Summary
Overall responsibility for developing, maintaining, and increasing revenues and corporate partners.
Essential Duties and Responsibilities include the following. Other duties may be assigned.
- Plan, organize, direct and control the execution of company programs to generate increased revenues and through Corporate Partnership Development Managers to achieve individual and department sales goals and ensure the proper training by performing the following duties.
- Oversee department responsible for recognizing opportunities and closing fully integrated corporate partnership agreements with local, regional and national companies consisting of television & radio advertising, digital, content, social, arena signage, and promotions.
- Invest in relationships entertaining corporate decision-makers and influencers at Blue Jackets games, Nationwide Arena events and other events outside of daily office hours.
- Help Vice President of Corporate Partnerships assess and establish departmental pricing and packaging guidelines annually and ad hoc as necessary.
- Help identify and develop new business categories, inventory, and prospect targets.
- Help Vice President of Corporate Partnerships monitor the competitive marketplace, benchmarking industry best practices and evaluating opportunities to utilize and implement when appropriate.
- Engage and collaborate with other internal departments to ensure communication, maximize synergies and align with key strategic initiatives.
- Work closely with the executive leadership within corporate partnerships in the creation, implementation, management and annual analysis of strategic sponsorship retention plans, policies, procedures and practices.
- Manage the prospects, negotiations, and sales of Corporate Partnership Development Managers and all major accounts. Proactively access Development Managers sales process while leading weekly sales meetings and 1x1s with the respective Development Managers.
- Develop business strategies for sales and renewals of corporate partnerships.
- Maximize revenue for the arena and other initiatives. Develop new partnership opportunities.
- Leverage brand enhancing partnerships in the marketplace.
- Interface with broadcasting, accounting, marketing and ticket sales on internal systems related to sponsorship production, advertising inventory, cross-promotional obligation and internal accounts payable/receivable.
- Produce sponsorship sales materials for brochures, sales sheets, sponsorship pages on team Website, custom Power Point presentation for sponsors.
- Partner with leadership and cross-functional teams to develop, manage, and grow corporate partnership revenue associated with the organization's regional sports network, including integrated broadcast, digital, and content-driven sponsorship opportunities. Identify new revenue streams, maximize existing partner investments, and develop innovative, multi-platform solutions that strengthen advertiser relationships and drive incremental revenue across the network and broader organization.
- Ability and willingness to work nights/weekends/holidays as needed.
- Work closely with the CBJ Business Intelligence department for the opportunity to monitor daily, weekly and monthly performance reports and activity with the implementation of KORE/CRM.
Supervisory Responsibilities
Directly supervises Corporate Partnership Account Executives. Responsibilities include interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.
Competencies
To perform the job successfully, an individual should demonstrate the following competencies:
Communications - Expresses ideas and thoughts verbally; expresses ideas and thoughts in written form; exhibits good listening and comprehension; keeps others adequately informed; selects and uses appropriate communication methods.
Planning/Organizing - Prioritizes and plans work activities; uses time efficiently; plans for additional resources; sets goals and objectives; organizes or schedules other people and their tasks; develops realistic action plans.
Achievement Focus - Sets and achieves challenging goals; demonstrates persistence and overcomes obstacles; measures self against standard of excellence; recognizes and acts on opportunities; takes calculated risks to accomplish goals.
Business Acumen - Understands business implications of decisions; displays orientation to profitability; demonstrates knowledge of market and competition; aligns work with strategic goals.
Sales Skills - Achieves sales goals; overcomes objections with persuasion and persistence; initiates new contacts; maintains customer satisfaction; maintains records and promptly submits information.
Leadership - Exhibits confidence in self and others; inspires and motivates others to perform well; effectively influences actions and opinions of others; accepts feedback from others; gives appropriate recognition to others.
Managing People - Includes staff in planning, decision-making, facilitating and process improvement; takes responsibility for subordinates' activities; makes self available to staff; provides regular performance feedback; develops subordinates' skills and encourages growth; solicits and applies customer feedback (internal and external); fosters quality focus in others; improves processes, products and services.; continually works to improve supervisory skills.
Qualifications
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Education and/or Experience
Bachelor's degree in Business Administration or Sports Management required preferred; 7 years of experience in professional sports corporate partnership sales; 3 years of experience in managing corporate sales staff; or equivalent combination of education and experience.
Computer Skills
To perform this job successfully, an individual should be proficient in Microsoft Word, Excel, Outlook, and PowerPoint.
Physical Demands and Work Environment
The physical demands and work environment described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this Job, the employee is regularly required to sit and talk or hear. The employee is occasionally required to stand and walk.
The noise level in the work environment is usually moderate.
We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, national origin, sex, sexual orientation, age, disability, gender identity, marital or veteran status, or any other protected class.