Vice President, Partnerships - Golf Events

Job Description

To lead the partnership revenue aspect of the IMG Golf Events North America, including identifying, prospecting and closing new title partnerships, sponsorship for existing tournaments and leading in-market sales personnel to meet event revenue targets for respective events. Responsible for creating key commercial relationships and meeting sponsorship and commercial revenue targets.

Key Responsibilities
• Engage in the development of new sellable concepts – identify targets and sell the product.
• Identify and prospect new title partners across all Tours and special event concepts.
• Develop, in collaboration with Event Directors and in-market sales personnel, strategy and action plan for all B2B partnerships with existing tournament businesses.
• Lead in-market sales team members to establish sales targets and guide their progress towards desired results as indirect reports.
• Consistently identify target brands and generate meetings to establish new client relationships.
• Create and deliver sponsorship presentations.
• Perform contractual negotiations with clients through to signature.
• Support and work closely with Senior Management and Event Directors to ensure commercial partnerships are in keeping with the event content.
• Report to the Senior Management team apprising them of all revenues versus targets on a weekly basis
• Maximize all potential revenue to achieve/exceed event targets.
• Responsible for all sponsorship sales and hospitality revenues for the North America region of the Golf Events Division.
• Represent Golf Events North America in internal commercial partnership initiatives.
• Work collaboratively with the central sales function, providing regular reporting and sharing of information and representing the division on the global sales calls
• Ensure that all pipeline and deals are reported and up to date on the CRM system.
• Maintain a good knowledge of competitor events and relevant sponsorships.
• Responsible for being a main point of contact with internal stakeholders across marketing, events, operations, sales and account management.
• Other duties that are within the scope of the role that may be required
• Unusual Challenges or Circumstances e.g. shift(s)/ unsocial hours/ travel etc
• Regular weekend work where you may be required to travel to events in line with existing and prospective Events portfolio.
• Outside of event travel there will be a requirement to travel for meetings as part of the role.

Key Results Areas
• Commercial leadership and delivery of all revenues across portfolio.
• Ensuring annual sponsorship targets are reached/exceeded for the division.
• Delivery of new sponsors to the portfolio.
• Management and retention of existing sponsors.
• Identify and exhaust alternative revenue streams.

Knowledge and Experience
• Established experience in sales / events / sponsorship / sales team management.
• A good knowledge and understanding of brands and how they buy sponsorship.
• A good knowledge and understanding of the start to end sales process.
• A black book of current up to date brand relationships and knowledge of trends.
• Experience of face-to-face meetings, presentation creation and proposal writing.
• Knowledge of lifestyle, sports, arts and entertainment brand landscape.
• Experience managing a small sales team would be preferential.
• A proven track record delivering high value sponsorship deals and generating commercial revenue experience is required.
• A strong proven leadership abilities both commercial and soft skills are required.
• An understanding of digital media and how it can be commercialized.
• Experience working across multiple properties.

Skills & Abilities
• Ability to build long lasting working relationships with internal and external stakeholders.
• Ability to self-direct and motivate and work with minimal supervision
• Confident individual with ability to have a positive impact on the culture of the division.
• A strong team player with ability to understand all elements of the event portfolio.
• Excellent time management skills, ability to work calmly under pressure whilst meeting deadlines.
• Working knowledge of MS Office software, including Word, Excel, Outlook and PowerPoint.
• Strong record of accomplishment in a sales role.
• Ability to fit into an existing organizational structure and culture and deliver great Leadership skills.
• Ability to plan and execute a yearly sales cycle for multiple Events.
• Confident individual with ability to have a positive impact on future direction of the series and demonstrable experience in turning leads into contracted revenue.

Qualifications
• Bachelor's Degree in Business, Communications, Marketing or other related field preferred.
• 7+ years of sales experience required with exposure to sport and/or event sales.

Endeavor is an equal opportunity employer committed to a diverse and inclusive work environment.

Jobcode: Reference SBJ-romw0p-3-143-168-172-42 in your application.