Job Description: Sponsorship Manager

Organization: Non Profit

Function: Events, Exhibitions & Sponsorships

Location: Mumbai

About the Role:

We are looking for a Sponsorship Manager to drive sponsorship revenue and strategic partnerships across the foundation's large-scale events, exhibitions, and business initiatives.

The role will involve identifying and acquiring sponsorships from MSMEs, corporates, government bodies, PSUs, industry associations, and other institutions, while also developing collaborations within exhibitions and events.

The role will work closely with internal teams across Events, Exhibitions, Memberships, and Business Development to create and execute sponsorship opportunities.

Key Responsibilities:

1. Sponsorship Acquisition & Revenue:

- Identify, prospect, and acquire sponsors across MSMEs, corporates, PSUs, government organizations, and institutions.

- Develop sponsorship pipelines and achieve defined revenue targets.

- Build sponsorship proposals, packages, and commercial pitches aligned with event objectives.

- Own the complete sponsorship lifecycle - prospecting, pitching, negotiation, closure, and relationship management.

- Identify opportunities for title, associate, category, knowledge, networking, branding, and other event sponsorships.

2. Events & Exhibitions:

- Drive sponsorships for large-scale events and exhibitions such as Bharat Calling, Mahabharat, and other initiatives.

- Understand the event/exhibition proposition and translate it into commercially attractive sponsorship opportunities.

- Develop partnerships with exhibitors, brands, industry bodies, government organizations, and other stakeholders.

- Identify opportunities for collaboration within exhibitions, including co-branded initiatives, knowledge sessions, business forums, networking platforms, and industry partnerships.

- Work with the event team to ensure successful delivery of sponsorship commitments.

3. Corporate & Institutional Partnerships:

- Build relationships with senior decision-makers across corporates, MSMEs, government departments, PSUs, trade bodies, and industry associations.

- Develop strategic partnerships beyond transactional sponsorships.

- Explore opportunities for long-term institutional collaborations and annual partnerships.

- Maintain a strong network across relevant industries to generate recurring sponsorship opportunities.

4. Membership & Cross-Selling:

- Work closely with the Memberships team to identify potential sponsors and prospective members.

- Leverage membership ecosystem to generate sponsorship and partnership opportunities.

- Identify opportunities to cross-sell events, exhibitions, memberships, sponsorships, and other offerings.

- Engage with existing members to identify additional commercial and partnership opportunities.

5. Stakeholder & Relationship Management:

- Maintain strong relationships with sponsors, exhibitors, partners, government stakeholders, and industry representatives.

- Act as the key point of contact for sponsors throughout the engagement lifecycle.

- Ensure agreed sponsorship deliverables and visibility commitments are fulfilled.

- Build relationships that support repeat business and long-term partnerships.

6. Market Development & Business Intelligence:

- Track industry trends, competitor events, sponsorship models, and potential partner organizations.

- Identify new sectors and companies with sponsorship potential.

- Build and maintain a database of prospective sponsors, partners, exhibitors, and institutional stakeholders.

- Monitor sponsorship performance and prepare regular pipeline and revenue reports.

Candidate Profile:

- 8 - 15 years of experience in sponsorship sales, events, exhibitions, business development, partnerships, or related areas.

- Strong experience in B2B sponsorship acquisition and revenue generation.

- Experience working with corporates, MSMEs, government/PSUs, industry associations, or institutional clients.

- Proven ability to independently manage the complete sales cycle from lead generation to closure.

- Strong networking and relationship-management skills.

- Excellent negotiation, presentation, and commercial communication skills.

- Experience in large-scale events/exhibitions will be preferred.

- Candidates from events, exhibitions, chambers of commerce, industry associations, media, B2B platforms, trade fairs, or business conferences would be relevant.

Key Competencies:

- Sponsorship Sales & Business Development

- Corporate & Institutional Relationships

- Event & Exhibition Sales

- Partnership Development

- Negotiation & Commercial Acumen

- Client Relationship Management

- Networking

- Revenue & Pipeline Management

- Stakeholder Management

- Strong Communication & Presentation Skills

Key Success Metrics:

- Sponsorship revenue generated

- Number and value of sponsorships closed

- New sponsor acquisition

- Repeat/renewal sponsorships

- Strategic partnerships established

- Exhibition collaboration revenue

- Sponsorship pipeline conversion

- Contribution from existing members and network