Senior Director of Marketing & Audience Development
Detroit Symphony Orchestra
Location: Detroit, Michigan
Type: Full Time
JOB DESCRIPTION Senior Director of Marketing & Audience Development The Organization The Detroit Symphony Orchestra is known internationally for trailblazing performances, collaborations with the world’s foremost musical artists, and a deep commitment to serving our community. Making its home in historic Orchestra Hall at the Max M. and Marjorie S. Fisher Music Center, the DSO actively pursues its vision to be an inclusive and culturally relevant community where all people can experience their world through music. The DSO is a complex organization. Operating 365 days per year, we are a performing arts institution, an educational facility, and a community center. We are governed by an independent Board of Directors and employ both union and non-union employees as musicians, stage crew, and administrative staff. Creating a unified culture throughout the institution is an organizational imperative. The DSO offers a unique, fast-paced working environment and an excellent overall compensation package. The Detroit Symphony Orchestra is an Equal Opportunity Employer. The DSO makes its home in historic Orchestra Hall, one of America’s most acoustically perfect concert halls, and actively pursues a mission to impact and serve the community through music. For more information visit www.dso.org. Position Summary The department is building a sustainable revenue base, coordinating and integrating earned income streams, broadening the audiences the DSO serves, and deepening its connection to all patrons reached across the orchestra, jazz, education and presentation businesses. We seek an experienced, energetic, and creative executive to spearhead the gateway for the DSO’s broadest base of subscribers and single ticket customers. The successful candidate will have demonstrated (or transferable) experience in designing and leading sales strategies and tactics which consistently achieve sold-out houses. Specific Duties and Responsibilities ? As the leader of sales, marketing and audience development, the Senior Director will report directly to the Vice President and General Manager and work closely with their peers on the DSO’s Senior Staff as well as other key departmental/ functional leadership, staff, volunteers, Boards of Directors, Trustees, and various key constituencies to achieve the DSO’s marketing, revenue, and strategic communication targets ? Collaborate with the Senior Director of Artistic Planning, musicians, and guest artists and partner with the Artistic Planning Department to provide marketing and revenue forecasting of programs and season mix to meet budget and audience growth goals and to serve the artistic vision of the DSO. ? Direct print and broadcast creative resources to identify, create and implement relevant and meaningful marketing strategies aligned with the overall financial and artistic goals of the DSO ? Direct integrated marketing with solid analytical abilities around setting performance measurements (benchmarks and KIPs). ? Develop both retention and growth strategies through data-driven insights and robust marketing programs to increase loyalty, recapture, and new and diverse audiences. ? Apply strong strategic and data-drive decision making skills combined withcreative problem-solving aptitude to successfully promote DSO performances and attract audiences. ? Collaborate with external stakeholders and partners (e.g., performance/season sponsoring individuals and organizations) to ensure sales objectives and opportunities are represented and maximized for the interests of the DSO ? Leverage key partnerships to build community, enhance sales capabilities, communicate messaging, and engage constituents; represent the DSO around the region and nationally ? Develop revenue projections and pricing for DSO concerts and membership programs ? Seek out, benchmark, and model other best practices from like or like-minded organizations as part of ongoing process improvement to enhance the skills, capabilities, and impact of the DSO’s audience development team ? Identify, plan, and participate in marketing and media networking events ? Develop and promote collaborative relationships with a variety of similar community organizations and co-manage joint projects which attain mutual brand, marketing, and business building benefits ? Provide leadership, motivation, and direction to develop a strong, high-performance team taking on an integrated marketing approach. ? Actively monitor sales, pacing, campaign results and ticket history for optimal revenue management including dynamic pricing strategies. ? Oversee the DSO’s marketing relationship at venues outside Orchestra Hall such as Ford House, Greenfield Village, and the seven neighborhoods in the Neighborhood Initiatives ? Oversee the ticket office, patron service, food, beverage, and front of house staff Experience ? Bachelor's