Corporate Sponsorship Acquisition Specialist
full-time
MSF Eastern Africa is looking for a Corporate Sponsorship Acquisition Specialist Do your skills and experience not precisely match the requirements? At MSF EA, we strive to create a safe, diverse and inclusive workplace, recognizing the need to increase access to professional opportunities for historically underrepresented groups. If you're interested in this position but your experience doesn't align perfectly with the selection criteria, we encourage you to apply anyway. You might be the ideal candidate for this or other positions. Firmly committed to safeguarding patients, community members, staff, and all those in contact with the organization from all forms of abuse, including sexual exploitation, abuse, and harassment (SEAH), we will take all necessary steps, through rigorous vetting processes, to ensure that confirmed perpetrators of abuse do not join the organization. For this position, contact level with patients and children is categorized as Low risk and will be monitored with this in regard. Introduction Mdecins Sans Frontires/Doctors Without Borders (MSF) is an international independent medical humanitarian organisation that provides assistance to people affected by conflicts, epidemics, and natural or human-made disasters and excluded from healthcare. We provide this assistance without discrimination, irrespective of race, religion, creed or political affiliation. About MSF Eastern Africa MSF Eastern Africa is the regional institutional office of MSF. It focuses on representation and networking, recruiting and supporting staff from the region, communications and fundraising, as well as working on other dossiers of importance to MSF such as Diversity, Equity and Inclusion (DEI), Data Protection, mutualization, training, medical operational support and environmental health. Rationale/Objective for Position The Corporate Sponsorship Acquisition Specialist is responsible for providing specialist expertise and lead the acquisition of corporate sponsorship for MSF Eastern Africa’s priority fundraising events. The role will own the corporate sponsorship acquisition cycle from prospect identification and relationship access. This position will be hierarchically and functionally accountable to the Donor Relationship Manager. Tasks & Responsibilities Corporate Sponsorship Strategy and Pipeline Ownership Support in developing and implementing the corporate sponsorship acquisition strategy for the Charity Gala Dinner, Charity Golf Tournament and Charity Run & Walk. Build and own a prioritised pipeline of corporate prospects, including anchor and premium prospects, based on sponsorship potential, decision-maker access, giving capacity, strategic fit and event relevance. Map sponsorship opportunities against sectors and corporate budgets, including marketing, brand, CSR/ESG, employee engagement, customer engagement and corporate affairs. Determine the most appropriate sponsorship assets, levels and prospects for each event and continuously refine the pipeline based on market response. Set clear prospecting, meeting, proposal, negotiation and closure milestones against agreed sponsorship income targets. High-Value Corporate Prospecting and Senior Stakeholder Access Lead proactive prospecting through established networks, warm introductions, business forums, direct approaches and existing MSF relationships. Secure meetings with CEOs, Managing Directors, Marketing Directors, Corporate Affairs leaders, CSR/ESG heads, HR leaders and other corporate budget holders. Use professional networks and market knowledge to open doors to organisations that may not be accessible through conventional fundraising approaches. Develop and maintain trusted relationships with senior corporate stakeholders and position MSF’s events as credible platforms for humanitarian impact, brand visibility, employee engagement and corporate purpose. Represent MSF professionally in high-level corporate and business networking environments to originate sponsorship opportunities. Sponsorship Proposition Development and Commercial Packaging Lead the design and refinement of commercially compelling sponsorship packages for each event, including title/presenting sponsorship, premium tiers, corporate tables, golf foursomes, hole sponsorships, brand activations, prizes and in-kind partnerships. Advise on sponsorship pricing, benefits, exclusivity, branding, hospitality and activation opportunities based on market expectations and the profile of each event. Tailor sponsorship propositions to individual corporate objectives and decision-makers rather than relying solely on standard packages. Prepare high-quality sponsorship proposals, pitch decks and presentations that clearly articulate both the humanitarian value and corporate proposition. Ensure that proposed benefits are realistic, deliverable and aligned with MSF’s principles and approval requirements. Sponsorship Sales, Negotiation and Closing Lead sponsorship pitches and commercial conversations with prospective sponsors from initial engagement through to commitment. Lead negotiations on sponsorship value, contribution levels, benefits, branding, activation, hospitality and other commercial terms within approved parameters. Use strong sales judgement to overcome objections, manage competing priorities and move prospects towards timely decisions. Create and manage a clear closing strategy for priority prospects, particularly anchor and high-value sponsors. Secure signed sponsorship agreements/MOUs and confirmed financial or in-kind commitments within agreed event timelines. Escalate matters requiring organisational, financial, legal or policy decisions while retaining ownership of the commercial relationship and acquisition process. Event-Specific Sponsorship Acquisition Charity Gala Dinner: lead acquisition of title/presenting sponsors, premium sponsors, corporate tables, hospitality partnerships, brand partners and other high-value revenue opportunities. Charity Golf