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Vice President, Business & Partner Development
Fanatics
New York, NY, United States
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The Vice President, Business Development’s primary role is to manage the company’s growth of e-commerce services and in-venue operations within the Pro Sports segment of the licensed sports industry. Additionally, the VP may ultimately lead a team of senior Partner Development executives who oversee our client relationships, focusing on overall client satisfaction, client profitability, revenue growth and client retention. In this role, it will be critical for the VP to thoroughly understand the fundamentals of the Partner Development job—development of account plans, management of the renewal cycle (including RFP management and the development of winning financial proposals), effective and consistent client communication, operational problem solving, etc.—as well as Fanatics’ overarching strategy and priorities. The VP must be deeply connected to our Pro Sports prospects and clients, principally at the executive level. The right candidate must successfully balance strategic and operational roles, and display the judgment, work ethic, creativity and analytical skills necessary to make the VP an outstanding role model for not only the Partner Development team, but for others throughout the company as well.
Responsibilities:
• Identify and cultivate Pro Sports e-commerce and in-venue operations leads, particularly at the executive level
• Approach business development and management from an analytical perspective, with a keen ability to manage and interpret complex financial models
• Tightly and successfully manage pipeline activity and growth, working with internal teams to establish goals and targets for each year, and keeping those teams apprised of key activity throughout the process
• With strong organizational and communication skills, successfully manage on-boarding and new client hand-off to ops and partner support organizations
• Effectively engage with the different management groups within Pro Sports organizations, including Marketing, Retail, and Sponsorship
• Articulate the Fanatics vision in a compelling way, exciting Pro Sports teams over the solutions we can deliver to improve operations, drive fan satisfaction, and sell more products on the teams’ behalf
• Display a sound knowledge of characteristics of the Pro Sports segment—industry trends, special needs or requirements, key patterns or criteria for clients in this segment, success factors, etc.
• Display strong product/technology knowledge to present tech-related overviews in a compelling manner, without overstating its capabilities
• Basic knowledge of the competition in this segment, and Fanatics’ competitive positioning relative to those businesses
• Establish and model high performance expectations on various dimensions (work ethic, attitude, teamwork, creativity, business ethics, etc.)
• Ensure that partner and prospect feedback is quickly and effectively shared with the appropriate division leads within Fanatics
• Effectively manage goal setting and the necessary reporting around goal management
• Lead and remain closely involved in designing the right economic solutions for the company’s partners, leveraging a strong understanding of business finance
• Lead experienced, talented Partner Development team members, spread across North America
Job Requirements:
• Minimum 7 years working in or around Pro Sports or licensed sports, with a strong track record of success building and growing businesses in that space
• BA/BS in Business, Marketing or related field; an MBA or relevant graduate degree is preferred
• Proven effective leadership skills
• Proven performance in enterprise software/services sales (or similar) individual contributor roles
• Proven track record of exceeding sales targets
• Experience leading change in a matrix-oriented organization, with strong emphasis on team development
• Excellent customer service, communication, and consulting skills
• Must be collaborative, responsive, flexible, and results-driven
• Analytical and strategic thinking
• Excellent presentation skills
• Experience in the sports and/or live entertainment industries or licensed sports business, with a strong focus on account management and account development is preferred
• Strong competence in Microsoft Word, Excel, and PowerPoint
• Extensive travel required (up to 50%)
• Ability to lead senior level team members, spread across North America