Vice President, Corporate Partnerships Sales

Amaze, Inspire, Unite

Job Summary:

The Vice President, Corporate Partnership Sales is responsible for developing and executing the corporate partnerships sales strategy in line with business objectives and departmental goals for the Detroit Tigers, Detroit Red Wings, 313 Presents and the District.  This person collaborates across the organization with multiple departments, including building operations, finance, human resources, legal, marketing, among others. Responsible for delivering a best-in-class partnership sales experience results that drive long term  revenue growth and profits.

Key Responsibilities:

• Curate new strategic client relationships that result in revenue as well as upsells to current clients.
• Responsible for the preparation and implementation of a strategic plan for sponsorship sales, including but not limited to: projecting, managing and delivering revenue and expense budgets, ensuring timely execution and focusing on an immediate and long-term business plan.
• Responsible to creating, closing and maintaining “Landmark partnerships”.
• Develop, demonstrate and maintain a strategic prospecting strategy to create new sales opportunities and align appropriate resources to pursue the same in support of the department’s business objectives.
• Establish a presence and relationship with the League Corporate Partnership leaders at both the NHL & MLB.
• Establish a presence and relationship with the key decision makers at IS+E’s top 15 clients.
• Establish a presence and relationship with key community leaders.
• Create relationships and establish trust with the IS+E Leadership Team.
• Establish the organization’s pricing and available inventory of sellable sponsorship assets to ensure the corporate partnerships department is positioned to maximize is revenue potential.
• Create goals and objectives for the sales team in line with business objectives and departmental goals designed to improve revenues and profits.
• Ensure relationships with strategic partners are effectively built and maintained. Identify and/or creates new opportunities for profitable business growth.
• Build, develop and maintain a competitive, forward facing, best in class sales team.
• Develop a tech driven culture allowing for strategic and targeted decision making and deployment of resources.  Tools used include CRM, Tableau, Power BI, Sponsor United, YouGov, etc.
• Utilize  dynamic reporting dashboards and real time progress to measure against department objectives.
• Assist in creating a proactive and integrated sales process strategy that increases internal visibility to sponsor proposals for more collaborative and ultimately more efficient approval of pitches.
• Promote a culture of high performance and continuous improvement that values learning and a commitment to quality.
• Collaborate across the Sports & Entertainment organization with multiple departments, including building operations, finance, marketing, sales, human resources, legal, among others.
• Mentor and develop staff using a supportive and collaborative approach on a consistent basis.   Demonstrate a leadership approach/style that promotes the values of the organization.
• Manage a Talent Management program to identify key talent, strengthen skills to increase output, make adjustments where necessary, build a pipeline of candidates.
• Help define our value proposition to be used to sell available resources.
• Research current and projected industry best practices and trends to ensure sales strategies are competitive within the market.
• Foster productive relationships with corporate partnership colleagues across Sports & Entertainment to understand marketplace trends and best practices.
• Assist in ensuring contracts are executed in a timely manner following developed guidelines; ensuring coordinated distribution and communication between our finance committee, legal, accounting and other pertinent departments.
• Ensure facilitation in the development and maintenance of consistent business relationships with clients and contacts while ensuring high levels of client satisfaction by providing outstanding service and results. 
• Develop and manage the budget for the department, manage profits and losses, and regularly monitor the budget to assist with real time financial projections.
• Create a best in class B2B program to promote top to top relationships amongst our clients, thus adding value to our partnerships, which will result in increased investment and a quicker turn on renewals.
• Work closely with Solutions VP and Activation Leadership to ensure sales strategy, pitches and other revenue generating activities can be fulfilled and executed by the Activation and Solutions Teams.

Required Knowledge, Skills, and Abilities:

• Bachelor’s degree with an emphasis on business, management, sports, sales or related field.
• 10+ years of progressively responsible and relevant experience in corporate partnership sales.
• Local market sales experience.
• Proven corporate partnerships leader with a demonstrated track record of performance and business achievements.
• Exceptional track record of developing and implementing corporate partnership sales strategies that have consistently met or exceeded objectives.
• Evidence of being a strategic thinker with the ability to develop and implement processes and plans.
• Evidence of planning acumen, analytical expertise and long-term strategic outlook with proven results.
• Excellent communication skills
• Demonstrates the ability to manage stressful revenue driven projects and responsibilities.
• Evidence of a successful leadership track record with high ethical standards.
• Evidence of highly developed collaboration, persuasion, relationship building and interpersonal skills that results in the trust from peers, public and private stakeholders and company ownership/leadership. 
• Demonstrated communication effectiveness in all forms and the ability to educate and inform broad audiences with evidence of well-developed influencing, persuasion and negotiation skills.
• Proficient at Microsoft applications. Internet, professional databases.  Evidence of knowledge of current technologies and remain up to date with processes and best practices emerging in the industry.
• Ability to collaborate with internal departments in a genuine, understanding way to determine the correct decisions for the organization.

Working Conditions:

• Irregular and extended hours including nights, weekends, and holidays.
• Exposure to moderate - high noise level.
• Frequent visual/auditory attention.

All items listed above are illustrative and not comprehensive.  They are not contractual in nature and are subject to change at the discretion of Olympia Entertainment.

Olympia Entertainment  is an Equal Employment Opportunity employer. All qualified applicants will receive consideration for employment without regards to that individual’s race, color, religion or creed, national origin or ancestry, sex (including pregnancy), sexual orientation, gender identity, age, physical or mental disability, veteran status, genetic information, ethnicity, citizenship, or any other characteristic protected by law.                                   

The Company will strive to provide reasonable accommodations to permit qualified applicants who have a need for an accommodation to participate in the hiring process (e.g., accommodations for a job interview) if so requested.

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