship on a defined cadence.
• Reconcile booked versus collected revenue with accounting, and track receivables and renewal retention rate.
• Maintain sponsor naming and account conventions so revenue can be attributed at the account level.

SPONSORSHIP FULFILLMENT

• Execute fulfillment of all sponsorship package documentation, including presentations, web pages, signage, and recognition placements.
• Work with accounting to invoice and process sponsorship payments.
• Provide sponsorship reporting to fundraising and events committees, including sponsorship dollars, agendas, and meeting invitations.

AFFILIATE MEMBERSHIP

• Manage and enhance the current affiliate membership program, identifying opportunities to increase value, engagement, and participation.
• In collaboration with the Member Care and the Communications teams, oversee membership campaigns targeting affiliate members
• Set and meet membership goals with affiliate members, along with conversion goals for developing affiliate companies into sponsors. The Affiliate Membership Program is a pipeline for sponsor development; affiliate dues themselves are not commissionable.

EDUCATION AND EXPERIENCE

Bachelor’s degree required. Minimum of five (5) years of experience in sponsorship, corporate partnerships, event sponsorship sales, membership sales, or a closely related revenue-generating role. Demonstrated experience owning renewals and closing new business required. Prior association or member-based organization experience strongly preferred.

BUSINESS DEVELOPMENT ABILITY

Ability to identify prospects, initiate contact, build relationships over time, present a value proposition, negotiate terms, and close agreements. Comfort working against revenue targets with pipeline accountability and variable compensation..

SYSTEMS AND DATA

Proficient and functional knowledge of Microsoft Office including Outlook, Word, Excel, and PowerPoint, and Monday.com required. Experience maintaining a CRM (Salesforce preferred), sponsorship platform, or comparable system of record required. Strong acumen for internet research required.

LANGUAGE ABILITY

Ability to read and interpret documents such as industry briefings, reports, data, contracts, letters of agreement, and procedures manuals. Ability to write in-depth reports, proposals, presentations, and correspondence. Ability to speak effectively before groups of members, sponsors, or employees of the organization.

REASONING ABILITY

Ability to apply common sense understanding to carry out instructions furnished in written, oral, or diagram form. Ability to analyze revenue data, identify potential errors, and draw conclusions that inform pricing and package decisions.

LEADERSHIP SKILLS

Although the list of a leader’s desirable qualities is virtually endless, the following leadership characteristics are expected of an employee to successfully perform their job: loyalty, integrity, enthusiasm, flexibility, knowledge, and communication.

INTERPERSONAL SKILLS

Ability to communicate and interact with members, sponsors, volunteers, and practitioners in various social and business settings, as well as provide excellent customer service under pressure.

WORK ENVIRONMENT FACTORS

• High stress and pressure. Performs a variety of duties, often changing from one task to another.
• Concentration. Performs with frequent interruptions or distractions.
• Energy level. Completes a high volume of work within established time deadlines.
• Flexibility and adaptability. Adjusts priorities quickly as circumstances dictate.
• Emotional regulation. Ability to interact appropriately with colleagues for different purposes in different contexts.

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.

While performing the duties of this job the employee regularly sits, stands, walks, kneels, and performs other ambulatory functions; uses fine motor skills; uses auditory and visual senses. The employee is occasionally required to stand, walk, climb or balance, and stoop, kneel, crouch, or crawl. The employee may be required to frequently lift a maximum of 25 pounds. Occasional evening work and extended hours are required. Must have means of transportation to travel to various meeting and sponsor sites.