What are the responsibilities and job description for the Senior Director - Partnership Sales position at Tepper Sports & Entertainment?
Position: Senior Director, Corporate Partnerships Sales
Department: Corporate Partnerships
Reports to: Vice President – Corporate Partnerships
Position Summary
The Senior Director of Partnership Sales oversees all aspects of corporate partnership sales revenue for TSE. This role leads the Partnerships Sales Team, responsible for driving new business and partner renewals across the Carolina Panthers, Charlotte FC, TSE Venues—including Bank of America Stadium, Atrium Health Training Facility, Atrium Health Performance Park and any future planned venues—and TSE Live Events. This position and department will collaborate with internal stakeholders, including marketing, ticket sales, operations, finance and other core shared services.
Duties and Responsibilities
- Achieving annual sales goals for Panthers and Charlotte FC
- Manage sales team by activity tracking activity, pipeline/proposal development)
- Work with senior leadership to identify and aggressively target key underperforming categories, as well as the new and expanded categories created by the Bank of America Stadium renovation
- Ensure sales team has the resources necessary for lead gen, consideration, conversion to close (e.g. data, sales collateral, graphics, legal)
- Ensure accountability through direct oversight as well as high level thinking (category analysis and strategy, asset analysis and strategy, etc)
- Manage all renewals, where are led by the sales team – while working closely with Partnership Marketing leaders
- Improve agency relationships and agency business development
- Effectively leverage KORE Software to manage inventory across both properties and balance Panthers and Charlotte FC assets to maximize sell-through and track inventory
- As a key team member of the partnerships leadership team, identify challenges/emerging issues faced by the organization and help develop strategic solutions for corrective action and/or resolution.
- Develop packaging and pricing strategies aimed at simplifying inventory and maximizing revenue.
- Ensure relationships with strategic partners are effectively built and maintained. Identifies and/or creates new opportunities for profitable business growth.
- Work closely with and leverage the company’s business intelligence group to ensure all corporate partnerships are appropriately (and efficiently) strategized, scaled, priced, marketed and sold.
- Collaborate with and leverage the finance group to develop forecasting projections with consistent, accurate and relevant sales revenue, profit, and expense budget models that meet business objectives. Work closely with finance to ensure highly accurate and reliable monthly and annual sales forecasts.
- Partner with the company’s marketing group to ensure marketing and media programs are effectively and efficiently laser geared toward maximization of impact and value for each marketing partner.
- Serve as a key company spokesperson on corporate partnership-related matters, communicating regularly and effectively with all relevant stakeholders.
- Lead and assist with complex presentations, proposals and negotiations.
- Interact regularly with department leaders to ensure the corporate partnership priorities are aligned with TSE’s strategic plan.
- Ensure the Panthers and Charlotte FC brands are used consistently and respectfully within established guidelines.
- Provide effective leadership and management oversight to partnership leaders and their teams. Hire, develop, evaluate, mentor and manage team. Ensure appropriate organization structure(s), level of staffing and build sufficient bench strength. Take active role to ensure leadership development and succession planning goals and objectives are achieved.
Qualifications, Skills and Education
- Bachelor’s degree with an emphasis on business, management, sports, sales or related field.
- 10 years of progressively responsible and relevant experience in corporate partnership sales.
- Proven partnership sales leader with a demonstrated track record of performance and business achievements.
- Exceptional track record of developing and implementing partnership sales strategies that have consistently met or exceeded planned objectives.
- Evidence of being a strategic thinker with the ability to develop and implement processes and plans.
- Evidence of highly developed collaboration, persuasion, relationship building and interpersonal skills that results in the trust from peers, public and private stakeholders and company leadership.
- Strong leadership, planning, management and organizational experience, directing the outcome of multiple, complex projects with high ethical standards.
- Ability to thrive in a collaborative, matrixed environment.
We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, national origin, sex, sexual orientation, age, disability, gender identity, marital or veteran status, or any other protected class.