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Director of Corporate Partnerships

2 months ago

Rochester, New York, United States teamworkonline Full time

Summary

The Director of Corporate Partnerships will be responsible for leading and overseeing the Rochester Americans, Rochester Knighthawks, and Blue Cross Arena business development department. This incumbent will be responsible for driving revenue growth and establishing mutually beneficial partnerships for the organization. This position will be responsible for generating and developing new as well as existing corporate partnership opportunities and revenue for Rochester Americans, Rochester Knighthawks, and Blue Cross Arena. In addition to negotiating and re-negotiating specific benefits to be included in and the investment of the sponsorship, suite, and ticket packages. This role will oversee the department's activation strategy and efforts to ensure the understanding and execution of each corporate partnership agreement. This position will work cohesively with other departments of the organization to develop and execute corporate partnership campaigns and activations, that generate meaningful corporate relationships and revenue for the organization. This role requires a strategic individual who can collaborate and lead across departments, while building meaningful relationships with brands and organizations in the community. This position will report into the VP of Business Operations.

Duties & Responsibilities

  • Direct and manage all aspects of the business development department in Rochester
  • Work with leadership on short and long-term development efforts and optimization of corporate revenue and staffing for business development department
  • Tactical planning for growth of the business development department and staff through continued development, coaching, and training
  • Continuously review business processes and make improvements to workflows and operations of business development department as needed
  • Research and identify corporate partnership prospects locally, regionally, and nationally within key open and emerging categories
  • Lead and direct ongoing corporate partnership presentations with internal and external partners; develop meaningful and positive relationships with corporate partners to execute against short and long-term strategic business development plans
  • Prospect, conduct sponsorship presentations / meetings, and close corporate partnerships in support of individual and department revenue / sales goals for organization
  • Strategic planning to enhance and renew corporate partnerships for organization
  • Oversee the development and implementation of marketing strategies for new business, renewals and growing existing corporate partnerships
  • Build strong, meaningful relationships with existing partners by delivering a high-level of customer service
  • Manage and oversee all corporate partnerships, renewals, and the retention effort, including proposals, planning, execution, customer service strategy, entertainment plans and proof of performance for the department
  • Oversee servicing team and all partnership fulfillment and execution of all corporate partnership agreements
  • Work collaboratively with other departments to improve performance, communication, corporate partner offerings and shared capabilities
  • Collaborate with departments to develop and create new inventory to support new revenue streams for the organization
  • Maintain weekly internal and league reports including prospect tracking, account / revenue / financial status, and relevant partner interaction
  • Manage, plan, and direct budget and forecast for business development department
  • Strong focus on relationship sales, development, customer retention and satisfaction
  • Other duties as assigned by VP of Business Operations as determined by business needs

Minimum Qualifications for the Position

  • Bachelor's degree required with preferred areas of study including sales, marketing, business, or sports management
  • 5+ years' experience in business development / corporate sponsorship sales, marketing, media, or advertising
  • 3+ years' experience leading, coaching and developing a team
  • Proficiency in Microsoft Office required
  • Knowledge of KORE / Microsoft Dynamics CRM is a preferred
  • Knowledge of corporate sales prospecting platforms is a plus
  • Ability to demonstrate consistent history of generating corporate partnership / sponsorship revenue
  • Experience developing and selling fully integrated corporate partnership / sponsorship packages utilizing a variety of assets including (i.e., in-venue, digital media, broadcast media, social media assets, etc.)
  • Experience developing impactful sales presentations, promotional campaigns, proposals and handling associated contract negotiations
  • Ability to work non-traditional hours including evenings, weekends, and holidays as needed

Critical Competencies

  • Effective and strong writing, verbal / communication, and presentation skills
  • Ability to thrive in highly visible, high-pressure environment
  • Strong attention to detail, grammar, and proofreading skills
  • Must be dependable, willing to take initiative and adapt to a variety of situations
  • Possess strong time management, organizational, problem-solving, and critical thinking skills
  • Ability to work independently and in a group setting
  • Track record of developing talent and building strong team culture across all levels of the organization
  • Building Collaborative and Meaningful Relationships – The ability to develop, maintain, and strengthen corporate partnerships with others inside and outside of the organization
  • Developing Others – Willingness to delegate responsibility of work to others and coach them to develop their capabilities
  • Empowering Others – Conveying confidence in employee's ability to be successful, especially at challenging new tasks
  • Fostering Teamwork – As a team member, the ability and desire to work cooperatively with others on a team; as a team leader, interest, skill, and success in getting groups to work together cooperatively
  • Results Orientation – Focusing on desired end results of one's own or one's units work; setting challenging goals, focusing effort on the goals, and meeting or exceeding them.
  • Personal Accountability – Takes responsibility for the results and future direction of the organization.

Compensation

The range for this role is $98,269 to $135,119. NOTE: Wages will be determined based on factors such as candidate experience, qualifications, skill set and internal equity.

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Rochester Hockey, LLC is an Equal Opportunity Employer