Corporate Sponsorship Acquisition Specialist

Médecins Sans Frontières (MSF) Eastern Africa serves as the regional institutional office, focusing on representation, networking, staff recruitment and support, communications, and fundraising. The organization also addresses key areas like Diversity, Equity and Inclusion, data protection, and medical operational support.

The Corporate Sponsorship Acquisition Specialist is tasked with leveraging specialized expertise to spearhead the acquisition of corporate sponsorships for Médecins Sans Frontières Eastern Africa's primary fundraising initiatives. This pivotal role encompasses the entire corporate sponsorship lifecycle, beginning with prospect identification and extending through relationship development and access. The specialist will report directly to the Donor Relationship Manager.

1. Support the development and implementation of corporate sponsorship acquisition strategies for events like the Charity Gala Dinner, Charity Golf Tournament, and Charity Run & Walk.
2. Build and manage a prioritized pipeline of corporate prospects, including anchor and premium targets, based on their sponsorship potential, access to decision-makers, giving capacity, strategic alignment, and event relevance.
3. Map sponsorship opportunities against various sectors and corporate budgets, considering marketing, brand, CSR/ESG, employee engagement, customer engagement, and corporate affairs.
4. Determine the most suitable sponsorship assets, levels, and prospects for each event, continuously refining the pipeline based on market feedback.
5. Establish clear milestones for prospecting, meetings, proposals, negotiations, and closures, aligned with agreed sponsorship income targets.
6. Lead proactive prospecting efforts through established networks, warm introductions, business forums, direct outreach, and existing MSF relationships.
7. Secure meetings with senior corporate stakeholders such as CEOs, Managing Directors, Marketing Directors, Corporate Affairs leaders, CSR/ESG heads, and HR leaders.
8. Utilize professional networks and market knowledge to gain access to organizations not easily reachable through conventional fundraising methods.
9. Develop and maintain trusted relationships with senior corporate stakeholders, positioning MSF’s events as credible platforms for humanitarian impact, brand visibility, employee engagement, and corporate purpose.
10. Professionally represent MSF in high-level corporate and business networking environments to generate sponsorship opportunities.
11. Lead the design and refinement of commercially compelling sponsorship packages for each event, including title/presenting sponsorships, premium tiers, corporate tables, golf foursomes, hole sponsorships, brand activations, prizes, and in-kind partnerships.
12. Advise on sponsorship pricing, benefits, exclusivity, branding, hospitality, and activation opportunities, considering market expectations and event profiles.
13. Tailor sponsorship propositions to individual corporate objectives and decision-makers, moving beyond standard packages.
14. Prepare high-quality sponsorship proposals, pitch decks, and presentations that clearly articulate both the humanitarian value and corporate proposition.
15. Ensure that all proposed benefits are realistic, deliverable, and align with MSF’s principles and approval requirements.
16. Lead sponsorship pitches and commercial discussions with prospective sponsors from initial engagement through to commitment.
17. Lead negotiations on sponsorship value, contribution levels, benefits, branding, activation, hospitality, and other commercial terms within approved parameters.
18. Apply strong sales judgment to overcome objections, manage competing priorities, and guide prospects towards timely decisions.
19. Create and manage a clear closing strategy for priority prospects, especially anchor and high-value sponsors.
20. Secure signed sponsorship agreements/MOUs and confirmed financial or in-kind commitments within agreed event timelines.
21. Escalate matters requiring organizational, financial, legal, or policy decisions while maintaining ownership of the commercial relationship and acquisition process.
22. For the Charity Gala Dinner, lead the acquisition of title/presenting sponsors, premium sponsors, corporate tables, hospitality partnerships, brand partners, and other high-value revenue opportunities.
23. For the Charity Golf Tournament, lead the acquisition of title/presenting sponsors, corporate foursomes, premium hospitality, hole sponsorships, prizes, gifts, activations, and other sponsorship assets.
24. For the Charity Run & Walk, lead the acquisition of title/presenting, gold, silver, and other sponsorship levels, corporate/team participation, activation partners, and in-kind sponsors.
25. Prioritize anchor sponsorships and high-value opportunities that significantly contribute to the financial success of each event.
26. Collaborate with relevant MSF colleagues to ensure sponsor commitments can be delivered, while retaining primary responsibility for sponsorship acquisition and closure.
27. Maintain senior-level relationships with confirmed sponsors and ensure a professional transition from commitment to fulfillment.
28. Capture and document key relationship intelligence, decision-maker information, commitments, and future opportunities.
29. Identify opportunities to convert event sponsors into repeat sponsors, annual event partners, or broader corporate partnerships with MSF.
30. Advise MSF on prospects with potential for longer-term strategic corporate relationships beyond immediate event sponsorships.
31. Provide regular, concise updates to the Head of Fundraising on pipeline value, senior meetings, proposals, negotiations, commitments, and secured income.
32. Maintain accurate records of prospects, corporate contacts, proposals, agreements, and financial commitments within relevant MSF systems.
33. Ensure all sponsorship engagements adhere to MSF’s due diligence, gift acceptance, ethical fundraising, and brand approval processes.
34. Provide a comprehensive handover of active relationships, negotiations, signed agreements, outstanding actions, and future opportunities at the end of the assignment.
35. Integrate Equity, Diversity, and Inclusion (EDI) and Safeguarding aspects into work responsibilities, including policies and practices.
36. Recognize, respond to, and document any form of abuse or inappropriate behavior, alerting the safeguarding unit of any suspected potential abuse.
37. Proactively participate in the individual performance management process, including objective setting, performance monitoring, and performance evaluation.

1. Hold a Bachelor’s degree or an equivalent professional qualification in Business, Marketing, Communications, Public Relations, Fundraising, Sales, or a related field.
2. Possess a minimum of 5 years of proven experience in corporate sponsorships, sponsorship sales, partnership development, business development, fundraising, or event commercialization.
3. Demonstrate local market experience, having worked closely with corporates specifically on event sponsorships.
4. Exhibit a demonstrable track record of personally securing and closing corporate sponsorships or partnership deals, particularly for high-value or high-profile events.
5. Possess an established network among Kenyan corporate decision-makers and organizations with marketing, CSR/ESG, corporate affairs, employee engagement, or sponsorship budgets.
6. Show proven ability to access senior stakeholders and convert relationships into sponsorship commitments within short, deadline-driven sales cycles.
7. Possess strong commercial acumen, negotiation, influencing, and closing skills.
8. Demonstrate excellent presentation, proposal-writing, and relationship-management skills.
9. Be capable of operating independently as a subject matter expert and providing specialist advice to MSF colleagues.
10. Have a 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.
11. Be highly target-driven, resilient, and comfortable managing multiple high-value negotiations under significant time pressure.
12. Show commitment to MSF’s Principles.
13. Possess excellent writing and editing skills in both English and Swahili.
14. Demonstrate strong results and quality orientation.
15. Exhibit a service-oriented approach.
16. Show initiative and innovation.
17. Be a strong team player and cooperative.
18. Demonstrate leadership qualities.
19. Possess skills in people management and development.
20. Be proficient in networking and building relationships.
21. Have security awareness and management skills.
22. Uphold high ethical standards and a commitment to protecting individual data and furthering MSF’s mandate.