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Director, Partnership Development
Prodigy Sports
Freehold, NJ, United States
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BACKGROUND
Churchill Downs Incorporated (CDI) is looking for team members who have great ideas and can bring smiles to our guests. We do our best to recognize those who work hard and contribute to the success of our business. Our many locations and various businesses provide opportunities for growth and advancement. We are big on collaboration, ethical work practices, diversity, and having fun!
Churchill Downs Incorporated (CDI) (NASDAQ: CHDN), headquartered in Louisville, KY, owns and operates the world-renowned Churchill Downs Racetrack, home of the Kentucky Derby and Kentucky Oaks, as well as racetrack and casino operations in Miami Gardens, FL; racetrack, casino and video poker operations in New Orleans, LA; racetrack operations in Arlington Heights, IL; a casino resort in Greenville, MS; a casino hotel in Vicksburg, MS; a casino in Oxford, Maine; and a 50 percent owned joint venture, Miami Valley Gaming and Racing LLC, in Lebanon, Ohio. CDI also owns Big Fish Games, Inc., one of the world’s largest producers and distributors of casual games; the country’s premier online wagering company, TwinSpires.com; the totalisator company, United Tote; Bluff Media, an Atlanta-based multimedia poker company; and a collection of racing-related telecommunications and data companies. Additional information about CDI can be found online at churchilldownsincorporated.com.
JOB SUMMARY
The Director, Partnership Development at Churchill Downs Racetrack is a senior leader who oversees, participates, and contributes in every aspect of the Sponsorship sales process. This position will be responsible for generating revenue through the sale of partnerships that incorporate all Churchill Downs Racetrack-controlled marketing assets.
ESSENTIAL FUNCTIONS
Include, but are not limited to:
• Actively and enthusiastically selling and promoting Churchill Downs Racetrack as a sponsorship opportunity.
• Leveraging a strong network of contacts to develop and realize significant sponsor partnerships with Churchill Downs Racetrack.
• Achieving sales revenue goals by aggressively pursuing all prospects, requests, and leads in accordance with the department’s strategic plan.
• Communicating and interacting with senior-level executives confidently and professionally without reservation.
• Researching, cold-calling, and conducting face to face meetings with existing and potential sponsors on a daily basis.
• Serving as a direct liaison between Churchill Downs Racetrack and all assigned corporate sponsor constituents – predominantly mid to upper tier clients.
• Attending networking events, business, and association meetings to develop and sustain mutually beneficial relationships with existing sponsors, key stakeholders, and potential clients.
• Leading the completion of complex proposals customized to client business objectives and renewing expired contractual agreements as needed to maintain sponsor relationships.
• Managing, mentoring, and coaching the Partnership Development Manager and inspiring high capacity performance needed to achieve sales revenue goals.
• Collaborating with all departments to ensure complete sales and event satisfaction for all sponsors.
• Communicating with and supporting Partnership activation, fulfillment, and other teams as needed to ensure success.
• Documenting and communicating client needs to all team members as appropriate to ensure complete fulfillment and satisfaction.
• Utilizing technology to consistently track prospects, leads, trends, sales, and customer satisfaction.
• Interacting with the Legal department to successfully negotiate sponsorship contracts.
• Supporting all opportunities and leadership requests as needed.
• Providing exceptional customer service at all times.
• Conducting site surveys and tours of facility.
• Performing other duties as assigned.
SUPERVISORY RESPONSIBILITIES
This position is responsible for the day-to-day management and professional development of one (1) full-time Partnership Development Manager, as well as additional seasonal team member(s) and/or intern(s) as needed.
EDUCATION and/or EXPERIENCE
• Bachelor’s degree (B. A.) from a four-year college or university in Marketing, Sports Administration or related field. Master’s Degree a plus.
• Six (6) to eight (8) years related experience in sports sponsorship sales, with progressive revenue and management responsibilities. Longer tenured experience a plus.
• Proven track record of successfully closing multiple complex sponsorship deals valued at no less than mid-six-figures annually. Candidates absent this proof will not be considered.
• Solid network of national/international business contacts relevant to the objectives of this position.
• 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 PC skills, including Microsoft Office Suite.
• Team player spirit with an exceptional customer service attitude.
• Deep-running passion for sports and sponsorships.
• Ability to work flexible hours, including some weekends and evenings.