Dr. Phillips Center for the Performing Arts · 13 hours ago
Sr Director, Sales & Global Partnerships
Dr. Phillips Center, 155 E ANDERSON ST, Orlando, Florida, United States of America
Full-time
Onsite
Director/Executive
7+ years expDr. Phillips Center for the Performing Arts is seeking a Senior Director, Sales & Global Partnerships to lead group sales and corporate partnership strategies. This role involves driving revenue growth, managing teams, and cultivating relationships with clients and partners to enhance brand alignment and value.
AssociationHealth CareNon Profit
Responsibilities
Drive group sales and partnership revenue through new business development, renewals, and strategic upsell opportunities aligned with organizational goals
Lead the development and execution of a comprehensive sales strategy for group sales and global partnerships informed by market analysis, competitive benchmarking, and industry best practices
Build and manage a robust pipeline of qualified group and partnership prospects by cultivating relationships with senior decision-makers, corporate leaders, and key stakeholders
Leverage Sponsor United to identify, develop, and monetize new sponsorable assets and opportunities that align with the Dr. Phillips Center’s mission, culture, brand, and guest experience, while securing internal alignment across departments
Utilize CPM benchmarks, valuation insights, and performance data to price, package, and position partnership assets, group offerings, and naming rights
Utilize Tessitura and SponsorCX to make data driven decisions, pipeline, prospect and fulfill ticketing to drive revenue
Own individual and team budgets and revenue targets, driving disciplined financial planning, forecasting, and execution to ensure sustained growth and accountability
Lead, mentor, and develop the Group Sales & Global Partnerships teams by establishing best practices, implementing scalable processes, and fostering a growth mindset that drives continuous improvement and revenue expansion
Oversee the creation of compelling presentations and deliver customized solutions-oriented proposals that align group sales and partnership opportunities with client and prospect business objectives
Lead high-impact sales meetings, presentations, and negotiations, clearly articulating value propositions and long-term benefits for both group clients and partners
Negotiate terms, draft agreements using approved templates, and ensure compliance with Dr. Phillips Center policies, procedures, and standards
Collaborate closely with internal teams to ensure seamless fulfillment, accurate documentation, billing, and overall client and partner satisfaction
Foster strong, professional relationships with group clients, sponsors, community leaders, and internal stakeholders, maintaining a positive and influential presence within the market
Partner cross-functionally with Development, Events, Programming, Marketing, Ticketing, and other departments to maximize integrated group sales and partnership opportunities
Represent the organization at performances, special events, and show nights to greet/welcome, entertain, network and service group clients, partners, and prospects when applicable
Establish a weekly cadence of in-market, face-to-face sales meetings while holding the team accountable to the same standard to drive active opportunities and achieve sales targets
Create and maintain detailed financial performance and sales activity reports for leadership, providing insights, trends, and strategic recommendations
Actively manage individual and team revenue goals and participate in organizational financial planning processes to ensure accurate forecasting and execution
Define and track key performance indicators for group sales and partnerships, adjusting strategy as needed to achieve targets
Ensure compliance, such as PCI Compliance, with departmental policies, operational procedures, and applicable local, state, and federal laws and regulations
Thrive in a fast-paced, relationship-driven environment while remaining calm, professional, and effective under pressure
Demonstrate discretion, tact, diplomacy, and sound judgment when working with diverse internal and external stakeholders
Uphold and demonstrate the Dr Phillips Center’s core values while maintaining exceptional customer service standards in all interactions
Maintain a collaborative, team-oriented mindset and contribute positively to the organization’s culture
Perform other duties as assigned
Qualification
Required
Bachelor's degree in Marketing, Communications, Business Administration, Public Relations, or a related field preferred
Minimum of 7 years of progressive experience in sponsorship sales preferably within the performing arts, live entertainment or events industry, including 3+ years leading, mentoring, and coaching teams
Proven success building and sustaining long-term relationships that drive new business, renewals, and expanded engagements, including closing complex six- and seven-figure, multi-year agreements across national and global markets
Minimum of 4 years of hands-on experience with Tessitura, SponsorCX, or a similar/equivalent CRM or sponsorship management platform, with demonstrated ability to manage pipelines, forecasting, and performance reporting
Exceptional presentation, communication, and executive presence skills, with the ability to professionally represent the organization with senior leaders, partners, and stakeholders
Growth-oriented, strategic mindset with a proven ability to design, implement, and optimize scalable processes, systems, and efficiencies that drive measurable revenue growth
Strong analytical and quantitative aptitude, including advanced financial modeling, budgeting, revenue forecasting, sponsorship valuation, and executive-level reporting to support strategic decision-making
Highly developed written, verbal, interpersonal, planning, and organizational skills, with advanced proficiency in Microsoft Office Suite (Word, Excel, PowerPoint, Outlook, Teams)
Able to effectively communicate in English in both written and oral forms
This position requires the ability to work a variable schedule, evenings, weekends, and holidays to meet operational needs
Ability to travel overnight for business when necessary
Must be able to provide own transportation to attend off-site meetings and events
Company
Dr. Phillips Center for the Performing Arts
The Dr. Phillips Center for the Performing Arts is so much more than a place. So much more than a stage.
201-500 employees
Funding
Current Stage
Growth StageLeadership Team
Christopher Stone-Husocki
Manager, Partnerships
Keaton Kovacs
Strategic Partnerships Sales Manager
Recent News
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2025-08-01
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2025-04-26
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