Reporting to the Development Director, the role of the Corporate Partnerships Manager will be help to achieve the following key objectives:

·       Re-evaluate, develop and lead the approach to corporate fundraising to maximise income from businesses

·       Develop a strategy for fundraising from corporate sponsors, partners and donors that reacts to the changing requirements of businesses post Covid-19. 

The Corporate Partnerships Manager is a pivotal role in the success of the wider development team. As the only member of the team solely focused on raising funds from businesses, it is the responsibility of the Corporate Partnerships Manager to be pro-active in creating and implementing the corporate fundraising strategy and championing this important area of our fundraising mix across the organisation. The role will be supported in achieving these objectives by the Development Director, and other members of the Senior Management Team as required.

The Corporate Partnerships Manager will:

·       Write and implement a corporate fundraising strategy with SMART objectives to achieve the targets and objectives set in the departmental fundraising plan.

·       Create a new business and cultivation strategy, maintaining, developing and expanding the corporate prospect pipeline through Tessitura.

·       Work with the Development Board to explore and broker new relationships in the corporate market.

·       Account manage the Philharmonia’s existing corprate supporters (both cash and in-kind) and negotiate and secure renewals of support on an ongoing basis.

·       Develop a comprehensive suite of marketing materials (off and online) to illustrate the breadth of the Philharmonia’s work and clearly convey the opportunities available for corporates to support the Orchestra.

ROLE, RESPONSIBILITIES AND OBJECTIVES 

Corporate Fundraising Strategy

·       Review the existing corporate membership scheme to ensure that benefits are attractive, competitive and offer excellent return on investment for supporters.

·       Using knowledge of the corporate market, ensure benefits respond to the changing post-pandemic environment.

·       Devise strategies to progress current corporate supporters through to higher levels of giving.

·       Detail the strategy for approaching new corporate supporters.

• Monitor income and expenditure; maintaining a system of detailed tracking of sponsorship costs.

• Help to set and achieve ambitious income targets. 

Development Board 

·       With the Director of Development, develop the scope of the Development Board to assist with corporate introductions, networking and advice.

• Act upon and follow-up leads for corporate introductions, as introduced by the Board and other stakeholders, as appropriate.

New Business and Cultivation

• Work with the Director of Development to identify opportunities for businesses to support the Philharmonia and lead approaches to sell a wide portfolio of opportunities

• Make informed, well targeted cold calls, written approaches and face to face presentations to agreed companies.

• Pro-actively research and identify new potential sources of corporate support, both cash and in-kind, developing an effective pipeline.

• Effectively use the Orchestra’s system, Tessitura, to record and manage new and existing business.

• Develop a cultivation plan, detailing how new corporate organisations will be engaged including an effective programme of cultivation events in London and across the Orchestra’s residencies

Account Management

• Manage existing corporate partners, in-kind partners and sponsors (for London, Residencies and internationally)

• Ensure that the contracted benefits of supporters are consistently delivered to a high standard, responding to client requirements and chairing regular supporter meetings

• Establish specific and clear objectives with supporters ensuring these are measurable, deliverable and are carefully reported on at the end of the partnership.

·       Negotiate and develop appropriate benefits with supporters and manage the contract process to a high standard

·       Develop strong internal administrative processes consistent with other teams in the Development Department on the delivery of agreed benefits for partners and sponsors.

·       Liaise with host venues about the event/sponsorship, overseeing ticketing, event management, branding and profiling requirements (in print and online).

• Ensure timely approach to all corporate partners and sponsors to secure renewal of their membership.

• Ensure that further opportunities for increased support of the Orchestra are discussed when appropriate.

• Review in-kind partnerships to ensure maximum value to the Philharmonia Orchestra, ensuring a robust cost/benefit outcome and that internal resource is available.

International Touring

·       Work with the Development Director on securing sponsorship and delivering contracted benefits, for the Philharmonia Orchestra’s international touring programme to include Japan, China and USA as and when planned.

Corporate Fundraising Collateral

·       Working closely with the Director of Development and Marketing Dept produce attractive and effective corporate fundraising materials and proposals in line with the PO brand and house style as part of the wider Development portfolio of collateral

·       Clearly convey the opportunities and benefits available for businesses when supporting the Orchestra.

• Regularly review the competitiveness of the Philharmonia Orchestra corporate packages to provide the best offer to the corporate market.

General

• Represent the Philharmonia Orchestra at Development events at Royal Festival Hall concerts and in the Orchestra’s residencies in Leicester and Bedford, and elsewhere as appropriate.

• Keep abreast of sponsorship trends and news and proactively attend sector networking opportunities where appropriate

• Undertake such other duties as may reasonably be required by the Company. 

PERSON SPECIFICATION 

Essential 

·       A minimum of 2 years fundraising experience with a corporate focus.

·       Experience of successfully delivering a strategy for raising income from corporate organisations.

·       Demonstrable experience of managing a corporate membership scheme.

·       Experience of benchmarking and developing both digital and in-person benefits for supporters.

·       Successful track record of achieving targets applied to corporate fundraising.

·       Experience of relationship and account management.

·       Good knowledge of corporate trends and the wider corporate fundraising marketplace.

·       Experience of using fundraising/relationship databases (experience of using Tessitura is highly desirable). 

Desirable 

·       Knowledge of and passion for the arts sector with an appreciation of classical music (highly desirable).

·       Experience of creating new corporate sponsorship and partnership offers.

·       Experience of working at board-level to develop external relationships.

·       Experience of managing marketing or promotional strategies that include in-person, digital and social media approaches.

Skills and abilities

·       Excellent communication skills (both verbal and written) with the ability to communicate convincingly to a diverse range of people.

·       Excellent interpersonal skills and the ability to build long-term relationships.

·       Ability to think creatively and with an entrepreneurial approach to income generation.

·       The ability to plan and prioritise workloads, setting short term, medium-term and long-term objectives.

·       Self-motivated and proactive, capable of working under own initiative.

·       Ability to work successfully within a team and collaboratively across all the departments within the organisation, particularly at a senior level. 

Other 

·       Willingness to attend the Philharmonia's concerts and other evening and weekend events.

·       Willingness to travel within the UK and occasionally overseas.