Director of Sponsorships and Fundraising - Chicago Association of REALTORS
Chicago Association of REALTORS
Location: Chicago IL
Type: Full Time
Summary: Under the direction of the Chief Communications Officer, the Director of Sponsorships and Fundraising develops and manages the Association’s overall sponsorship and fundraising strategy. The director oversees the fundraising activities related to event and class sponsorships, REALTOR® Political Action Committee (RPAC), and the CAR Foundation. Oversees the Association’s affiliate membership program and manages and maintains relationships with companies offering benefits through the Member Benefits program.
Essential Duties and Responsibilities: These essential duties and responsibilities are not intended to be and should not be construed, as an all-inclusive list of responsibilities, skills, or working conditions associated with this position. While it is intended to be an accurate reflection of the job requirements, management reserves the right to modify, add, or remove duties or to assign other duties as necessary.
Secure sponsorships and funding for CAR programs, events and classes that advance CAR as the voice of real estate in Chicago
Oversee and research prospective funding opportunities, the planning process, and the strategy development
Create plans for expanding funding sources
Track and analyze contributions
Develop content for an association sponsorship prospectus inclusive of expected and innovative sponsorship opportunities
Prepare, edit, present, and execute funding and partnership proposals, campaigns and meetings when needed
Primary point of contact for sponsors regarding sponsorship benefit fulfillment and reconciliation, including responsibility for tracking sponsorship revenue, communicating deliverables, sponsor recognition, preparing final reports, and maintaining fulfillment tracking tools
Collaborate closely with communications team to strategically develop engaging campaigns and assist with the process of communications through various mediums
Write and provide reports and data for CAR Board of Directors
In collaboration with various department heads, sets an annual budget for sponsorship revenue for CAR events and classes. Hold team members responsible for meeting those targets
In collaboration with event staff leads, meet and exceed sponsorship revenue targets for CAR events
In collaboration with staff of REALTORS® Real Estate School (RRES), meet and exceed sponsorship revenue targets for CAR classes and educational programming, including in-person, hybrid, and virtual offerings
Build and manage a comprehensive benefits package for companies who sponsor events and classes
Maintain cutting-edge offerings that position CAR as a leader in creative ways to engage CAR members and companies wishing to do business with them
Analyze financial statements, provide variance explanations, and ensure revenue is collected from sponsors
Collaborate with Communications team to maximize print and digital sales/advertising opportunities
Consolidate fundraising functions across the organization to provide comprehensive opportunities to companies and increase revenue for all areas, leveraging existing relationships to provide a better experience for companies and agencies
Build and manage an affiliate membership program
In collaboration with the Member Care team and the Communications team, oversee membership campaigns targeting affiliate members
Set and meet membership goals with affiliate members and conversion goals of transforming them into new sponsors
RPAC and the CAR Foundation:
In collaboration with Illinois REALTORS® and the External Affairs team, set and meet fundraising goals for both RPAC and the CAR Foundation
Serve as a co-staff liaison to both the RPAC work group and the CAR Foundation, focusing primarily on how to meet and exceed fundraising targets in both areas
NAR REACH Incubator:
Develop and cultivate relationships with tech companies in the Chicagoland area (or companies wishing to do business in the Chicagoland area)
In collaboration with the EVP and the NAR Reach program, create opportunities for these companies to showcase their products and services for CAR members
Create and manage a process for vetting these companies for fit for our REALTOR® members. Collaborate with the VP of Membership to potentially bring on new companies as future member benefits
Supervise the Sponsorship Sales Specialist and Communications Project Specialist
Conduct mid-year and annual review for direct reports, reviewing set goals on a quarterly basis
Set annual sales goals for specialist
Work closely, and in a timely fashion, with HR Generalist/Facilities Manger and NAR HR Consultant on Human Resource matters for the department including, annual evaluations, documenting disciplinary matters and any other HR matters of importance
Oversee area staff development and mentoring
Identify relevant training and development opportunities for area staff and identify staffing needs, as well as when a third-party outsource is needed
Continuously support where applicable, identify, research and develop business opportunities for the department and the Association, including but not limited to non-dues revenue programs.
In conjunction with the CEO and COO, develop department’s strategic business plan and develop, oversee and maintain all aspects of the department’s budget including monitoring and tracking of departmental revenue and expenses, periodic forecasting and the development of contingency plans
Develop department policies and procedures
Create and maintain relationships with company members and the brokerage community
Assist Events team and school team on-site as needed.
Other duties as assigned and required.
Qualifications: To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Education/Experience: Bachelor’s degree from an accredited institution in Business, Sales, or related discipline required. A minimum 10 years’ experience selling products or services required. Of the 10 years sales experience, five (5) years must be in the supervision of staff. Strong interpersonal skills with the ability to build relationships both internally and externally a must. Ability and proven track record in meetings sales goals and creating new revenue opportunities. Experience managing a budget. Ability to manage multiple projects simultaneously with effective time management and adherence to deadlines. Knowledge of and/or experience in the real estate industry is a plus. Travel required approximately 15% of the time; mostly in Chicagoland area.
Language Ability: Ability to read and interpret documents such as industry briefings, contracts, letters of agreement and procedures manuals. Ability to write in-depth reports and correspondence. Ability to speak effectively before groups of members or employees of the organization.
Math Ability: Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, and percentages, and analyze them. Ability to plan and implement an annual budget, financial analysis and forecasting.
Reasoning Ability: Ability to apply common sense understanding to carry out instructions furnished in written, oral, or diagram form. Ability to deal with complex problems involving several variables. Ability to think creatively and speak thoughtfully under pressure. Ability to work independently and exercise independent and responsible judgment.
Computer Skills: Functional knowledge of Microsoft Office 365 suite of software required. Functional knowledge of Rapatonni and/or SalesForce preferred.
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: coaching/mentoring, loyalty, integrity, enthusiasm, flexibility, knowledge, and communication. Must possess the ability to exercise independent and responsible judgment and handle confidential and sensitive information. Ability to take the lead on projects with vendors and staff to ensure deadlines are met.
High stress/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/Adaptability – Adjust priorities quickly as circumstances dictate.
Emotional Regulation - Ability to interact appropriately with colleagues for different purposes in different contexts.
Supervisory Responsibilities: This position supervises the following individuals: Sponsorship Sales Specialist.
Physical Requirements: 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 is regularly sits, stands, walks, kneels and 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. Some night and weekend work required.
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