Tournament: lead acquisition of title/presenting sponsors, corporate foursomes, premium hospitality, hole sponsorships, prizes, gifts, activations and other sponsorship assets. Charity Run & Walk: lead acquisition of title/presenting, gold, silver and other sponsorship levels, corporate/team participation, activation partners and in-kind sponsors. Prioritise anchor sponsorships and high-value opportunities that can materially contribute to the financial success of each event. Work with relevant MSF colleagues to ensure sponsor commitments can be delivered, while retaining primary responsibility for sponsorship acquisition and closure. Sponsor Stewardship and Relationship Conversion Maintain senior-level relationships with confirmed sponsors and ensure a professional transition from commitment to fulfilment. Capture and document key relationship intelligence, decision-maker information, commitments and future opportunities. Identify opportunities to convert event sponsors into repeat sponsors, annual event partners or broader corporate partnerships with MSF. Advise MSF on prospects with potential for longer-term strategic corporate relationships beyond the immediate event. Reporting, Accountability and Compliance Provide regular, concise updates to the Head of Fundraising on pipeline value, senior meetings, proposals, negotiations, commitments and income secured. Maintain accurate records of prospects, corporate contacts, proposals, agreements and financial commitments in relevant MSF systems. Ensure all sponsorship engagements proceed through MSF due diligence, gift acceptance, ethical fundraising and brand approval processes. Provide a complete handover of active relationships, negotiations, signed agreements, outstanding actions and future opportunities at the end of the assignment. OTHER RESPONSIBILITIES Integrate EDI & Safeguarding aspects in area of work responsibility, including policies and practices. Recognize, respond, and document any form of abuse or inappropriate behavior and alert the safeguarding unit of any suspected potential abuse. Proactively participate in the individual performance management process including objective setting, performance monitoring and performance evaluation. Qualifications Education: Bachelor’s degree or equivalent professional qualification in Business, Marketing, Communications, Public Relations, Fundraising, Sales or a related field. Experience: Minimum 5 years of proven experience in corporate sponsorships, sponsorship sales, partnership development, business development, fundraising or event commercialization. Local market experience working closely with corporates and specific on events sponsorships. Competencies: Technical Competencies Demonstrable track record of personally securing and closing corporate sponsorships or partnership deals, particularly for high-value or high-profile events. An established network among Kenyan corporate decision-makers and organisations with marketing, CSR/ESG, corporate affairs, employee engagement or sponsorship budgets. Proven ability to access senior stakeholders and convert relationships into sponsorship commitments within short, deadline-driven sales cycles. Strong commercial, negotiation, influencing and closing skills. Excellent presentation, proposal-writing and relationship-management skills. Ability to operate independently as a subject matter expert and provide specialist advice to MSF colleagues. Strong understanding of the corporate sponsorship, events and CSR/ESG landscape in Kenya; experience with premium charity, golf, gala, run or comparable events is highly desirable. Highly target-driven, resilient and comfortable managing multiple high-value negotiations under significant time pressure. Behavioral/General Competencies Commitment to MSF’s Principles Excellent writing and editing skills in English and Swahili Results and Quality Orientation Service Orientation Initiative and Innovation Teamwork and Cooperation Leadership People Management and Development Networking and Building Relationships Security awareness and Management Ethics: High ethical standards and a commitment to protecting the data of individuals and furthering MSF mandate. Conditions and Benefits: Job Location: MSF Eastern Africa office in Nairobi, Kenya. Contract: Three (3) months full-time fixed term contract, with possibility of renewals. Start date: As Soon As Possible. Annual Salary and other benefits: Salary: An annual salary of EUR 27,145 at HQ Grade 8 based on a full-time appointment with an annual increment of 2% every year up to a maximum of 10 years. Work-life balance financial benefit; ranging between EUR 620 to 1,159/month based on individual & administrative status. This amount may be used to cover accommodation and utilities, transportation, etc. Other benefits include; Annual Leave: 25 days of annual leave per year. Other Holidays: sick leave, circumstantial leave, maternity leave (21 weeks), paternity leave (4 weeks), own affairs days off, etc. Employer Pension contribution: 10% of basic salary: International insurance for both medical and disability**.** Relocation support; based on MSF EA terms/conditions. Work-life balance: Daily flexi-hours and 2 days working from home possible. School fees benefits: for eligible dependents, based on individual & administrative status. Diverse team composition; Collaborate with a global network of talented professionals, bringing diverse perspectives and expertise from around the world. Career Development: MSF provides many learning resources (online learning resources, regular trainings – including language, Peer to peer learning. Mobility: You will have opportunities to travel abroad for work, meetings, trainings and workshops; giving you a chance to experience different cultures and broaden your professional network. Annual home leave ticket: To be taken once every year for both staff and eligible dependents back to their home country for vacation. Only applicable to non-Kenyans and based on individual & administrative status.