Director, Partner Engagement

Job Summary:

The Director of Partner Engagement (DPE) oversees the cultivation of business partners across multiple Hope Media Group brands. The DPE is responsible for leading and championing the team that engages with business and ministry partners to grow support of HMG’s mission and achieving underwriting and partner engagement income goals. This position is responsible for business development director leadership, accountability, and fiscal oversight. The DPE designs and implements business development and sponsorship offers, leads and schedule business development directors, and designs repeatable processes to grow business and ministry support of Hope Media Group. This person recruits, trains and coaches their team to create meaningful interactions, solicit commitments, cultivate and service commitments and integrate Hope Media Group’s mission with business and ministry partners. The DPE is attentive to team member and partner spiritual needs and helps their team to do the same. The DPE is ready and eager to pray with partners as needed. Hope Media Group the home of KSBJ, WayFM, Vida Unida and NGEN radio. This position resides in Humble, TX (Greater Houston Area).

Essential Functions:

Leadership and Management:

• Recruit, lead, manage and hold accountable all Business Development Directors in achieving growth and hitting revenue targets by successfully managing the partner engagement staff.
• Create and implement strategies for partners to implement Hope Media Group’s mission in their businesses and nonprofit organizations
• Develop strategies and tactics to Win, Keep and Lift partner engagement income
• Design and implement a strategic partner engagement plan that expands the Hope Media Group’s impact with businesses and nonprofit organizations
• Contribute to Development Department vision and strategy
• Identify and leverage current prospects, emerging markets, market shifts and competitive pressures
• Build and promote strong, long-lasting business partner relationships
• Accurately track and forecast revenue
• Ensure team members consistently enter and update partner information, representative activities, partner movement to commitment, and actual commitments in CRM
• Make sure team members enter and update partner commitments in traffic systems
• Reinforce HMG brand fluency among team members
• Require representatives to use IRS and FCC compliant language in verbal and written communications with HMG teammates, partners, and on-air, including promotional literature, proposals, spot content, displays and other sponsorships
• Apply unswervingly HMG IRS, FCC and other compliance policies
• Evaluate and assign partners and prospects to team member portfolios
• Build and maintain healthy workplace relationships with the team they lead and other HMG departments
• Train and Monitor Business Development directors for state and Federal laws, rules and regulations including those issued by the Internal Revenue Service for nonprofit organization and the Federal Communications Commission for noncommercial radio licensees
• Assess periodic performance reviews, evaluations, and assessments
• Systematize partner engagement processes and surface key milestones and metrics
• Document all key or multi-department processes
• Manage to key performance metrics as established for this position
• Perform active role in support drives and other development campaigns
• Assist in development of annual goals for each business development director

Strategy, Planning, Coordination and Cooperation:

• Communicate and collaborate with colleagues to achieve organization and departmental objectives
• Seek advice from internal resources (such as legal, finance, production, programming, promotion, and marketing)
• Create opportunities to grow relational capital in all Hope Media Group markets and brands
• Recognize and seize opportunities to increase revenue from limited inventory
• Identify sponsorship opportunities between organization marketing/promotions and business development partners
• Initiate conversation within organization about marketability of current and future services
• Refer qualifying partners to SVP of Donor Engagement for donor cultivation consideration

Coaching and Coaching System:

• Coach Business Development Directors to achieve organization revenue targets
• Manage goal setting and performance monitoring
• Implement a consistent coaching framework
• Act as a consultant to Business Development Directors and provide helpful advice on coping with job-related challenges
• Reviews representative fulfillment with HMG expectations using in-field observations
• Assess and document representative progress and limits
• Recruit and interview prospective Business Development
• Directors with Human Resources
• Onboard and train new BDDs
• Identify individual and team training needs
• Develop educational material, including presentations, media kits, scripts and case studies
• Design training courses using gamification, role-playing activities and job simulation
• Gather feedback on all training programs from trainees, managers, and instructors
• Set annual learning and development objectives for the sales team
• Maintain updated records of educational curriculum and material
• Evaluate employees’ performance after each training
• Monitor costs of training programs
• Identify obstacles to Partner Engagement success for representatives and help navigate through them

Demonstrated Faith:

• Born again believer of Jesus Christ
• Maintains faithful fellowship with other believers
• Prays for coworkers in team meetings
• Lead spoken prayer for others as needed
• Live by the Christian principles as defined by the ministry
• Participate in on-air fundraisers and pray for donors as needed
• Participate in ministry Prayer meetings and bible studies

Non-Essential Functions:

• Other duties as assigned

Requirements

Education:

• Bachelor’s Degree preferred.

Experience:

• Minimum of 4 years of experience in business development, sponsorship and underwriting for noncommercial radio stations
• Demonstrated success in securing major sponsors
• Experience in creating coaching strategies and programs
• Experience with radio, digital and on-site sponsorships
• Knowledge of local or regional environments and major partner influencers

Knowledge, Skills and Abilities:

• Successful track-record in leading business development efforts with a workforce distributed around the United States
• Proficiency using Microsoft Word, Excel & Teams
• Proficiency with CRM systems, such as Pipedrive, Microsoft Dynamics CRM, and Virtuous CRM.
• Familiarity with broadcast traffic systems such as Wide Orbit and Natural Log
• Clearly communicates both verbally and in writing with constituents and corporate partners by telephone, letter, e-mail, and in person
• Organizes and manages time with frequent interruptions
• Adept at high-level planning that includes strategy, tactical implementation, and team member motivation
• High level of organization and time management in an environment with frequent interruptions
• Able to clearly communicate both verbally and in writing with constituents and corporate partners by telephone, e-mail, presentations, and in person
• Demonstrated experience in developing and executing strategic marketing plans
• Able to work with minimal supervision, both independently and within a team. Must demonstrate initiative
• Sound understanding of the theology of fundraising and fundraising and business development ethics
• May require flexibility in work schedules
• Heart for Christian ministry
• Strong moral character
• Has a personal relationship with Jesus Christ. Spiritually grounded and working knowledge of scripture
• Must be an active member of a Bible believing local church

Supervisory Responsibilities:

• Immediate supervision over a unit, section or department.
• Recommends candidates for hiring, termination; prepares and conducts performance appraisals and salary reviews and applies company policies.

Working Conditions and Environment:

Travel:

• Frequent overnight out-of-town travel as needed

Nights/Weekends/Holidays:

• Occasional as event planner/participant.
  Occasional for conferences or retreats.

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. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. 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. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Physical activity that includes sitting, talking, expressing/exchanging ideas verbally. Repetitive motions include reading, writing, typing on a keyboard and talking. Substantial movements (motions) of the wrists and hands. Occasional travel by car as required. Light work. Exerting up to 20 pounds of force occasionally, and/or up to 10 pounds of force frequently, and/or a negligible amount of force constantly to move objects. If the use of arm and/or leg controls requires exertion of forces greater than that for sedentary work and the worker sits most of the time, the job is rated for light work. The worker is required to have strong visual acuity.

Full-Time Benefits Offerings:

• Medical
• Dental
• Vision
• Health Savings Account
• Flexible Savings Accounts
• Short Term Disability/Long Term Disability
• EAP (Employee Assistance Program)
• Paid Time Off
• Service Days
• Paid Holidays
• 403B Retirement
• Group Life Insurance
• Legal Shield/Identity Theft Protection