Now Hiring - Manager, Partnership Sales in Halethorpe, MD

SPECIAL OLYMPICS MARYLAND JOB DESCRIPTION

Job Title: Manager, Partnership Sales

FLSA Status: Exempt, salaried

Department: Development

Direct Reports: None

Reports To: Vice President, Development

Purpose: The purpose of this position is to increase annual revenue by retaining current partnerships while securing new corporate and community partnerships using a disciplined sales process, all to support the financial goals and strategic growth of Special Olympics Maryland (SOMD).

Essential Functions / Responsibilities: The Manager, Partnership Sales (MPS) is responsible for developing and executing a clearly defined sales plan and process with clearly defined objectives. With support and input from the Development team, the Marketing and Communications team, the Local Program team and the Sports team, the MPS manages the partner lifecycle which includes identification, qualification, cultivation, solicitation and stewardship/fulfillment.

Work closely with VP, Development (VPD) and the CEO to understand SOMD philosophy, strategy and tactics related to forging mutually beneficial partnerships.

Review and assess quarterly:

• SOMD value proposition that can be customized for presentation to align with the business objectives of prospective corporate partners
• Event, “property”, marketing assets, and partnership benefits inventory

• Develop, agree on and implement an effective performance measurement system, e.g. revenue targets, # of meetings, # of proposals, fulfillment management/reporting, and optimal corporate partner experience

Identification and Qualification: * Establish and manage a prospect pipeline

• Research, identify and qualify corporate and community partner prospects by business category to create a partnership prospect pipeline
• Maintain a deep prospect pipeline for partnerships by proactively using customer relationship management (CRM) software to track, manage and analyze prospect interactions and data throughout the sales cycle

Cultivation:

• Employ disciplined sales process in managing pipeline to contact prospects and cultivate relationships (Daily/weekly/monthly/quarterly/semi-annual/annual contact objectives)
• Develop and use sales scripts to activate call/email strategy targeting new prospects
• Schedule initial meetings to determine the viability of forging a mutually beneficial partnership

Solicitation:

• Leverage information gained through the first two stages of partner lifecycle efforts to define and present mutually beneficial partnership proposals to interested prospects.
• Develop and present customized partner proposals that effectively articulate the value proposition of a customized mutually beneficial partnership
• Efficiently and expeditiously get to maintain contact with prospects until a decision is made
• For prospects that agree to partner with SOMD, finalize detailed partner agreements that clearly state the expectations and responsibilities of both organizations
• Include a recognition/appreciation program defined in collaboration with the Development team

Stewardship/Fulfillment:

• Work with Manager, Partner Relationships (MPR) to finalize fulfillment tracking documents
• Use CRM to ensure all elements in the agreement are accounted for tracking purposes
• In collaboration with the Manager, Partner Relationships, and VPD, schedule and conduct year-end fulfillment meeting with partner point of contact

Resource Development & Performance Measurement

• Collaborate with VPD, the Development team, the Marketing and Communications team, the Local Program team and the Sports team to review and revise the SOMD value proposition that can be customized for presentation to align with business objectives of prospective corporate partners
• Work with the Development team, the Marketing and Communications team, the Local Program team, and the Sports team to ensure that event “property”, marketing assets, and partnership benefits inventory is up to date, add and delete assets as appropriate
• Implement an effective performance measurement system
• Use CRM to manage 100 prospect pipeline
• Use agreed upon 5 step touch point system to move through prospects
• Move prospects to a six-month pipeline document after 5 touches with no response
• Add new prospects to maintain 100 prospects in the pipeline
• Track all prospect contact in CRM

• Complete and share weekly sales report with VPD, based on weekly commitments related to sales calls, emails, meetings scheduled, first meetings held, second meetings held where proposals are presented, action taken, partnership agreements finalized, new revenue generated
• Complete quarterly sales report summarizing weekly reports
• Analyze progress with VPD and CEO

• Engage VPD and Manager, Partner Relationships to help research prospects, prepare presentation materials and prepare for meetings with prospective partners

Organizational Impact:

Increased revenue through sustainable partnerships will help diversify revenue streams, enhance cash flow, increase the operating reserve and generally improve the financial health/stability of SOMD. By raising more money, the Manager, Partnership Sales will secure funding resources necessary for SOMD to recruit and retain more athletes across the state of Maryland.

Qualifications and Skills:
*

• Minimum Bachelor’s Degree in relevant field or equivalent years of applicable experience.
• Demonstrated success in developing and implementing sales strategies to secure corporate partners.

• Ability to develop annual and multi-year plans that include measurable time-bound goals and objectives.

• Willingness to commit to fostering an inclusive and equitable environment and to support SOMD’s DEI objectives.
• Knowledge of concepts of inclusion, including best practices and language use preferred.
• Able to work independently on a variety of projects concurrently.
• Superior customer service skills

• Superior verbal and written communication skills; an effective listener and presenter.

• Ability and willingness to work occasional nights/weekends and to travel throughout the state of Maryland as needed with own transportation.

• Willingness to use personal social media platforms to advance the SOMD Mission.

• Mastery in Microsoft Suite, specifically Word, Excel, and PowerPoint. Familiarity with Monday.com is a plus.

• Must be able to pass SOMD’s Criminal and National Sex Offender Registry background screening.

• Able to lift to 25lbs.

Benefits:

• SOMD provides medical, dental, vision, life, and disability insurance for full-time employees. (No kidding - we pay for your benefits AND provide a generous Health Reimbursement Account.)
• 403(b) plan with company match* and contribution**.

***At the rate approved by the Board of Directors, currently 4%. Match effective upon enrollment, additional contribution after one year of employment.

EQUAL EMPLOYMENT OPPORTUNITY

SOMD is an equal opportunity employer. SOMD’s policy ensures and provides equal opportunity for all persons employed by, or seeking employment with SOMD. We choose inclusion, welcoming individuals of every ability, race, age, religion, gender identity, sexual orientation, marital status, ethnicity, experience, status as a veteran, or any other classification protected by law. This policy extends to the employment relationship and all areas of personnel activity such as; selection, job assignment, supervision, training, upgrading, transfers, compensation, benefits, educational opportunities, recreational activities, and facilities. Created by the Joseph P. Kennedy, Jr. Foundation Authorized and Accredited by Special Olympics, Inc. for the Benefit of Persons with Intellectual Disabilities.

Job Type: Full-time

Pay: $45,000.00 - $50,000.00 per year

Benefits:

• 401(k)
• 401(k) matching
• Dental insurance
• Employee assistance program
• Employee discount
• Flexible spending account
• Health insurance
• Life insurance
• Paid time off
• Vision insurance

Schedule:

• Monday to Friday

Application Question(s):

• Please confirm you are aware of the posted salary range of 45K to 50K annually and that it meets your salary requirements.

Work Location: In person