Job Description: Sponsorship Manager
1.
PURPOSE OF POSITION
In conjunction with the Head of Development, to meet the Festival’s fund-raising targets
through the strategic acquisition of high-value cash sponsorships from the corporate
sector and the maintenance and development of the Festival’s existing sponsorship
relationships. Working closely with other Festival departments, to manage the fulfilment
of sponsorship contracts with particular emphasis on the development of promotional
opportunities and meeting entertainment needs of sponsors.
2.
ORGANISATIONAL RELATIONSHIPS
(i)
Position Title of Supervisor
Head of Development
(ii)
Positions which also report to Supervisor
Philanthropy Manager
(iii)
Titles of Positions that report to this position
Development Coordinator (2)
3.
ORGANISATIONAL CONTEXT OF POSITION
The position is part of Sydney Festival’s Development department, which is responsible
for securing funding through the private and public sector. The position is responsible
for corporate sponsorships and the management of said relationships. The position
incorporates strong sales, research and development functions through the production of
proposals and pitch documents; a partnership function through an involvement in
presenting and negotiating the sponsorship relationship; and a management function
through the fulfilment of sponsorship contracts and entertaining sponsors throughout the
Festival season. This position works closely with all other Festival departments,
particularly the Marketing department (including Publicity and Ticketing) but also the
Programming, Production and Finance and Operations departments and the Executive
Office.
4.
NATURE AND SCOPE OF WORK PERFORMED
A.
Work Performed
The main functions of the Sponsorship Manager are:
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With the Head of Development achieve, or better, agreed targets.
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Maintain, manage and, where possible, enhance an appropriate portfolio of existing
sponsorship relationships, as identified with the Head of Development.
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Implement and manage all aspects of the sponsorship benefits for your portfolio of
sponsors, including all advertising, branding, entertainment, ticketing, promotional
opportunities, marketing and hospitality.
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With the Head of Development undertake analysis of the value of sponsorship
benefits in relation to specific events and ensure that sponsorship investment is
maximised.
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Negotiate mutually beneficial terms for new and existing sponsorship contracts.
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Work with the Head of Development to identify research and implement original and
effective promotional and marketing opportunities for the portfolio of sponsors around
appropriate Festival events.
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As a member of the Development Department, research, develop and implement
effective fundraising strategies to target new sponsorship prospects for the Festival
with particular emphasis on securing high-value, multi-year relationships.
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Liaise with other Sydney Festival Departments to identify and develop new
sponsorship prospects and to isolate key opportunities for sponsors at Festival
events.
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Attend Festival events and functions as necessary to represent the Development
department and maintain strong and close links with sponsorship clients.
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Assisting the Head of Development to research and develop new fundraising
initiatives.
B.
Challenges and Problem Solving
Challenges for the position include:
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Maintaining and managing new and existing corporate sponsorship relationships to
ensure continued support and identifying opportunities to maximise sponsorship
investment.
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The effective management of the Development Coordinators and contract staff.
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Identifying strategic sponsorship prospects with a strong alignment to the Festivals
activities within key industry sectors and, in association with the Head of
Development, develop effective proposals and opportunities for presentation.
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Developing original and effective promotional, marketing and hospitality opportunities
for sponsors and, where possible, identifying cross-promotional ideas between
Festival sponsors.
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Working with other Festival departments to develop lasting and effective sponsorship
relationships with Festival suppliers.
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Managing and solving issues and problems that arise during the fulfilment of
sponsorship contracts or due to unforeseen occurrences in the course of the
Festival’s season.
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Working effectively in a fast-paced and work-intensive environment
C.
Decision Making
The decision making required in this position includes:
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Identifying opportunities to maximise investment from existing Festival sponsors.
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Identifying and targeting key high-value corporate sponsors.
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Evaluating sponsorship proposals and determining and negotiating appropriate
benefits.
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Effective issues management with sponsors and other Festival departments.
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Effective prioritising across sponsor portfolio.
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Developing effective promotional, marketing and hospitality initiatives in association
with sponsors and other Festival departments.

Effective time management to meet sponsor needs in the lead up to and during the
Festival period.
D.
Communication
In addition to members of the Development department, this position is required to
communicate extensively with a range of internal and external parties. Key stakeholders
include:
Internal
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Executive Office: Executive Director and Festival Director
Marketing Department including Publicity and Ticketing
Programming Department
Production Department
Finance and Operations Department
Sydney Festival contractors
Sydney Festival Volunteers
External
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E.
Sponsors
Sponsor stakeholders such as PR companies, Event Management companies etc.
Festival donors and supporters
Venues
Production Companies
Artists
Suppliers
Key Accountabilities
1. Maintain and foster positive relationships with a portfolio of existing Festival sponsors
and identify opportunities to maximise sponsorship investment.
2. Manage all elements of the sponsorship contracts in an efficient and effective
manner and ensure maximum level of service.
3. Be an active participant in identifying, developing and fostering relationships with
prospective high-value sponsors with a view to securing high yield multi-year
agreements.
4. Research key industry sectors and companies with a view to identifying prospective
sponsors.
5. Negotiate and evaluate sponsorship benefits appropriate to the level of sponsorship
investment.
6. Develop and manage original and effective promotional, marketing and hospitality
opportunities for sponsors around Festival events.
7. Supervise and attend as required Festival events and functions in the lead up to and
during the Festival period and ensure appropriate Festival representation at sponsor
functions.
8. Be an effective member of the Sydney Festival staff team and work effectively with
Festival departments to achieve Development objectives.
9. Promote Sydney Festival and its events as necessary and be an appropriate
representative of the Festival at public functions.
10. Participate in industry and other forums perceived to be of value to the Festival and
from which networks and new skills can be developed.
5.
KNOWLEDGE, SKILLS AND EXPERIENCE
Knowledge
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The corporate landscape of Australia and NSW.
Established business and industry contacts.
Life cycle of effective sponsorship procurement and management.
Aims and objectives of arts and cultural organisations.
Sponsorship as part of the marketing mix.
Sydney Festival and the Australian arts environment.
Skills
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Highly developed sales and negotiation skills.
Highly developed communication skills, both written and oral.
Highly developed interpersonal skills.
Ability to develop successful sponsorship proposals.
Ability to develop innovative and effective promotional opportunities.
Ability to undertake sound research and analysis.
Ability to effectively manage multiple projects and stakeholders and to work to
deadlines.
Ability to work effective in a team.
Experience
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Development and management of corporate partnerships at senior level.
Demonstrated experience in pitching and securing high value sponsorship
relationships.
Demonstrated experience in managing staff
Demonstrated experience in negotiating and fulfilling sponsorship agreements.
Development of innovative and effective promotional opportunities
Communicating effectively with a broad range of client and staff levels
Problem solving and Issues Management.