degree preferred. Strong preference for majors in Marketing, Business, Music, or Communications ? Prefer 4-6 years of progressive patron development and/or advancement experience with a demonstrated track-record of successfully building and retaining a broad and renewable patron base through crafting, executing, and measuring a comprehensive integrated marketing strategy ? Demonstrated strong strategic planning, analytical and project management skills ? Knowledge of the nonprofit and philanthropic sectors with an understanding of, and a genuine passion, for the mission ? Minimum 3-5 years management or supervisory experience ? Superior organizational, communication and interpersonal skills ? Must be a self-starter who is a strong and collaborative teamleader ? Tech savvy with keen understanding of e-marketing and integrated marketing planning ? Solid knowledge in best practices in direct response ? Ability to identify relevant trends and market opportunities to engage the appropriate resources to further DSO’s mission ? Understanding of market segmentation techniques and how to apply in marketing decision-making ? Proficient in media/marketing channel capabilities and tactics that deliver upon sales strategies and plans ? Adept capabilities with database management and financial management as it relates to sales ? Familiarity with Tessitura or other patron relationship management, ticketing, or fundraising databases a plus Supervisory ? Staff: Supervise a professional staff of 14 ? Direct Reports: Director of Digital Marketing, Director of Subscriptions and Loyalty, Director of Hospitality and Patron Experience, Manager of Patron Sales & Service, Manager of Box Office Operations ? Vendors & Consultants: Graphics design architect, media creative, various consultants Personal Attributes and Competencies ? Dynamic self-starter with entrepreneurial spirit who can think strategically, with imagination, with the ability to challenge and inspire ? Action-oriented, decisive, quick study with proven ability to accurately analyze information and act ? Motivated to network socially and have a call and passion for building relationships with those in decision making positions ? High energy with a positive attitude and the ability to provide superior customer service ? Highly competitive and self-motivated ? Sensitive to the needs of individuals and utilizes their strong political skills to maneuver within organizational cultures ? Ability to work well under pressure; persistence, perseverance, tenacity, integrity, and patience ? Strategist that is motivated by deadlines and measurable outcomes *The essential duties for this position require in-person interaction with staff, musicians and/or guest artists. Therefore, in alignment with the DSO’s COVID-19 safety policy, full vaccination for COVID-19 is required for employee’s working in this position. Qualified candidates should submit resume and cover letter to [email protected]
About the DSO
The most accessible orchestra on the planet, the acclaimed Detroit Symphony Orchestra is known for trailblazing performances, collaborations with the world’s foremost musical artists, and a deep connection to its city. As a community-supported orchestra, generous giving by individuals and institutions at all levels drives the continued success and growth of the organization. In January 2020, Italian conductor Jader Bignamini was named the DSO’s next music director to commence with the 2020-2021 season. Conductor Leonard Slatkin, who concluded a decade-long tenure at the helm in 2018, now serves as the DSO’s Music Director Laureate. Celebrated conductor, arranger, and trumpeter Jeff Tyzik is the orchestra’s Principal Pops Conductor, while the outstanding trumpeter and composer Terence Blanchard holds the Fred A. and Barbara M. Erb Jazz Creative Director Chair. Making its home at historic Orchestra Hall within the Max M. and Marjorie S. Fisher Music Center, the DSO offers a performance schedule that features Classical, PNC Pops, Paradise Jazz, and Young People’s Family Concert series. One of the world’s most acoustically perfect concert halls, Orchestra Hall celebrated... its centennial in 2019-2020. In addition, the DSO presents the William Davidson Neighborhood Concert Series in eight metro area venues, as well as a robust schedule of eclectic multi-genre performances in its mid-size venue The Cube, constructed and curated with support from Peter D. & Julie F. Cummings. A dedication to broadcast innovation began in 1922, when the DSO became the first orchestra in the world to present a radio broadcast and continues today with the free Live from Orchestra Hall webcast series, which also reaches tens of thousands of children with the Classroom Edition expansion. With growing attendance and unwavering philanthropic support from the people of Detroit, the DSO actively pursues a mission to embrace and inspire individuals, families, and communities through unsurpassed musical experiences.