FUNCTION
The Sr. Partnership Development Director is a department head with responsibility for overseeing every aspect of the sponsorship sales process at Churchill Downs Racetrack, through direct selling as well as managing other salesperson(s). This includes, but is not limited to: identifying potential sponsorship candidates, conducting outreach, preparing and delivering proposals, negotiating contracts and closing deals. The Partnership Development Director will also have responsibility for renewals.
SPECIFIC DUTIES AND RESPONSIBILITIES
ESSENTIAL DUTIES AND RESPONSIBILITIES include, but are not limited to the following:
- Developing significant new clients by leveraging his/her existing network of contacts.
- Establishing new client relationships utilizing various sales strategies including research, cold calls, site visits, and/or outside sales.
- Serving as a direct liaison between Churchill Downs Racetrack and all assigned corporate sponsor constituents, predominantly mid to upper tier clients. Must be able to effectively communicate with senior-level executives and be comfortable serving in this critical role without hesitation.
- Representing Churchill Downs Racetrack at networking events and attending various business and association meetings.
- Achieving personal sales revenue goals through active prospecting, identifying new business opportunities, and closing deals.
- Mentoring and coaching the Partnership Development sales staff, and inspiring him/her/them to perform at high capacity and achieve sales revenue goals.
- Actively and enthusiastically selling and promoting Churchill Downs Racetrack as a sponsorship opportunity.
- Interacting with the Legal department to successfully negotiate sponsorship contracts.
- Developing/supervising the development of customized proposals tailored to the client’s business objectives.
- Utilizing excellent interpersonal and service skills to build and develop mutually beneficial relationships with customers.
- Collaborating with all departments to ensure complete customer and guest satisfaction as it relates to all sales and related events.
- Initiating ongoing communication and providing support as needed to the Partnership activation, fulfillment, and other teams as needed.
- Effectively communicating client needs to all team members as appropriate to ensure complete fulfillment and success.
- Providing exceptional customer service at all times.
- Supporting all opportunities and leadership requests as needed.
- Championing corporate sponsor objectives.
- Performing other duties as assigned.
SUPERVISORY RESPONSIBILITIES
This position is responsible for the day-to-day management and professional development of the Partnership Development staff, as well as additional seasonal team member(s) and/or intern(s) as needed.
EDUCATION, TRAINING, AND EXPERIENCE
- Bachelor's degree (B. A.) from four-year college or university in Marketing, Sports Administration or related field. Master’s Degree a plus.
- Four (4) to eight (8) years related experience in sports sponsorship sales, with progressive revenue and management responsibilities. Longer tenured experience a plus.
- Proven track record of successfully closing multiple complex sponsorship deals valued at no less than mid-six-figures annually. Candidates absent this proof will not be considered.
- Solid network of national/international business contacts relevant to the objectives of this position.
- Exceptional organizational and project management skills with an ability to handle multiple assignments in a fast-paced environment with tight deadlines.
- Ability to exercise sound business judgment and generate effective solutions quickly.
- Excellent interpersonal and communication skills, as well as demonstrated professionalism and diplomacy.
- Strong PC skills, including Microsoft Office Suite.
- Team player spirit with an exceptional customer service attitude.
- Deep-running passion for sports and sponsorships.
- Ability to work flexible hours, including some weekends and evenings.
PHYSICAL DEMANDS
The physical demands 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; use hands to finger, handle, or feel; and talk or hear. The employee frequently is required to stand, walk, and reach with hands and arms. The employee is occasionally required to stoop, kneel, crouch, or crawl. The employee must frequently lift and/or move up to 10 pounds and occasionally lift and/or move up to 25 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and ability to adjust focus.
The noise level in this work environment is usually low to moderate.
Churchill Downs encourages diversity in the workforce.
EOE
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