Director of Corporate Partnership Sales & Activation

About the role

The Director of Sales will plan, direct, and implement sponsorship sales for Save Mart Center, a 15,000-seat multipurpose arena owned by California State University, Fresno. The ideal candidate will have a passion for sales, team leadership, and excellent communication skills, a client-focused mentality, strong work ethic, and an ability to balance many tasks in a fast-paced environment.

Responsibilities

• Establish and deliver on sponsorship sales goals to increase and improve the Save Mart Center profitably while driving annual recurring net revenues.
• Develop and execute sales plans and programs, both short and long range, to ensure the growth and expansion of revenues.
• Research, analyze and monitor financial, technological and demographic factors to ensure that market opportunities are maximized.
• Develop and recommend pricing strategies for the organization that drive sustainable, profitable growth in sponsorship over the short, medium and long run.
• Prepare bi-weekly reports on sales revenue pipeline and projections.
• Utilize the Company’s preferred CRM platform to determine best contacts, strategies, and solutions for prospective sponsors.
• Conduct market analysis and devise strategies for generating new business.
• Develop new accounts, maintain existing accounts, and implement sales strategies to achieve revenue goals and maximize profits for the arena while maintaining client satisfaction.
• Prepare and deliver oral presentations internally and externally as appropriate.
• On occasion, work extended and/or irregular hours including nights, weekends and holidays.

Qualifications

• Bachelor’s degree in marketing, Business Administration or a related field from an accredited four-year college or university.
• Minimum of five (5) years in the field of venue, property or rights holder sponsorship sales; or an equivalent combination of education and experience.
• Demonstrate knowledge and experience in the principles, practices, and terminology of sponsorship sales.
• Strong communication and presentation skills both written and oral, with a proven ability to listen attentively and adapt messaging to different audiences.
• Prioritize and manage multiple projects simultaneously.
• Actively listen to client needs, ask clarifying questions, and translate those insights into tailored sponsorship solutions that align with the client’s business objectives.
• Solve practical problems and deal with a variety of complex variables in selling and servicing sponsor partners.
• Operate a personal computer using Windows 2000, Power Point, Word, Excel, Outlook, and other related standard office equipment.
• Follow oral and written instructions and communicate effectively with others in both oral and written form.
• Build and maintain long-term, consultative relationships with senior-level decision makers to secure high-value, multi-year sponsorship agreements.
• Maintain an effective working relationship with all stakeholders including clients, agencies and employees.

Skills and Abilities

• Knowledge and experience in the principles, practices, and terminology of sponsorship sales.
• Strong communication and presentation skills both written and oral, with a proven ability to listen attentively and adapt messaging to different audiences.
• Proven ability to drive a sale from prospecting and presenting through closing, including experience managing high-level negotiations with C-suite executives and securing large dollar sponsorships.
• Ability to solve practical problems and deal with a variety of complex variables in selling and servicing sponsor partners.
• Operate a personal computer using Windows 2000, Power Point, Word, Excel, Outlook, and other related standard office equipment.
• Follow oral and written instructions and communicate effectively with others in both oral and written form.
• Build and maintain long-term, consultative relationships with senior-level decision makers to secure high-value, multi-year sponsorship agreements.
• Maintain an effective working relationship with all stakeholders including clients, agencies and employees.

Benefits

To be determined based on company policy.

Pay

$68,640-85,000 plus commission plan. This position is bonus eligible.

Schedule

To be determined based on company policy.