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Who We Are:IMG is a global leader in sports, fashion, events and media. The company manages some of the world’s greatest athletes and fashion icons; owns and operates hundreds of live events annually; and is a leading independent producer and distributor of sports and entertainment media. IMG also specializes in licensing, sports training and league development. IMG is a subsidiary of Endeavor, a global sports and entertainment company.Endeavor is a global sports and entertainment company, home to the world’s most dynamic and engaging storytellers, brands, live events and experiences. The company is comprised of industry leaders including entertainment agency WME; sports, fashion, events and media company IMG; and premier mixed martial arts organization UFC. The Endeavor network specializes in talent representation, sports operations & advisory, event & experiences management, media production & distribution, experiential marketing and brand licensing.
Job Title: Senior Director, Global Partnerships
Department: Global Partnerships – IMG Events
Main Purpose of Job: The Senior Director of Global Partnerships will be responsible for developing sponsorship opportunities for IMG Events throughout the US. This role will build business across the broader portfolio.
Reports To: Senior Vice President, Global Partnerships NA & MD, Canada
Hours of Work: As required, Monday to Friday, to fully discharge all duties and responsibilities, generally 9-5:30.
Contract Type / Length: Permanent
Location: New York
Key Responsibilities and Accountabilities
- To maximise sponsorship sales by creating new relationships & opportunities across the IMG Events portfolio.
- Consistently identify target brands and generate face-to-face / virtual meetings to establish new client relationships.
- Create and deliver sponsorship presentations using existing templates.
- 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.
- Maximise all potential revenue to achieve/exceed event targets.
- Work with sponsorship account managers to ensure successful delivery of contract and work towards renewal.
- Work collaboratively with the wider IMG sales team to help teach and support.
- 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.
- Weekly / Monthly forecasting and reporting to senior divisional management within Strategic Partnerships.
- Management of internal stakeholders across marketing, events, operations, sales and account management.
- Contribute to the business development function of the Events group which could include identifying new or existing properties for acquisition, third party representation or launch.
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 the IMG Events portfolio.
- Outside of event travel there will be a requirement to travel for meetings as part of the role.
Key Results Areas
- Contributions to a portfolio of US focused properties including but not limited to: Barrett-Jackson, Escape from Alcatraz Triathlon, Frieze (LA & NY), Honda Classic, Miami Open, PBR, PNC Championship, Real Madrid and other soccer related properties, SailGP & US Open of Surfing.
- Development of head office relationships in the US for cultivation and delivery of global sponsorship.
- Commercial leadership and delivery of sponsorship revenue across portfolio.
- Ensuring annual sponsorship targets are reached/exceeded for the divisions in question.
- Delivery of new sponsors to the portfolio.
- Management and retention of existing sponsors.
- Identify and exhaust alternative revenue streams.
PERSON SPECIFICATION
Knowledge and Experience
- Extensive experience in sales / events / sponsorship.
- 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 team would be preferential.
- A proven track record delivering high value sponsorship deals and generating commercial revenue experience is required.
- Strong proven leadership abilities both commercial and soft skills are required.
- An understanding of digital media and how it can be commercialised.
- Experience working across multiple properties.
Skills & Abilities (Personal and Professional)
- Ability to network and maintain relationships with internal and external stakeholders.
- Confident individual with ability to have a positive impact on the culture of the division.
- Team player with ability to understand all elements of the event portfolio.
- Ability to handle pressure, remain professional and stay calm when dealing with difficult situations.
- Excellent time management and prioritisation skills.
- Strong record of accomplishment in a sales role.
- Ability to manage up as well as down.
- Ability to fit into an existing organisational 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.
Endeavor unites and brings people together in our love of sport, culture, and entertainment. We understand this can only be accomplished when we lead with a lens of diversity, equity, and inclusion in everything we do. As a global company that drives culture, we strive to reflect the world’s diverse voices.
Endeavor is an equal opportunities employer and encourages applications from suitably qualified and eligible candidates regardless of sex, race, disability, age, sexual orientation, or religion or belief.
Per local requirements and in the interest of transparency, the range shown below reflects the prevalent current hiring range for this position. Hiring pay rates are based on a number of factors, including location and may vary depending on job-related qualifications, knowledge, skills and experience. Endeavor strives to provide locally competitive rewards packages, which include base rate along with, as applicable, short- and long-term incentives, growth and developmental opportunities, and robust benefits, such as health care, retirement, vacation and other paid time off, and additional offerings.
Hiring Range Minimum:$150,000 annually
Hiring Range Maximum: $200,000 annually