IACP Job Posting

Director of IACP Partner Program / Independent Contractor

June 2010

1. Background:

The International Association of Culinary Professionals (IACP) is a worldwide forum for the development and exchange of information and inspiration within the professional food and beverage community. Our mission is to connect culinary professionals with the people, places and knowledge they need to succeed. Our vision is to unite, inspire and celebrate the professional culinary community worldwide.

With nearly 3,000 members from more than 32 countries, the organization’s greatest strength is found in its diverse membership. Made up of chefs, restaurateurs, foodservice operators, writers, photographers, food stylists, marketers, nutritionists, and academia, hailing from hospitality, tourism, wine, publishing, media and other industries and professions, our multi-faceted members are continually seeking ways to connect with one another.

IACP corporate partners take a prominent place on a high profile platform that raises brand visibility among IACP members and their audiences.  Currently, there are some 30 partnership opportunities offered at the annual conference as well as year-round opportunities outside of the annual gathering. IACP has enjoyed long-term partnerships with several companies and IACP partners are a cornerstone to the organization. As such, IACP leadership is continually working to create new and innovative opportunities that will bring added value to its partners. 

For additional background on IACP and the IACP Partner Program (sales brochure, 2010 partners, and leadership), see Section 11.

The new director will lead the IACP Partner Program and further position the IACP as:
       
1. The ‘go-to’ resource for food and beverage information for culinary professionals - both members and non-members.

2. A valued partner for brands seeking (a) strengthened or expanded customer relationships within the culinary industry and/or (b) a unique audience in which to field     research, conduct new product testing, and/or deliver new product news.

2. Job Purpose:

Lead partnership development and relations efforts for IACP through strategic plan development and sales outreach to fulfillment and follow-up.  Position will be responsible for growing IACP revenue through sponsorships across multiple platforms at the annual conference and throughout the year.  Sales deliverables will be set on mutually agreed upon targets based upon IACP historical levels and growth targets.

Qualified candidates must demonstrate a keen ability to provide partners a platform upon which they can further their missions and sales goals and in doing so create mutually beneficial relationships among IACP partners, the membership base and the general public.

3. Key Responsibilities:

Strategic Plan Development:
•    Craft Partnership Development Plan incorporating out-of-conference opportunities, conference packages, non-traditional partners and industries, and new media opportunities.
•    Liaise with IACP management company staff (the Kellen Company), the IACP Board of Directors, and standing IACP sections and committees in order to fully leverage all IACP assets within the association.
 
Partnership Packages:
•    Create and price innovative partnership packages incorporating new media, strategic alliances and existing IACP assets.
•    Consider all membership and non-member consumer touch points to maximize innovation.
•    Assess Cookbook Awards Program with regards to how it can be used to generate new revenue streams.
•    Where appropriate, partner with IACP’s philanthropic arm, The Culinary Trust, and IACP’s Kids in the Kitchen section, to create mutually beneficial sponsorship packages.

Lead Generation:
•    Define optimal criteria for leads as they relate to strategic fit for IACP and its membership base.
•    Qualify existing leads against mutually agreed upon criteria.
•    Leverage IACP’s robust and diverse membership base across the world to encourage lead generation and support in promoting and/or securing sponsorships s through their relationships.

List Management:
•    Develop systematic approach for tracking outreach efforts including efforts supported at the various committee and section levels.

Partnership Sales:
•    Cold call potential new partners.
•    Sales and support for existing and long-term partners.
•    Create synergies with Host City Chair for each annual conference to identify local sponsor opportunities and potential leads.

Secondary Culinary Expo Sales:
•    Identify international, national and local companies appropriate for entry-level exposure at the Culinary Expo at conference.

Partnership / Expo Fulfillment:
•    Usher contracts through all points of the fulfillment process, working closely with staff to deliver to expectations set forth in contracts.
•    Track and ensure payment of sponsorship and other fees.
•    Assist staff in strategic plan for partner booth placement at the Culinary Expo.
•    With staff assistance, field pre-conference questions regarding partnership and Culinary Expo.

Reporting:
•    Develop reporting system to communicate sales outreach / sales.
•    Provide reports for monthly Board calls; participate in calls if requested.

Partner Relations:
•    Foster relationships with existing partners to ensure ongoing visibility among IACP members and planned grass roots activities.
•    Attend Corporate Relations and Sponsorship Development committee and MarComm Section conference calls once per month to gain further insight into corporate membership.
•    Distribute post conference outreach communication to partners for crucial feedback including thank you letters and surveys.
•    Create global record keeping system to log key communication with partners for historical purposes.

