MANAGEMENT CONSULTANTS FOR THE ARTS, INC. Len Alexander - Diane Frankel - Gregory Kandel - Louise Kane - David Mallette - Linda Sweet - Christy Wall

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1 MANAGEMENT CONSULTANTS FOR THE ARTS, INC. Len Alexander - Diane Frankel - Gregory Kandel - Louise Kane - David Mallette - Linda Sweet - Christy Wall Job Profile Director of Marketing & Communications Center Stage Baltimore, MD Background Center Stage (CS) is among the most respected theaters in America, celebrating its 50 th anniversary in Among its many accomplishments, and illustrating the varied nature of them, are having created a home deeply valued by artists; its sustained and successful efforts to diversify its work, staff, Board of Trustees, and audiences; and achieving a high level of sophistication in governance and strong financial management. CS owns a fully integrated building in Baltimore s historic Mount Vernon neighborhood containing the production shops, offices, theaters, rehearsal studios, box office, classrooms and storage areas, along with apartment buildings a block away, which are used to house visiting artists. The theater has also been honored by its designation as the State Theater of Maryland. Its mission statement is a genuine reflection of its ongoing theatrical point of view: Center Stage is an artistically driven institution committed to engaging, educating, and expanding the horizons of diverse audiences through challenging, bold, thoughtprovoking classical and contemporary theater. Kwame Kwei-Armah, the award-winning British playwright, director, actor, singer, and broadcaster, took over the reins as Artistic Director in the summer of Shortly thereafter veteran arts leader Stephen Richard joined him as Managing Director. They have created a rich partnership. The Board and staff have endorsed a number of objectives going forward: First and foremost, build upon the high and consistent levels of excellence in production Increase its capacity to innovate in theatrical production, new media, use of technologies, scale of work, new plays, production formats, and in many other ways in order to enhance the value and reach of its work both regionally and nationally Continue to increase the theater s relevance to its communities, including its ongoing efforts in diversity and inclusion, and in particular work to expand beyond its successful 1

2 focus upon the African American community; Center Stage is very proud that 13% of the subscriber base is from this community, and with many productions accounts for 25% of single ticket sales but is anxious to increase engagement by all communities in its region. Continue to expand upon the ongoing dialogue its audiences enjoy with voices from other cultures and countries throughout the world, as well as within our own borders Sustain and strengthen the theater s commitment to a professional and supportive working environment for its staff, artists, and all others engaged in making theater at Center Stage, including through its broadly based full-season internship program within virtually every staff department Stay true to its unwavering commitment to fiscal integrity with approved risk mitigation plans for stretching Center Stage beyond current boundaries Seek to strengthen existing relationships, even as new ones are built, with other regional arts organizations, with the City of Baltimore, and in all other ways that make the company a good citizen of its community Accept its responsibility as a leading American theater to make a measurable difference locally and then to determine the best means to inspire others in the field with learning from its own experiences as the Artistic Director explores the current dynamics of the American theater art form Current Environment Following a recent strategic planning process, CS began a renewed study of its building, theaters, and branding. As a result, the theater is now in the quiet phase of a $30 million capital campaign and is slated to begin a yearlong renovation of its building in December 2015, which will include a complete redesign of The Head Theater. The renovation work will require that midway through the 2015/16 Season CS will need to vacate its building so will present the last two plays of the season in the Mainstage Theatre at Towson University. Concurrent with the physical renovations, CS will be engaged in a major rebranding project, including a redesign of its logo and website as well an overall review of all the way it touches and communicates with its audiences and the community. The new Director of Marketing & Communications (DOMC) will play a key role in the rebranding project. The theater s 2014/15 operating budget is approximately $8.5 million. Key, ongoing challenges for the new DOMC include sustaining and growing audiences in both subscriptions and single ticket sales in an increasingly competitive environment and achieving an annual ticket sales goal of $3 million. Presently, Center Stage has two theaters the 541-seat Pearlstone and The Head Theater, which seats about 340 patrons. CS presents a season of six to seven plays and reaches an annual audience of 95,000, of which 8,500 are subscribers. Its vibrant 2

