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Senior Director, Corporate Partnerships
Prodigy Sports
Freehold, NJ, United States
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BACKGROUND
Founded in 1966 by Joe Robbie, the Miami Dolphins began play as an expansion team, and has since become a truly iconic NFL franchise. Located in Miami, one of the most vibrant and multi- cultural cities in the country, the Dolphins enjoy a far-reaching, global fan following. Now in their 50th season, the Dolphins are poised for exceptional success, opening the historic season with a game in London this fall.
In 1972, the Dolphins completed the NFL’s first and only perfect season culminating in a Super Bowl win, winning all 14 regular season games, two playoff games and Super Bowl VII. The team also won Super Bowl VIII, becoming the first team to appear in three consecutive Super Bowls, and the second team to win back-to-back championships. Over the past five decades the Dolphins roster has been filled with legendary Hall of Famers such as Head Coach Don Shula, Dan Marino, Larry Csonka, and Bob Griese.
In February 2008, the Chairman of the Related Companies, Stephen Ross, acquired the NFL franchise, the Stadium, and surrounding land from Wayne Huizenga. Mr. Ross envisions the stadium, which is undergoing a $400M renovation, as playing a larger role in South Florida sports, entertainment, experiential marketing, and hospitality. As a longtime resident of South Florida, Mr. Ross is committed to the continued enhancement of the stadium and the team for the benefit of all South Floridians.
In addition to having the Dolphins win the Super Bowl, Mr. Ross is passionate about achieving two overarching business goals for the organization:
1. Make Sun Life Stadium the undisputed home of international soccer in the United States with more top flight international soccer matches than any other
1. Make the Dolphins & Sun Life Stadium the most innovative team in sports, serving as a cutting edge incubator for introducing new technologies and other fan & media innovations for the optimal fan.
Related Sports Enterprises Ventures (RSE Ventures), the development and acquisition arm co- founded by Mr. Ross and Matt Higgins in 2012, leads the path to achieving these goals and serves as the strategic leader in progressing the franchise forward.
SUMMARY
The Miami Dolphins are seeking a smart, creative, and highly driven Senior Director of Corporate Partnership Sales to help secure marketing partnerships that serve as a critical revenue stream for the organization. The Senior Director will be expected to create and expand corporate relationships at local, regional, national, and multi-national (or international) companies; develop creative marketing solutions for partners that meet and enhance their business objectives; and exhibit the solutions-based approach and high-touch professionalism that properly reflects the culture of the Miami Dolphins.
Reporting to the Senior Vice President and Chief Commercial Officer, the successful candidate will be an experienced sales leader with knowledge of the sports and entertainment sponsorship landscape and a history creating and sustaining long-term partnerships. S/he will infuse professionalism, energy and creativity into the sales organization and add value to the existing corporate sales team.
The Senior Director will have a track record of prospecting, fostering, and selling, long-term partnerships through a thoughtful, thorough, and structured approach to the market. S/he will have notable experience developing creative marketing platforms and devising compelling solutions to meet partner objectives.
The Senior Director will embody the philosophy that the more evident and concrete the ROI, the greater the sustainability and long-term success for partners. As such, the Senior Director must understand and convey marketing, advertising, brand, and media research and analytics from the client’s perspective.
Importantly, the Senior Director will espouse the values of the Miami Dolphins such as innovation, teamwork, integrity, and results. S/he will serve as a unifying figure who can work across functions and levels to achieve results, embodying the collaborative and positive spirit of the organization.
Job Description
RESPONSIBILITIES
The Senior Director of Corporate Partnership Sales is responsible for creating long-term, meaningful, and customized corporate partnerships with leading local, regional, national, and multi-national (or international) brands.The Senior Director will execute all aspects of corporate partnership sales and marketing including:
• Build and execute on a strategic and aggressive sales plan to grow corporate sponsorship revenue by bringing in new partners as well as optimizing existing relationships through up-sells and cross-sells.
• Develop and drive innovative partnership avenues for new corporate partners, including the Dolphins newly developed Cornerstone Partnerships and project ownership of securing naming rights for the Miami Dolphins Practice Facility.
• Work closely with the Chief Commercial Officer to secure a long-term and mutually beneficial stadium naming rights partner.
• Develop dynamic and unique sales presentations that incorporate category dynamics and a clear understanding of the prospective partners marketing objectives.
• Be partner-focused and collaborate with current and potential partners to create new and innovative platforms which fit their unique business objectives.
• Identify creative new streams of sponsorship revenue and strategically cultivate relationships to secure deals.
• Bring clarity and insight into a partner’s financial and promotional objectives by leveraging relevant research analytics and metrics and utilizing these to demonstrate tangible ROI and ROO.
• Understand and utilize radio and digital content as avenues for partnership growth.
• Demonstrate understanding and management of exclusive contracts and partnerships; develop sophisticated sales strategy to capitalize on category exclusivity.
• Consistently manage, motivate, coach and retain a team of high-performing sales personnel.
• Act as an ambassador to the brand at networking and business development events in addition to leading partner focused events such as game day hospitality, road-trips, Super Bowl events, and the NFL Partner Summit.
LEADERSHIP CHARACTERISTICS
Superior Sales Focus:
• Execute on an assertive but also “white-glove”, partner-focused strategy that brings in and maximizes new partner sponsorship revenue and term length.
• Understand how to develop and grow relationships through prospecting activities.
• Exhibit a solution-based approach that maximizes the value proposition.
• Demonstrate the ingenuity and commitment to “getting the deal done.”
• Convey a sophisticated understanding of research and analytics that express and enhance ROI and ROO to partners.
• Understand the nuances and competitive dynamics of sponsorship sales and leverage the Dolphins’ brand differentiation in securing partnerships.
• Experience in the nuances of negotiation and creating “win-win” outcomes.
Exceptional Relationship Building Skills:
• Nurture and manage strong relationships with partners and key stakeholders, while striving to exceed their expectations.
• Utilize a high touch, responsive personal style and communicate in an articulate, open, and sincere manner that engenders trust with all constituents.
• Demonstrate a willingness to make tough decisions, but always treat people fairly and with respect.
• Project an unflappable and even-keeled style characterized by collaboration, openness, approachability, and confidence without arrogance.
• Cultivate relationships across departments and business functions in order to foster.
• Effective teamwork throughout the organization.
• Displaying the highest personal integrity and ethics.
QUALIFICATIONS
• A minimum education level of: Bachelor of Arts/Sciences Degree (4-year accredited institution).
• 8-10 years superior sales experience, including a minimum of six years of sponsorship sales, servicing and activation experience within the Entertainment Industry.
• Expertise in identifying opportunities, developing strategies and negotiating creative solutions.
• Ability to coordinate the efforts of individuals from multiple business units to accomplish the goals of the company.
• Must have a high degree of poise and professionalism when interacting with internal and external contacts.
• Experience working with venue based sponsorships.
• Exemplary problem-solving, communication and presentation skills.
• Computer skills with working knowledge of Microsoft Word, Excel and PowerPoint.