Director, Key Partnerships

Director Of Key Partnerships

JMI Sports is seeking an experienced sales leader to direct the Key Partnerships team, focused on nurturing and growing the property's portfolio of existing partners wishing to maximize their relationship with the University of Pittsburgh Athletic Department.The Director will oversee a team responsible for renewals, actively participating in sales and delivering revenue, while also managing activation and fulfillment of deliverables to satisfy contract terms and exceed partner expectations. This role will serve as part of the property sales leadershipteam, developing annual strategies for retention and growth. The right candidate will excel at working collaboratively with new business sales and the University to achieve overall property success. Strong relationships with senior level marketing executives with national/regional brand decision makers is critically important. Must be extremely comfortable in a fast-paced, entrepreneurial environment.

This full-time position is located in Pittsburgh, PA and is not eligible for remote work. JMI Sports is an Equal Opportunity Employer seeking diverse, qualified candidates to join our team. We offer competitive salary, commensurate with experience, and a generous benefits package that includes: medical, dental, vision, life and disability insurance, paid vacation and an employer sponsored 401k plan.

Responsibilities

Sales

• Manage team to achieve annual revenue goals by successfully executing renewals, driving upsells to cover for attrition, and ensuring all contractually obligated deliverables are provided to secure contracted revenue
• Collaborate with property stakeholders and company leadership on priorities and approach to the market
• Work with sales leadership to develop annual Go To Market analysis and strategy, including identifying opportunities for upsales and leveraging new property assets
• Ensure the maximization of Property sponsor upsale opportunities, both mid-season and during annual renewals
• Maintain relationships with brand decision makers and affiliated agencies by leveraging relationships, networking, and implementing targeted outreach
• Ideate, develop, and pitch strategic marketing platforms to existing partners
• Manage ticketing tracking, distribution, and cost controls
• Oversee the management, coordination, and implementation of hospitality events and gameday initiatives
• Engage in consultative sales strategies that focus on objective-based programming and exceed the needs of the client
• Negotiate and close sponsorship deals and work with management through contract execution
• Represent the Property at community and networking engagements
• Collaborate with New Partnerships and property leadership for seamless transition of relationships from first year to subsequent years of partnership relations

Partnership Activation

• Collaborate cross-functionally with property staff, sponsors, vendors, and appropriate university personnel to ensure excellent implementation of sponsorship and full contract fulfillment
• Manage the development and presentation of professional activation execution plans to deliver on contract obligations including coordination with partners, University, venue, and Athletic Department staff
• Manage activation and fulfillment of all deliverables on behalf of the Property to satisfy partnership contractual terms, identify opportunities to expand partnerships, and leverage bonus assets and relationships to further increase revenue growth across the Property's portfolio of existing partners
• Oversee the management, coordination, and implementation of hospitality events and gameday initiatives
• Manage development and distribution of year-end recap decks and renewal/upsell presentations
• Oversee the management, coordination, and implementation of hospitality events and gameday initiatives Manage ticketing tracking, distribution, and cost controls

Team Management

• Recruit, train and manage Key Partnerships sales staff
• Monitor direct reports' progress to goal and coach as needed to ensure revenue targets are achieved
• Manage team account assignments balancing renewal load with activation volume

General

• Serve as the Property lead on CRM use and data management to ensure accurate recordkeeping following Company standards for use and system hygiene
• Manage property inventory, both overseeing master records of availability and sell-throughs as well as serving as the Property lead on submitting and managing inventory and rate card creation in CRM
• Daily engagement with CRM including maintaining detailed records of sales activity and sponsor communication
• Support budget development and annual reforecasting of expense needs
• Manage vendor relationships for all property activation and operations obligations, including negotiating pricing and managing to budget
• Manage the review, submission, and tracking of all third party invoices for property expenses
• Review monthly General Ledgers for accuracy of expense impacts and support property leadership in controlling costs
• Implement best practices as established by the Company to drive effective and competitive sales and fulfillment strategies
• Consistently demonstrate a commitment to team collaboration and overall property success
• And other duties as assigned

Qualifications

• 5 - 7 years relevant experience in sports marketing, event planning, sales, or a related field
• Interest in and working understanding of college athletics
• Experience implementing events and/or sponsor activations
• Understanding of sponsorship sales, event marketing and activation, as well as media/advertising buys that include content development and distribution for radio, television, websites, digital and social media
• Experience in developing, pricing and managing sales of bundled assets
• Excellence in pitching, negotiating and closing six and seven figure sponsorship deals
• Ability to communicate value of sponsorship vs. pure media as a marketing solution
• Success quickly earning trust, developing strong peer level relationships and working in a team environment
• Ability to recruit, manage, motivate and retain top-notch sales talent
• Excellent written and verbal communication skills
• Highly proficient in Microsoft Office
• Great attention to detail and accuracy
• Applicants with experience using a comprehensive CRM system, particularly KORE, are preferred

About JMI Sports

JMI Sports is a leading media rights and venue development company that provides management of collegiate multimedia rights, sponsorship sales agency representation, and project management expertise for the development of collegiate and professional sports facilities. The company serves to maximize each client's economic potential through customized initiatives, from marketing and branding solutions to facility design strategies. JMI Sports' signature collegiate multimedia rights partnerships include the University of Kentucky, UCLA, the University of Pennsylvania, the University of Pittsburgh, Harvard University, Columbia University, San Diego State University, University of California at San Diego, University of San Diego, and joint-venture properties at the University of Georgia (with Learfield), University of Notre Dame (with Legends), and Northwestern University (with Legends). JMI Sports also represents multimedia rights for several conferences, including the Ivy League, the Mid-American Conference, the Mountain West Conference, the Patriot League, and the Atlantic 10, and serves as third-party sales representation for premier sports properties, venues, and events including Rupp Arena at Central Bank Center, the Rose Bowl, the Penn Relays, and USA Volleyball. JMI Sports was founded in 2006 by CEO Erik Judson and technology entrepreneur John Moores, former owner of the San Diego Padres.