Director, Partnership Development

JOB SUMMARY

The Director of Partnership Development is responsible for driving sponsorship sales at Churchill Downs Racetrack, through direct selling. This includes, but is not limited to identifying potential sponsorship candidates, conducting outreach, preparing and delivering proposals, negotiating contracts and closing deals, as well as achieving annual sales goals. The Director of Partnerships will also have responsibility for renewals.

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Establishing new sponsorship partner relationships utilizing various sales strategies including research, cold calls, site visits, outside sales and his/her network.
• Serving as a direct liaison between Churchill Downs Racetrack and all assigned corporate sponsor constituents, predominantly first, second and third tier clients.
• Representing Churchill Downs Racetrack at networking events and attending various business and association meetings.
• Achieving personal sales and team revenue goals through active prospecting, identifying new business opportunities, and closing deals.
• Actively and enthusiastically selling and promoting Churchill Downs Racetrack, the Kentucky Derby, the Kentucky Oaks and all other events held or promoted by the Company as sponsorship opportunities.
• Interacting with the Ticketing, Operations, Finance and Corporate (Churchill Downs Incorporated) Legal departments to successfully negotiate sponsorship contracts.
• Developing customized programs and proposals tailored to the sponsor’s business objectives.
• Utilizing excellent interpersonal and service skills to build and develop mutually beneficial relationships with sponsors.
• Collaborating with all departments, specifically Ticketing, Operations and Food & Beverage partner to ensure complete customer and guest satisfaction as it relates to all sales and related events.
• Providing support as needed to the Partnership activation, fulfillment, and other teams as needed.
• Effectively communicating sponsor needs to all team members as appropriate to ensure complete fulfillment and success.
• Providing exceptional customer service at all times.
• Supporting all opportunities and leadership requests as needed.
• Championing corporate sponsor objectives.

REQUIRED SKILLS AND ABILITIES

• Exceptional organizational and project management skills with an ability to handle multiple assignments in a fast-paced environment with tight deadlines.
• Ability to exercise sound business judgment and generate effective solutions quickly.
• Excellent interpersonal and communication skills, as well as demonstrated professionalism and diplomacy.
• Strong software skills, including Microsoft Office Suite, Salesforce, Digideck.
• Deep-running passion for sports and sponsorships.
• Ability to work flexible hours, including some weekends and evenings.
• Must work well in high stress environments while working long hours.

EDUCATION AND EXPERIENCE

• Bachelor's degree (B. A.) from four-year college or university in Marketing, Sports Administration or related field. Master’s Degree a plus.
• At least five (5) years related experience in sports sponsorship sales, with progressive revenue and team management responsibilities.
• Proven track record of successfully closing multiple complex sponsorship deals valued at six-figures annually.
• Solid network of national business contacts relevant to the objectives of this position.