Partnerships & Events Development Manager

Finding someone who is the right fit for our workplace is very important to us. So to be considered for this role, you will need to complete your application through our technology partner “Compono”. After completing your Seek application, you will be sent an email from Compono with a link to create your Compono profile and complete the application process. 

The Opportunity

We are looking for a driven rofessional to collaborate with the Head of Commercial to actively engage the corporate sector and government with THE LUME Melbourne through an annual program of experiences and major events.

More specifically, your mandate will be to seek new corporate partnerships that maximise and optimise the use of THE LUME Melbourne across all parts of the business, existing and new. Additionally, you will play a key role in securing private and exclusive hire of THE LUME Melbourne for major events.

Key Responsibilities

Corporate Partnerships  

• Work closely with the Head of Commercial to attract and retain corporate sector partners for gallery experience and a suite of owned events 
• Work with Head of Commercial on strategic planning and development 
• Actively prospect new leads, build and maintain a robust pipeline of prospects across all pillars of commercial engagement  
• Create compelling partnership opportunities specific to prospect goals and values. 
• Take an active part in negotiations with clients to secure contracts and close deals  
• Ensure favourable terms and conditions that align with company goals 
• Undertake HOA Contracting as required  
• Stay abreast of industry trends, competitor activities, and emerging opportunities in the events space.  
• Where relevant, drive innovation and maintain a competitive edge 
• As required, support with partnership servicing to ensure all contracted benefits are delivered in a timely and professional manner 
• Establish and maintain strong professional working relationships with all key sponsor-related stakeholders 

Event Sales 

• Develop and implement effective sales strategies to promote THE LUME Melbourne and its unique offerings to maximise and optimise revenue 
• Actively prospect new leads, build and maintain a robust pipeline of event and partnership prospects  
• Work with MCEC to strategically mine prospects via their wider business 
• Create professional proposals to prospect new business 
• Meet with prospects and understand clients' specific needs and objectives  
• Conduct market research to identify potential clients and target industries.  
• Build and nurture strong relationships with clients (past and potential) to understand their requirements and provide personalised event solutions 
• Work closely with our event planning and marketing teams to build awareness of THE LUME Melbourne as a unique consideration for events 
• Collaborate and communicate with the MCEC team to ensure the experience from the client’s perspective is of exceptional quality and exceeds expectations

General 

• Monitor progress against targets and take corrective actions as necessary. 
• Utilize data-driven insights to make informed decisions and drive continuous improvement 
• Strive for continuous improvement and overcome challenges with creativity and proactivity. 
• Be a passionate advocate for THE LUME Melbourne 

Skills and Attributes 

• A demonstrated track record of success and the ability to generate new commercial opportunities. 
• Demonstrated knowledge and understanding of the partnerships process  
• Understanding of major event production and experience in contributing to the organisation and success of major events 
• Proven ability to manage communication and relationships with multiple stakeholders. 
• Excellent presentation and negotiation abilities 
• Ability to create tailored partnership proposals using PowerPoint and/or prepare briefs for professional design  
• Demonstrated ability to work in a solutions-based environment. 
• Excellent time management abilities and organisational skills

Qualifications and Experience  

• At least six years experience in partnership/business development as part of a commercial team within the arts, cultural, and sporting industries 
• University qualified with a Bachelor of Business Marketing, Management, Commerce (or equivalent)