What are the responsibilities and job description for the Director, Corporate Partnership Sales position at Sporting Kansas City?
Job Description Summary
The Director, Corporate Partnership Sales, leads Sporting Kansas City's corporate partnership new business sales function. Reporting to the Vice President, Corporate Partnerships, this individual is responsible for developing and executing the department's sales strategy while leading the new business sales team and managing a personal portfolio of high-value partnership opportunities.
This role is accountable for team revenue performance, pipeline development, forecasting, sales execution, and talent development. The Director, Corporate Partnership Sales will cultivate executive-level relationships, create customized partnership solutions, and position Sporting KC as a strategic business partner that delivers measurable marketing and business outcomes.
The ideal candidate is an accomplished consultative seller, experienced people leader, and strategic thinker with a proven ability to generate revenue, develop talent, and build long-term corporate partnerships.
Sporting Kansas City is an equal opportunity employer. We celebrate diversity and equity and are committed to creating an inclusive environment for all associates. All associates are expected to positively collaborate with individuals of diverse backgrounds. We encourage all talented individuals looking for a challenge to apply.
This role is accountable for team revenue performance, pipeline development, forecasting, sales execution, and talent development. The Director, Corporate Partnership Sales will cultivate executive-level relationships, create customized partnership solutions, and position Sporting KC as a strategic business partner that delivers measurable marketing and business outcomes.
The ideal candidate is an accomplished consultative seller, experienced people leader, and strategic thinker with a proven ability to generate revenue, develop talent, and build long-term corporate partnerships.
Sporting Kansas City is an equal opportunity employer. We celebrate diversity and equity and are committed to creating an inclusive environment for all associates. All associates are expected to positively collaborate with individuals of diverse backgrounds. We encourage all talented individuals looking for a challenge to apply.
Revenue Generation & Business Development
- Achieve individual new business revenue goals while leading the sales team to exceed annual revenue targets.
- Develop and execute the overall new business sales strategy, including target industries, account prioritization, prospecting, and resource allocation.
- Build and maintain a diversified pipeline of qualified prospects across local/regional/national markets.
- Lead the full sales cycle from prospecting through negotiation, contracting, and transition.
- Build executive-level relationships with corporate decision-makers, agencies, and key stakeholders.
- Develop customized partnership solutions utilizing Sporting KC assets, media, hospitality, community initiatives, digital platforms, and business development opportunities.
- Represent Sporting KC at business meetings, networking events, industry conferences, and other external engagements.
Sales Leadership & Team Management
- Lead, coach, and develop the Corporate Partnerships new business sales team.
- Establish performance expectations, sales objectives, prospecting standards, and accountability measures.
- Conduct regular pipeline reviews, forecast meetings, performance evaluations, and coaching sessions.
- Provide strategic guidance throughout the sales process and participate in key presentations and negotiations.
- Recruit, onboard, develop, and retain high-performing sales professionals.
- Foster a culture of accountability, collaboration, continuous improvement, and high performance.
- Recommend improvements to sales processes, team structure, training, and incentive programs.
Sales Strategy, Pipeline & Forecasting
- Own the accuracy of the new business pipeline and revenue forecast.
- Monitor sales performance using CRM data to improve productivity and forecasting accuracy.
- Ensure CRM compliance, pipeline integrity, and timely reporting.
- Develop prospecting strategies, target account plans, and category analyses.
- Monitor sponsorship trends, competitive activity, and emerging market opportunities to refine sales strategy and best practices.
Partnership Development & Cross-Functional Leadership
- Collaborate with internal departments to develop creative, executable partnership solutions.
- Ensure proposals align with partner objectives and organizational capabilities.
- Lead successful handoffs of new partners to Partnership Marketing team.
- Support strategic initiatives, major presentations, and departmental priorities while protecting the long-term value of Sporting KC's partnership assets.
Matchday & Event Responsibilities
- Attend Sporting KC home matches and assigned Club events.
- Host prospective partners and key stakeholders.
- Utilize matchdays and events to cultivate relationships and advance business opportunities.
- Conduct venue tours and showcase partnership assets and hospitality offerings.
- Support activations, hospitality programs, and other event-related responsibilities as needed.
Leadership Competencies
- Proven sales leadership and coaching ability.
- Demonstrated success closing complex, high-value partnerships utilizing a consultative, solution-oriented selling style.
- Strong executive relationship-building and negotiation skills.
- Excellent communication and presentation abilities with a strategic, analytical, and results-driven mindset.
- High integrity, professionalism, emotional intelligence, and organizational skills.
- Collaborative leadership style with the ability to influence across departments.
- Adaptability and resilience in a fast-paced sports and entertainment environment.
Education & Experience
- Bachelor's degree preferred; equivalent professional experience considered.
- Five or more years of progressive experience in corporate partnerships, sponsorship sales, business development, media sales, or related fields.
- Sports and entertainment industry experience preferred.
- Prior experience leading or mentoring sales professionals preferred.
- Proven record of exceeding revenue goals through consultative sales.
- Experience selling customized, multi-platform marketing solutions.
- Existing regional and national business relationships preferred.
- Experience with CRM Platforms (i.e. Salesforce, LinkedIn Sales Navigator, etc.) along with standard demographic research tools (i.e. Scarborough, SponsorUnited, etc.).
- Proficiency in Microsoft 365.
Physical Requirements
- Ability to work in office, stadium, and event environments with the ability to travel as required.
- Ability to occasionally lift up to 25 pounds.
- Ability to work evenings, weekends, holidays, and all matchdays.
Additional Responsibilities
- Represent Sporting Kansas City professionally at all times.
- Maintain confidentiality of sensitive information.
- Comply with Club policies and procedures.
- Perform other duties as assigned.