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Director of Partnership Sales - Charlotte

Hornets Sports and Entertainment

Location: Charlotte, NC
Job Status: Full Time
Posted/Updated: 3/12/2018

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Job Description:

The Charlotte Hornets are seeking a Director of Partnership Sales who is a smart, dynamic, creative and experienced sales leader with knowledge of the sports sponsorship landscape. The successful incumbent will secure new marketing partnerships with leading local, regional, national and international brands that serve as a critical revenue stream for the Charlotte Hornets, Spectrum Center and Greensboro Swarm, collectively Hornets Sports & Entertainment (HSE).

The Director of Partnership Sales plays a senior role within the department and collaborates with the team to meet sales goals by cultivating new multi-year and fully integrated marketing partnership programs that provide innovative and compelling solutions to the partner’s unique objectives. You will create high-value proposals that are customized, relevant, integrated, flexible, and serve to change the behaviors and perceptions of the client’s target markets leading to brand awareness, loyalty, and advocacy. The ideal candidate is a competitive, passionate, high-energy, self-starter that has the wherewithal to identify, connect with and successfully secure meetings with top-level decision makers.


-Meet/exceed annual revenue goals across all HSE properties.
-Close new six-figure/seven-figure multi-year partnership deals by following established partnership sales process and system.
-Meet with existing and new prospective clients to discuss enhancing current business opportunities or creating new ones.
-Understand the nuances and high-reaching dynamics of sponsorship sales and demonstrate the Hornets’ brand differentiation in securing partnerships.
-Collaborate with VP to organize and direct sales strategies to insure maximum efficiency and effective coverage of key categories, market segments and industry sectors.
-Identify potential, creative new streams of sponsorship revenue and strategically cultivate C-Level relationships within defined categories to secure deals.
-Be partner-focused, conduct a thorough needs analysis and work in partnership with prospects, VP Partnership Sales and various departments within the Hornets organization to successfully shape a prospective deal to fit partner’s unique objectives.
-Exhibit a solution-based approach that maximizes the value proposition and create compelling, innovative sponsorship programs and assets targeted toward specific marketing objectives.
-Convey a sophisticated understanding of research and analytics that express and enhance ROI to partners.
-Develop and present dynamic sales presentations for new business prospects that incorporates visual storytelling, relevant data, customized research, a clear understanding of the prospective partner’s marketing goals and customized activation solutions that align.
-Ensure efficient and smooth contracting process across all partners by creating, reviewing, editing and negotiating partnership contracts in a timely manner – following through to a fully executed contract.
-Lead successful account transition to activation team on new business closed, ensuring that all elements of the agreement are delivered in a first-class manner in accordance with the philosophy of the franchise and within the provisions of the contractual obligations of the organization.
-In select circumstances, collaborate with Partnership Activation team and/or lead identified partner renewal efforts.
-Provide timely and accurate records of sales efforts both to leadership and within CRM system detailing sales activity, sales performance, appointment recaps, and prospecting activities.
-Practice and teach excellence in both sales skills/process and customer relationship building practices.
-Use creativity and resourcefulness to identify and/or design new and innovative platforms and programs for team to monetize.
-Other duties as assigned by Manager.


To perform essential job functions, the successful candidate with demonstrate the following competencies:

-A minimum of 5-7 years’ experience in sponsorship sales or related field such as sales, brand strategy, business development, etc. with a provable track record of success.
-Bachelor’s degree in Business Administration, Marketing or related field from an accredited college or university (MBA is preferred).
-Possess consistent track record of selling and fostering sizable, long-term partnerships through a thoughtful, forward-thinking, structured and focused approach to the market.
-Extensive knowledge of current best-in-class sponsorship practices and principles related to the sale, negotiation, implementation and execution of contractual obligations.
-Manage multiple and diverse staff members, leading by example, inspiring accountability and serving as a mentor to both the sales staff and other less experienced members of the department.
-Ability to apply skills and critical thinking to contribute to the success of organization priorities that may lie outside of the corporate partnership/sponsorship function, use sound judgement and demonstrate good high-level decision-making.


-Excellent leadership and business principles to support leadership in strategic planning, operations, reporting, and budgeting, marketing, employee relations and staffing.
-Possess a high-level of personal integrity, strong professional work ethics, desire and willingness to continue to improve personally and professionally.
-Exceptional communication skills; participate well in a team environment, communicate well with people at various levels, to include C-Level, and be able to develop strong working collaborations, with co-workers and other organizations.
-Utilize a high-touch, responsive personal style and communicate in an articulate, open, and genuine manner that engenders trust with all constituents.
-Must be an aggressive, self-motivated teammate who has the drive and ability to focus on both team and individual revenue goals, as well as, department and organizational objectives and have the ability to align and prioritize these goals over individual interests.
-Excellent research, organizational, listening, learning, creative, written and verbal communication skills, including strong public speaking and presentation skills.
-Flexibility to work necessary hours including evenings, weekends and holidays for games and events, as needed, and occasional travel is required.


We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.


Qualified candidates should apply online at prodigysports.net/job-board. No phone calls please.

For any additional questions, please email info@prodigysports.net.


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