Partnerships Manager (Sponsorship and Advertising Sales)

About The Institutes

Located in Malvern, Pennsylvania, The Institutes® is a not-for-profit comprised of diverse affiliates that educate, elevate, and connect people in the essential disciplines of risk management and insurance. We empower individuals and organizations to help those in need by understanding, predicting, and preventing losses. Additionally, we prioritize work-life balance, being recognized as a Top Workplace by Philly.com and USA Today.

Partnerships Manager

The Partnerships Manager is responsible for identifying, building, and working a pipeline of prospects. This position focuses on increasing sponsorship and advertising sales for The Institutes’ affiliate brands, as well as growing sales volume with current customers.

• Continually grow pipeline with lead generation activities including building lists, researching prospective clients, and finding the best way to connect with decision makers
• Execute sales plans in collaboration with Partnerships sales team, focusing on high activity outreach to schedule meetings for sponsorship and advertising opportunities
• Develop and maintain a pipeline of sales prospects, including new business and servicing/growing current business
• Collaborate with colleagues on team sales activities for target accounts, including lead generation, group presentations, and sales strategy
• Build and maintain long-term, mutually beneficial relationships with clients through a strategic and consultative approach, providing expertise in custom business solutions
• Use the Salesforce CRM platform to manage prospects, sales, and activity
• Refine and hone prospecting, outreach, presentation, and sales skills
• Be innovative and flexible, continuously looking for opportunities to work more effectively and serve clients in deeper ways
• Contribute to the development of product offerings, go-to-market strategy, and brand positioning by providing customer insights and market feedback
• Mentor and support the onboarding and development of new Business Development Representatives through coaching, knowledge sharing, and the creation of sales guides and resources
• Support the development and delivery of high-level sales presentations and pitches, collaborating on strategy and messaging
• Resolve client issues in a timely, thorough, and proactive manner

What You’ll Do

Continually grow pipeline with lead generation activities including building lists, researching prospective clients, and finding the best way to connect with decision makers
Execute sales plans in collaboration with Partnerships sales team, focusing on high activity outreach to schedule meetings for sponsorship and advertising opportunities
Develop and maintain a pipeline of sales prospects, including new business and servicing/growing current business
Collaborate with colleagues on team sales activities for target accounts, including lead generation, group presentations, and sales strategy
Build and maintain long-term, mutually beneficial relationships with clients through a strategic and consultative approach, providing expertise in custom business solutions
Use the Salesforce CRM platform to manage prospects, sales, and activity
Refine and hone prospecting, outreach, presentation, and sales skills
Be innovative and flexible, continuously looking for opportunities to work more effectively and serve clients in deeper ways
Contribute to the development of product offerings, go-to-market strategy, and brand positioning by providing customer insights and market feedback
Mentor and support the onboarding and development of new Business Development Representatives through coaching, knowledge sharing, and the creation of sales guides and resources
Support the development and delivery of high-level sales presentations and pitches, collaborating on strategy and messaging
Resolve client issues in a timely, thorough, and proactive manner

Qualifications

• Bachelor’s degree or equivalent experience required
• 2+ years of sales, partnerships, or account management experience required
• Experience in risk management, insurance, and/or financial services industry preferred but not required
• Proficiency with MS Office Suite (including Word, Excel, & PowerPoint) and e-mail (Outlook) software required
• Willingness to learn technical platforms including Zoom, Microsoft Teams, and Salesforce
• Ability to work in a team-based environment across organizational boundaries in a constructive and collaborative manner

Key Competencies

• Sales: Emphasis on retaining business and closing sales. Ability to conduct strong discovery sessions to learn customer business needs and determine where there is a fit between customer requirements, future needs, and The Institutes overall solution. Demonstrates strategic thinking to contribute to product and brand development.
• Communication: Exceptional oral and written communication skills and ability to communicate throughout all levels of the organization, both internally and externally. Ability to read, understand, and follow oral and written instructions. Ability to present information and respond to questions professionally and effectively, conversationally, and in written communications.
• Detail-oriented: Pays close attention to all aspects of a project or responsibility, understanding even little things can have an impact in the outcome of a project. Ensures work quality is to the highest standards.
• Relationship Building: Exceptional People Skills. Must be able to develop and maintain strong relationships across the industry. Also able to build and foster internal relationships to support team growth and mentorship.
• Customer Focus: Must be customer service oriented and exhibit the best interest of customers as the main priority when delivering goods or services.
• Time Management: Must be highly self-motivated and demonstrate a high sense of urgency and ability to effectively prioritize and execute tasks in a high-pressure, deadline-driven environment. Must be detail-oriented and possess strong organizational and follow-up skills.
• Leadership: Ability to guide and mentor junior team members, support professional development, and facilitate team knowledge sharing. Proactive contributor to team culture, process improvement, and shared tools.

The Best Part?

To enforce the importance of work-life balance, employees enjoy excellent benefits, including:

• 401(k) plan with company contribution up to 16%
• Generous time off package that includes paid vacation, personal, sick, and holidays
• Paid maternity and parental leave
• Tuition reimbursement
• Medical, dental, vision, and prescription coverage
• Free lunch every day when working on campus, onsite fitness center, and a beautiful 1.25-mile walking path!