3 community and education programs serve more than 10,000 students and families each year. CS has a fulltime staff of 60 and is governed by a 50 member Board of Directors that is recognized as one of the strongest and wisest in the country, especially for its artist-centrism, its financial oversight, and its analysis and management of risk. For more information on Center Stage, please visit To learn about Baltimore, go to and Position and Responsibilities The Director of Marketing and Communications is a member of the Center Stage senior staff and will participate in the conversation around and about institutional issues that have theaterwide impact. The DOMC shares in the leadership of Center Stage, while holding responsibility for external communications and the management of the Marketing and Communications Department. This position is charged with the effective promotion and communication of Center Stage s core mission and artistic programming. This comprises creating vision and strategies for the successful implementation of all related activities, including developing the brand, messaging, marketing, advertising, web and social media strategies, collateral materials, and public relations. The successful candidate for this position will be a keen strategist and will have a strong, proven track record in audience development and retention and customer service. An understanding of transactional data management, evaluation and analysis is essential. Serious candidates will also have a strong track record of managing people and an understanding of the financial aspects of a position of with this responsibility. The DOMC will have a strong external presence among Center Stage s audiences, in the greater Baltimore area, as well as within the national theater and marketing communities and will work with the Artistic and Managing Directors, senior management, and others throughout the organization at strategic levels to understand internal marketing needs and translate them into strong and consistent messages. The position has a dual report to the Managing Director and Artistic Director and supervises the Marketing and Communications, Graphics, and Box Office Departments, with a total staff of 13, plus part time Box Office and house staff. Direct reports are: Marketing Manager, Public Relations Manager, Publications Manager, Art Director, Marketing & Group Sales Associate, and the Box Office Manager. Specific duties include the following: 1. Lead the development of a marketing strategy that creates strong audience loyalty and recognition. 2. Meet/exceed single ticket and subscription goals. 3. Manage and execute the presentation and promotion of Center Stage s mission, vision, message, and image internally and externally. 4. Act as a brand steward and drive consistency in all communications. 5. Develop and implement web and e-marketing partnerships and social networking strategy. 3

4 6. Provide creative direction for all marketing collateral and advertising campaigns, including direct mail campaigns. 7. Ensure that Center Stage s work is aggressively promoted on a local and national level. 8. Serve as a public representative of Center Stage at various events. 9. Create and inspire a strong teamwork environment and build, train, mentor, and supervise an effective, professional, engaged, and diverse marketing team and support staff. 10. Work closely with and foster collegial relations with Development, Artistic, Education, and Management staffs; attend company and board meetings and make marketing reports. Coordinate, support and staff the Marketing Committee of the Board of Directors. 11. Develop and manage a budget of $500,000 exclusive of salaries. Qualifications 1. A proven track record in the development, execution, and management of creative, successful marketing and sales programs for theater and/or performing arts organizations. 2. A strong knowledge of and commitment to audience development and retention. 3. In-depth knowledge of market dynamics, pricing, statistics, media buying, market segmentation, target marketing strategies, brand equity development and planning. 4. Experience in the design and implementation of effective communications via , internet advertising, social media, and other electronic methods. 5. Experience in database and market research projects including analysis and interpretation of data for ongoing improvement of marketing plans. 6. Understanding of institutional marketing and promotional principles and analytics and market research best practices. 7. A strong aesthetic sensibility, fresh ideas, creative vision, and a genuine interest in trying new methods and approaches. 8. Effective operational and strategic management skills, demonstrated experience managing, mentoring and motivating a staff in a team-oriented environment, and the ability to inspire those working with him/her toward accomplishing common objectives. 9. A strong understanding of patron services principles and a genuine commitment to diversity and serving the needs of a diverse population. 10. Excellent communication and interpersonal skills, and the ability to effectively represent Center Stage externally. 11. Exceptional writing, editing, and graphic evaluation skills. 12. Ability to set priorities and balance the challenges inherent in a fast-paced, dynamic theater environment. 13. Knowledge of ticketing software, Word, Excel, and PowerPoint. 14. Understanding of and commitment to the mission of Center Stage and the ability to articulate this mission to others. 15. At minimum, a Baccalaureate degree, though an advanced degree in a related field is preferred, and at least five years of marketing experience, preferably in the arts. The following personal attributes will also be considered important: A collaborative approach. 4

5 An outgoing and friendly personal style, good work ethic, and a sense of humor. The savvy and judgment to understand and respond to the competing needs of different constituents. Ability to derive deep satisfaction from facilitating the best work of others. A desire to be part of the Baltimore community. Compensation, Start Date and Application Procedure The salary will be competitive with other performing arts organizations of comparable stature and size. Benefits include the following: Health Insurance Center Stage contributes 70% of the monthly premium for an individual s coverage and the employee is responsible for 30% the remaining balance, administered through payroll deductions on a pre-tax basis. Participants have a choice between two Aetna plans, an HMO plan and a high-deductible HSA plan. Dental and Vision Insurance included. Life Insurance, Long Term Disability Premiums for this insurance are paid by the theater while employed at CS. Tax Sheltered Annuities 403b Pre-tax contributions to a retirement fund through a salary reduction agreement. Pre-tax contributions can be deducted from paychecks to pay for the employee s portion of the health and dental insurance premium, tax sheltered annuities, FSA/Dependent Care, and Parking/Transportation programs. Leave Time: Vacation accrued at rates reflecting employment years. Sick days are accrued at the rate of one per month, up to a maximum of 20, and three personal days per year. Center Stage hopes to make a hiring decision by mid-summer with the chose candidate on-site as soon as possible thereafter. Interested and qualified candidates, and recommendations of same, are encouraged to apply to the consulting firm retained for the search. Given the historical commitment by Center Stage to diversity, qualified applicants of color are especially encouraged to apply: Louise Kane, Managing Director Management Consultants for the Arts, Inc. Preferred: MCAKane@gmail.com 65 High Ridge Road #128 - STAMFORD, CT FAX Specializing in Executive Search, Planning and Organizational Analysis 5