Corporate Sales Director

Overview

Collaborate with outside organizations, representing the Rockets in efforts to generate new partnerships. Focus on generating significant new business in sponsorship sales.

Responsibilities

• Demonstrates our One Team philosophy of Passion, Accountability, Customer Focus, and Teamwork
• Cultivate new corporate partner relationships with local, regional, national and international brands to secure new sponsorship revenue through prospecting, negotiating and closing partnership agreements across a diversified book of business
• Possess a clear understanding of the partnership sales process : prospecting, needs analysis, proposal development, presentation skills, negotiation and contracting process
• Achieve and surpass individual and department new business sales goals
• Identify industries, organizations and emerging categories to grow new partner client list and revenues
• Develop creative strategies to source and connect with key corporate decision makers at the Executive level and establish strong relationships throughout partner companies
• Manage and maintain strong relationships with internal staff across all Departments for collaboration on prospecting and sales opportunities
• Compile information via research and probing of accounts to create customized proposals, presentations, budgets, and for financial or competitive analysis, understanding each company’s business and industry
• Develop written proposals for current or new business prospects; design proposals using a consultative sales style incorporating research of category dynamics and target demographics
• Ability to understand each prospect’s marketing goals and translate effectively into customized business solution opportunities through team and venue assets
• Guide the creation of persuasive presentations that demonstrate the value of the team, arena and market
• Lead contract negotiations and work closely with Team Counsel to finalize agreements
• Work with internal constituents on partner research and data for Departmental needs
• Pipeline management tracking all account history, relationship details and deal points in CRM system (Salesforce) to provide accurate, reliable information for sales forecasts
• Have a clear understanding of all sellable inventory and continuously work to define new sellable assets
• Manage and maintain existing relationships on an annual basis and responsible for renewals and upsells of accounts to contribute to overall Department revenue goals
• Work closely with Corporate Activation team to provide client KPIs and ensure objectives are being met
• Conduct weekly Sales Team meetings with the Sr. Director and Department VP
• Various other duties as assigned by CRO, VP, Executive team and Sr. Sales Director
• Minimum 5 years’ experience in partnership sales and account management, preferably in sports sponsorships, agency, media or closely related field
• 3+ years’ experience in NBA or professional sports preferred
• Strong interpersonal and leadership abilities with excellent communication and presentation skills
• Excellent computer skills with a high proficiency in Word, Excel, PowerPoint, Outlook, and CRM systems
• Must be multi-task oriented with great attention to detail and strong organizational skills
• Ability to adapt to a team player environment, while being able to work independently as a self-starter and demonstrate innovation and initiative
• Must have strong work ethic and be extremely flexible with the ability to handle fast-paced environment with short deadlines
• Must have high level of decision making and accountability
• Experience building relationships with top marketing decision makers at brands and agencies
• Ability to handle multiple customers with high degree of detail
• Must have proven record of success in negotiating and closing business
• Strong knowledge of partnership assets, including signage, media, digital media, hospitality and events / marketing
• Must be able to understand partners’ objectives and look for ways to associate with the Team’s assets
• Must be able to identify and address issues or problems which may arise during relationship / partnership and resolve quickly and effectively
• Must be available to work extended hours, holidays, game nights and events
• Available to travel for client meetings, pitches, team games / events, as needed
• Outgoing, ambitious personality with experience as a skilled presenter and storyteller
• Ability to work successfully with all team departments
• Experience with TV, radio, and print media sales preferred

Physical & Mental Requirements

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