Senior Director of Marketing and Audience Development

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Job description

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 .

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