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Charlotte Hornets

Manager of Partnership Sales

Hornets Sports and Entertainment
Charlotte, NC
Sponsorship Sales & Activation: Corporate Sponsorship Sales
Position Overview
The team seeks an outgoing, energetic, creative sales professional with strong relationship skills who will be responsible for the development of new corporate partnerships. 
The Manager of Partnership Sales will work closely with other members of the Corporate Partnership team to meet sales goals by identifying key prospects, building a pipeline, and consummating new multi-year and fully integrated, marketing activation platforms that focus on the client’s marketing objectives. You will create high value proposals that are customized, relevant, integrated, and flexible, and serve to change the behaviors and perceptions of each client’s target markets leading to brand awareness, loyalty, and advocacy. Fully integrated marketing partnership activation could consist of, but is not limited to, intellectual property rights, in-arena signage, in-arena and in-market promotions, traditional media (TV, print, radio), digital media (online, mobile, social), community programs, retail activation, hospitality, private events, behind-the-velvet ropes experiences, as well as, any other assets sold by the department. 
We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.
Essential Duties and Responsibilities
  • Meet or exceed annual revenue goals, established by Leadership, across all Hornets Sports & Entertainment properties 
  • Close new multi-year partnership deals for all HSE by following established partnership sales process and system and demonstrating the ingenuity and commitment to generating revenue 
  • You will research sports sponsorship industry to stay relevant with market trends and conditions
  • Understand the nuances and competitive dynamics of sponsorship sales and demonstrate the Hornets’ brand differentiation in securing partnerships 
  • Prospect and develop new client relationships within defined categories 
  • Conduct thorough partner needs analysis 
  • Exhibit a solution-based approach that maximizes the value proposition 
  • You will collaborate with the prospects, VP Partnership Sales and various departments within the organization to successfully shape a prospective deal
  • Create compelling, innovative sponsorship programs and assets targeted toward specific marketing objective
  • Convey a sophisticated understanding of research and analytics that express and enhance ROI to partners
  • Develop and present dynamic sales presentations for new business prospects that incorporates visual storytelling, relevant data, customized research, a clear understanding of the prospective partner’s marketing goals and customized activation solutions that align
  • Ensure efficient and smooth contracting process across all partners by creating, reviewing, editing and negotiating partnership contracts in a timely manner – following through to a fully executed contract
  • Lead successful account transition to activation team on all individual new business closed, ensuring that all elements of our agreements are delivered in a first-class manner in accordance with the philosophy of the franchise and within the provisions of the contractual obligations of the organization
  • In select circumstances, co-op with Partnership Activation Team and/or lead identified partner renewal efforts 
  • Network extensively and form relationships with national, regional, and local C-Level marketing decision makers to acquire new business leads with the purpose of selling corporate partnerships 
  • Provide timely and accurate records of sales efforts both to sales manager and within CRM system detailing sales activity, sales performance, appointment recaps, and prospecting activities 
  • Other duties as assigned by Manager
Required Skills, Experience, and Abilities
To perform essential job functions, you should demonstrate the following competencies:
  • Sales experience within industries such as: sports, music, entertainment, media advertising, or agency is a plus 
  • College degree in Business Administration, Marketing or related field from an accredited college or university (MBA is preferred)
  • You will be fairly knowledgeable in sponsorship practices and principles related to the sale, negotiation, implementation and execution of contractual obligations 
  • You will be creative, well-organized, possess a strong work ethic, desire and willingness to continue to improve personally and professionally 
  • Exceptional people skills; must participate well in a team environment, be able to communicate well with people at various levels and be able to develop strong working relationships with corporate partners, co-workers and other organizations 
  • Utilize a high-touch, responsive personal style and communicate in an articulate, open, and sincere manner that engenders trust with all constituents 
  • Must be an aggressive, self-motivated teammate who has the drive and ability to focus on both team and individual revenue goals, as well as, department and organizational objectives
  • Ability to align and prioritize organizational goals over individual interests 
  • Flexibility to adapt to frequently changing work environment, and deliver on challenging demands
  • Highly effective interpersonal skills and problem-solving abilities required 
  • Proven ability to work with aggressive sales goals and expectations 
  • Excellent research, organizational, listening, learning, creative, written and verbal communication skills 
  • Possess a high level of personal integrity and professional ethics
  • An endlessly positive attitude, enthusiastic mindset and self-starter mentality 
  • Strong public speaking and presentation skills
  • Must be proficient in Microsoft Word, Excel and PowerPoint
  • Flexibility to work necessary hours including evenings, weekends and holidays for games and events as needed 
  • Occasional travel required 

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