The Alumni Association of the University of Michigan is looking for a Sales Representative to develop, implement and sell strategic sponsorship and advertising programs in support of the Association’s strategic transformation. In addition to the responsibilities and qualifications listed below and most importantly, candidates must share and hold to the highest regard and the same values that are uniquely inherent to the Alumni Association: All In, Serving Heart and Solution Seeker.
Believe in our mission
Be trustworthy and loyal to AAUM and each other
Be passionate about what we’re doing and be proud to be a part of it
Be an employee who goes above and beyond the call of duty
Be open and willing to listen to others and help in whatever way possible
You’re dedicated to selflessly following the Platinum Rule: treat others the way they want to be treated
Be willing to put the needs of alumni and staff colleagues ahead of your own, if that is what is best for AAUM
You’re a creative problem solver
You’re never satisfied with the status quo
You find a way to say yes
You embrace new ideas and approaches
You’re collaborative, flexible and adaptive
To develop, implement and sell sponsorship and advertising programs, and to meet or exceed revenue goals for the organization.
Characteristic Duties and Responsibilities:
Design innovative sponsorship and advertising programs/packages that include print, digital, direct mail, event and other marketing assets.
Achieve sales goals/objectives as assigned.
Establish sales strategies.
Form strategic partnerships with sponsors to offer unique/individualized sponsorship products.
Generate new leads and convert direct sales opportunities by identifying and contacting decision-makers to secure sponsorship/advertising agreements.
Make sales pitches.
Negotiate and finalize contracts.
Create and organize solicitation materials.
Manage sponsorship and advertising agreements.
Identify and develop membership benefits related to sponsorship and advertising programs, such as discounts or special access provided by sponsorship and advertising partners or potential partners.
Work with in-house teams to identify/create sponsorship and advertising opportunities.
Use marketing research and other research tools to create opportunities.
Manage the activities on all current accounts.
Track usage, budget and customer and sales feedback.
Create monthly reports.
Work with the Business Office on client invoices and collection.
Maintain/manage relationships with affinity partners, and other Association-related partners
Create multi-year plan for corporate sponsorship opportunities and strategies.
Serve as primary liaison to U-M Business Engagement Center for corporate prospect identification and coordination.
Manage corporate giving program for AAUM.
Provide organizational leadership by demonstrating AAUM core values: All In, Serving Heart and Solution Seeker and helping other staff members demonstrate those values.
Support University Relations efforts by demonstrating AAUM value to campus units/partners (i.e., schools/colleges, units, campuses).
Oversee sales expense and revenue budget and be financially responsible (e.g., forecasting, budgeting and reconciliation)
Work with AAUM staff members to gain a clear and consistent understanding for the details of the strategic transformation and feel equal ownership of every piece of it, including pieces for which there is not direct responsibility.
Be inclusive and collaborative with every other member of the staff and every other team. Operate as a critical contributing member of the staff to complete objectives in many different areas in order to move the whole organization toward transformation.
General Duties and Responsibilities
Staff team and Alumni Association events.
Provide staff support to the Alumni Association’s Board of Directors, its committees and other volunteers.
Participate on Alumni Association and other University committees as required.
Attend appropriate team and staff meetings.
Remain current with respect to technology and resources.
Share knowledge through internal communication.
Represent the Alumni Association at University and alumni functions.
Research and stay abreast of current trends.
Support Association vision, embrace Core Values.
Direct supervision is received from Executive Director of Development and functional supervision is received from the Director of Marketing and VP of Alumni Engagement.
May direct the work of some temporary employees.
A bachelor’s degree and 5 years of relevant experience is required.
Experience in direct sales and sponsorship agreements is required.
Demonstrated experience with event scheduling, production, and sponsorship.
Ability to think strategically, including analyzing data, extracting trends and applying findings to improve programmatic efforts.
Demonstrated experience creating a strategic plan.
Demonstrated experience leading and executing a project/process from conception to implementation and evaluation, with minimal supervision.
Persuasive communication and presentation skills are required.
Demonstrated ability to work in team environments is required.
Proven ability to manage several tasks concurrently, continually setting priorities on emerging requirements and changing timelines is required.
Knowledge of Google suite and Office products including Excel.
Knowledge of marketing and sales management is required.
Previous experience working with Salesforce or other software systems for sales reporting is desirable.
Demonstrated understanding of the needs and interests of diverse prospects, donors, and community members in order to develop and sustain constituent relationships.
This position may require evening, weekend work and some travel.
Advertising Sales = 3%
Sponsorship Bundle Sales = 5%
Event Sponsorship Sales = 10%
Additional bonus for meeting total sales goal
The University of Michigan is an equal opportunity/affirmative action employer.
Internal Number: 160541
About University of Michigan - Ann Arbor
A great university is made so by its faculty and staff, and Michigan is recognized as one of the best universities to work for in the country. The Michigan culture is known for engaging faculty and staff in all facets of the university to create a workplace that is vibrant and stimulating.For two consecutive years, the Chronicle of Higher Education has placed U-M in its "Great Colleges to Work For" survey. In particular, the university earns high marks for strong relations between faculty and administrators, a collaborative system of governance, strong pay and benefits, and a healthy work/life balance.