Annual Conference and Other Meetings:
•    Attend Annual Conference one week per year (Spring) to welcome and assist sponsors on site.
•    Attend the annual IACP Board of Directors planning meeting.

5. Desired Qualifications:

Self-driven, strategic and creative thinker, ideally with 3 to 5 years senior level sales experience within a corporate environment. Ideal candidate brings food, beverage, restaurant and/or hospitality industry knowledge/experience as well as experience with event and/or affinity marketing.  The candidate should also:

•    Have a clear focus and track record in developing innovative sponsorship approaches and maximizing revenue streams; 
•    Be effective  and comfortable communicating with senior executives as well as working with a board; 
•    Have superior customer service skills with a view toward 100% satisfaction;
•    Demonstrate superior organizational skills and strong record keeping abilities.

6. Compensation Package:

100% commission, with draw, based on meeting and/or exceeding sponsorship revenue targets. No benefits are provided with this position.  An expense budget will be provided to cover routine expenses (telephone, FedEx, postage, copies, etc.). Travel expenses (hotel/airfare, local transportation) for travel to the annual IACP conference will be reimbursed.

7. Position Based Remotely:

This position will be based remotely and office space will not be provided. 

8. Position Reporting Structure / Time Requirements:

The position will report directly to a Board Director with a dotted line of accountability to Officers of the Board. The nature of this position allows for flexibility as to hours/days worked in order to accomplish the key responsibilities as outlined. The amount of time required will vary given the time of the year (greater involvement around and during Conference). 80% of sponsorships should be secured by January 31st, 2011 for the 2011 conference.

Attendance at 2011 Conference (Austin, Texas June 1 – 4) will be required, as will attendance at the 2011 annual budget meeting (July 2011).  Early arrival prior to the first day of conference and late departure for a total of 7 nights.

9. Proposal Requirements:

1.    Resume
2.    Three References with:
        Company Name
        Contact Name
        Contact Title
        Contact Phone and Email Address
        Contact Location / Time Zone

With a maximum of 500 words each, please answer the below questions:

1.    What do you see as the biggest challenges and the biggest opportunities in the culinary industry and how do they impact how you would approach this position?
2.    In thinking about the mission of IACP, its partners, and its membership base, please list three companies you would target for partnership and why.
3.    In reviewing the current Partners Program brochure in the IACP website, please describe one new sponsorship package you would create and why.
4.    Describe one example of how you grew sales or sponsorship sales for an organization.
5.    List a conference(s) you regularly attend or have attended on a regular basis in the past and how something you observed/experienced there might inspire your approach to partnership for IACP.
6.    Provide us with the top reason why you believe you are the best person suited for this job.

10. Submission Details and Timeline:

Submit proposals to: margaret@bradley-foleycommunications.com

Email Subject Line for Proposal Submissions:  Proposal, Director of IACP Partner Program

Process / Milestones:  Candidates must submit their responses no later than end of day PDT, June 26, 2010. 

Prior to the submission deadline, candidates may send questions or information requests via email to margaret@bradley-foleycommunications.com.  Subject line: Question, Director of IACP Partner Program

Questions will be fielded until end of day PDT, June 24th. 

On July 15th, the top three candidates will be notified of their status and will be asked to confirm that they would like to participate in the interview process. 

The interview process requires an online presentation to the IACP Board of Directors on July 24th via Go to Meeting or similar service at their regularly scheduled board meeting.  Candidates will be required to give a 15-minute presentation to the board that will address the information provided with their submission and any other relevant information they would like to provide.  A 60 minute Q&A will follow the presentation in which board members will ask the candidate questions about his or her qualifications and other interview related inquiries. 

The top three candidates chosen for interviews with the board will be offered a 1-hour courtesy conference call with an IACP Board Member prior to their July presentation.  The courtesy conference calls will occur between July 16 and July 21.

Timeline:

June 11            Position Posted

June 24            Question Period Closes

June 26            Application Deadline / All Entries Due

July 26             Top Finalists Notified

July 27 – 30     Courtesy Conference Calls w Board Member for Top Finalists

August 2          Online Interviews / Finalist Presentations to IACP Board of Directors

August 3 – 11    Proposal Negotiations

August 12        Position Awarded

11. Additional IACP and IACP Partner Program Background

1.    General IACP Background
2.    List of 2010 Partners
3.    2010 Partner Program Brochure
4.    IACP Leadership

Interested candidates may submit requests for materials, including sponsorship and total revenue trends, to margaret@bradley-foleycommunications.com.  Subject line:  Materials, Director of IACP Partner Program.