The Walt Disney Company Director, Corporate Alliance in Shanghai, China
Responsibilities : Help maintain a diverse and growing Corporate Alliances portfolio development of new alliance partners by:
Targeting new potential partners in accordance with the global business development strategy
Pursuing new relationships through deal development and contract signing per the Corporate Alliances Business Development Process
Manage and grow existing alliance partner relationships by:
Ensuring adherence to contractual terms, while actively seeking ways to grow partner relationships through marketing, promotions, events, etc.
Develop a significant network and influence throughout Shanghai Disney Resort, the Parks business segment, and within the industry that can be accessed to create incremental value for the alliance partners.
Maintain an understanding of the external partners’ business and marketing goals, strategic initiatives, and current issues relevant to their business and industry to consistently be in a position to capitalize on opportunities for growth.
Contact relevant Disney business units during contract negotiations for input (estimated costs, alignment to strategic priorities, limitations and issues with execution) on constructing a proposal for the partnership
Develop initial contract terms based on partner marketing goals and Disney business unit capabilities
Develop a fact base for negotiations:
Develop a top level financial model of the proposed contract terms with estimated revenues, values and costs to implement each term of the contract over the contract life
Document goals, limitations and issues in execution of the proposal terms from both the relevant Disney business units and the potential alliance partner representatives
As part of due diligence on execution issues, validate that each of the proposed elements of the agreement are in compliance with relevant Corporate Brand Management policies such as Nutritional Guidelines, Environmentality, Diversity, Corporate/Social Responsibility, Alcohol/Tobacco, etc.
Use both the economic model and the implementation goals and issues to develop a fact base with alternative scenarios for use in the fact-based negotiations.
Lead the Corporate Alliances Team – lead, motivate and develop the team members responsible for the day-to-day business of negotiating and/or managing alliances.
Basic Qualifications :
Strategic planning / complex negotiation experience with sponsorship negotiation a plus.
Demonstrate a solid financial understanding in order to construct complex deal terms that deliver appropriate ROI to SHDR and partner companies.
Able to apply knowledge of how different LOBs at Disney and SHDR work (e.g. Food and Beverage, Merchandise, Hotels, Marketing, Walt Disney Imagineering and Sales) in order to align deal components and partnership activities with organizational needs
This role will frequently be posed with internal and client problems to solve during the business development process and in the day-to-day management of existing partnerships.
Problems can be complex and generally involve reconciling many internal Disney stakeholder and alliance partner needs related to marketing, branding, sales and hospitality related issues.
The Director of Corporate Alliances must be adept at using influence vs. explicit authority in finding an acceptable solution and be able to interact with all levels of Disney and client organization to resolve problems.
This executive should have strong / proven relationship skills at the executive levels as well as strong and/or proven partnering and influencing skills both internally and externally. The Director of Corporate Alliances should balance constructive conflict and consensus through managing projects/relationships effectively.
This role has frequent interactions with a range of contacts from analysts to very senior executives of Disney.
From an external partner standpoint, the range of interactions primarily lands within the Marketing teams with frequent interaction with marketing managers, directors, CMOs/Heads of Marketing and CEOs. This role will present quarterly and annual business results to the executive level contacts within the clients. There may be occasional presentations at a larger client event.
Education, Training, Knowledge and skills
10+ years of work experience
MBA strongly preferred
5 years minimum experience of either negotiation/business development or marketing with a top-tier brand.
5 years minimum of leadership experience
Proven track record in fact-based negotiations or equivalent contract analysis experience. Must be able to:
Analyze deal terms to create a financial model of the agreement and understand practical implications of executing each of the terms
Using this financial model along with implementation details from the Business Units, analyze each proposed scenario to understand both the economic value being traded and the practical implications of execution prior to in person negotiations and throughout the negotiation sessions
Develop formal negotiation plan with talking points for each negotiation session
Work interactively with legal resources and business unit stakeholders throughout negotiation process
Document final agreement with a package of a signed contract, financial model and preliminary project plan to communicate with the Business Unit stakeholders
Strong communication skills
Advanced facilitation skills
Preferred Qualifications :
Ability to delegate project tasks, ensure successful task completion and influence without direct authority to achieve necessary goals
Previous business development experience in a promotions/marketing/sales capacity
Strong proficiency in both Mandarin and English
Additional Information :
Job ID: 387726BR
Job Posting Company: Disney Parks & Resorts