ArtsJournal: Arts, Culture, Ideas

Chief Sales and Marketing Officer – Kansas City Ballet

Reports to: Executive Director
Status: Full Time/Exempt

POSITION RESPONSIBILITIES

The Chief Sales and Marketing Officer (CSMO) is responsible for identifying and activating comprehensive strategies based on the institutional goals established by the organization’s multi-year strategic plan. The CSMO will ensure the achievement of earned revenue goals, manage institutional press, social media, and external relations in coordination with an out-of-house Public Relations/Press and Media agency, oversee customer and box-office services, and address the marketing needs of the education programs generated by the Kansas City Ballet School as well as its Community Education and Partnership activities.

Working closely and proactively with other senior staff and department heads, the CSMO is a key member of the senior management team, reporting directly to the Executive Director. The CSMO will ensure Kansas City Ballet’s overall brand coherence and drive audience development through innovative marketing, public relations, and promotional activities and programs. The CSMO will incorporate principles of inclusion, diversity, equity, access, and sustainability (IDEAS) into all marketing initiatives.

Duties and Responsibilities:

Strategic Sales and Revenue Generation

  • Comprehensive Sales Campaigns: Develop and execute integrated ticket sales campaigns for season subscription tickets, annual productions (e.g., The Nutcracker), single ticket sales, andother performances to maximize revenue and audience engagement.
  • Dynamic Pricing and Packaging Strategies: Create ticket pricing strategies that drive long-term audience growth. This includes developing attractive package deals and exploring non-cash sponsorship opportunities (in collaboration with other departments) to enhance patron value.
  • Revenue Optimization: Guide marketing and sales planning to optimize executive and artistic decision-making on programs, schedules, and venues, ensuring effective resource allocation for maximized earned income.

Marketing Strategy, Implementation and Financial Management

  • Annual and Long-Term Marketing Plans: Design, implement, and facilitate comprehensive marketing plans that align with the ballet company’s strategic goals. This includes supporting marketing efforts for the Ballet School, Philanthropy, and Community Partnership programs.
  • Innovative Marketing Initiatives: Lead the creation of strategic marketing initiatives aimed at diversifying the audience base through effective and “outside of the box” educational outreach, digital campaigns, feedback mechanisms and partnerships.
  • Marketing Operations Budget: Plan and manage the annual marketing budget, ensuring efficient allocation of resources to achieve marketing objectives.
  • Strategic Budget Development: Assist in the formulation of long-range strategic marketing budgets to support the company’s growth and sustainability.
  • Marketing Database Management: Oversee the maintenance and utilization of the marketing database, including audience and prospect information, to enhance marketing efforts. Ensure effective use of Tessitura software in collaboration with partner organizations.

Engagement and Accessibility

  • Accessibility and Outreach: Assess and enhance audience engagement strategies to reflect the unique characteristics of the Kansas City metropolitan community. Focus on expanding outreach and accessibility to build a diverse and sustainable audience base.
  • Data-Driven Audience Development: Utilize sales trends and audience data to inform strategic decisions, aiming for continuous growth and engagement.
  • Collaborative Partnerships: Establish and cultivate relationships with industry leaders, board members, media, government and city officials, key business partners, promotional partners, performing arts organizations, and community leaders to enhance the ballet company’s visibility and influence.
  • Inclusion, Diversity, Equity, Access and Sustainability (IDEAS) Initiatives: Advance IDEAS initiatives to address systemic inequalities and ensure the marketing team is responsive to the needs of the diverse communities served by the Kansas City Ballet.
  • Content Development and Delivery: Innovatively drive public engagement by developing and delivering compelling content that connects audiences to the relevance of ballet in their lives.

Vendor and Partner Management

  • RFP Protocol and Vendor Selection: Manage the Request for Proposal (RFP) process for selecting vendors and media partners. Ensure transparency and competitiveness in the selection process.
  • Campaign Material Oversight: Direct the creation and distribution of marketing materials, including printed and digital media, to effectively promote the ballet company’s offerings.

Brand Management & Digital Marketing

  • Public Relations and Communications: Oversee all aspects of communications, including working with the PR consultant and internal marketing team to ensure cohesive external and internal messaging.
  • Brand and Image Management: Ensure that all communications and public relations efforts align with the ballet company’s brand identity and strategic goals.
  • Digital Marketing Strategy: Lead the ballet company’s digital marketing efforts, including website management, email marketing, and social media engagement. Focus on improving accessibility and compliance with ADA standards.
  • Innovative Digital Engagement: Stay abreast of emerging digital marketing trends and technologies to continuously improve the company’s online presence and audience engagement.
  • Reputation Building: Build the reputation of the Artistic Director, dancers, and all team members by calibrating key messages to ensure relevance to current and desired stakeholders locally, nationally, and internationally.

Team Leadership and Development

  • Inclusive Hiring: Make informed and inclusive staffing decisions to lead a skilled and effective marketing team.
  • Professional Staff Development: Foster professional development and a collaborative work environment.

CHARACTERISTICS AND COMPETENCIES

The Chief Sales and Marketing Officer embodies competencies essential for steering our organization towards success. They excel in collaborative leadership, fostering an inclusive environment where respect and communication thrive, promoting teamwork and collaboration across the organization. Their innovative thinking drives creative solutions to complex challenges, ensuring continuous improvement and adaptability. Upholding high standards of excellence and accountability, they deliver exceptional results while inspiring others with their positive mindset and creative approach, fostering a culture of growth and positivity.

QUALIFICATIONS

  • Qualified applicants will have at least five years of experience of senior-level marketing experience, strong leadership and consensus-building skills, and marketing management and strategic planning experience. A proven track record in developing and administering inclusive and sustainable marketing programs is essential.
  • Applicants must be highly organized, strategic, and resourceful, with the ability to work well with personnel at all levels in the organization, as well as with donors, volunteers, and other arts professionals. Expertise with Tessitura software is required.

Preferred:

  • Bachelor’s degree in Marketing or related field, a background in not-for-profit performing arts or arts marketing is preferred. Applicants should have a sophisticated understanding of the challenges and realities of programming a multi-faceted season of dance, ranging from traditional full-length narrative story ballets to mixed repertoire and the introduction of new work to audiences. A rational, cost-effective approach to addressing the challenges of programming will give a candidate a significant competitive advantage.

How to Apply:

Interested candidates are encouraged to apply no later than June 30, 2024 by submitting a resume, cover letter and 3 references via email: mallen@kcballet.org.

Kansas City Ballet is an equal opportunity employer committed to a diverse, multicultural work environment. People of color, people with disabilities and people of diverse sexual orientations, gender expressions and identities are encouraged to apply.

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