The Director, Corporate Partnerships will be responsible for driving revenue through identifying, developing and securing strategic relationships with new and existing corporate sponsors for Barrett-Jackson and our auction markets: Scottsdale and Palm Beach, as well as ancillary events and programs. The Director will focus on developing and selling customized sponsorship programs and assets to meet customer business objectives and execute effective sales strategies to achieve sales goals as directed by the Vice President of Corporate Partnerships. This individual will have a proven track record in building successful partnerships as well as consistently securing six- and seven-figure investments with FORTUNE 500 organizations. S/he must already have an established reputation and track record of success gained with any combination of major brands, teams or agencies.
Are You Someone That:
Has a positive attitude, strong work ethic and passion for selling?
Is goal oriented and driven to succeed?
Enjoys hunting for new business?
Is motivated by understanding a client's needs and crafting creative solutions to meet those needs?
Is a resourceful, self-starter, with strong time management skills?
Thrives in a culture of high performance and continuous improvement that values learning and quality?
Consistently prioritizes projects, meetings and fast-changing schedules while remaining productive and professional?
Enjoys being challenged and has a desire to develop innovative, positive outcomes?
Is agile and able to respond effectively to the rapidly changing needs of a fast-paced / high-growth organization?
Works well within in a collaborative, team-driven, and goal-based environment?
Primary Responsibilities:
Sale of customizable partnership programs and assets including naming rights, television and digital broadcast elements, onsite branding, digital content, print advertising, experiential marketing, exhibit space, VIP hospitality, group ticket packages, special events and ancillary programs.
Focus on developing and maintaining strong relationships with important decision makers at client marketing companies and their respective advertising agencies in a variety of business categories.
Prospects local, national, and international companies from leads researched through internal processes.
Communicates with new prospects to book meetings and conduct a marketing needs analysis.
Understand the marketing objectives of clients and their agencies, and determine how Barrett-Jackson can help them achieve their goals.
Maintains diligent and real-time SponsorCX CRM entry.
Collaborates with peers to obtain necessary deliverables for presentations and contracts.
Develops relationships through networking, events, social functions, and auction attendance.
Negotiates final outcome of partnership business terms.
Manage the partnership renewal process in tandem with the activation team.
Continuously searches for new partner ideas, signage opportunities, in-arena/retail promotions that will benefit the Barrett-Jackson and maximize partnership revenue.
Auction responsibilities include: entertaining potential partners in select VIP Hospitality areas, assisting other department functions as needed in execution and monitoring of partner activations.
Other duties and responsibilities as required.
This job description in no way states or implies that these are the only duties to be performed by this employee. He or she will be required to follow any other instructions and to perform any other duties requested by his or her supervisor.
Key Metrics used to evaluate performance:
Achievement of annual revenue goals
Annual renewal rate
Number of new partners signed
Level of innovation incorporated into contracts
Attention to detail in CRM documentation
Client satisfaction (event surveys)
Qualifications:
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skills and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Education and/or Experience:
Bachelor's Degree in Business Management, Sales, Marketing, or related field.
5+ years sponsorship sales experience and track record of proven success in closing sponsorship deals.
Deep working knowledge of the sales process and a strong general sales acumen, as well as superior relationship development and account management skills.
Established network within brands and agencies nationwide.
Strong ability to secure new clients and maintain relationships; source and develop new leads.
Excellent communication and presentation skills.
Demonstrated client and advertising agency knowledge and relationships preferred.
Ability to travel to auctions and sales meetings required.
An extensive background in live events is required.
Position requires excellent negotiation, communication, and time management skills.
Physical Demands:
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Compensation:
Competitive salary plus commission, commensurate with experience, and a generous benefits package that includes: medical, dental, vision, life and disability insurance, paid vacation, and 401k plan.
Application Documents Required:
Cover Letter
Resume
List of sponsorship deals closed in past jobs and their respective revenue amounts