JMI Sports

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Director, Sponsorship Sales - JMI Sports | Mid-American Conference Marketing (Cleveland · OH)

JMI Sports | Mid-American Conference Marketing jobs
Sports Jobs in Cleveland · OH
Sponsorship Sales & Activation: Corporate Sponsorship Sales

SUMMARY

JMI Sports seeks a candidate to manage multimedia sales and marketing for the Mid-American Conference (“MAC”). The right applicant will have proven success personally developing and securing key corporate sponsorships, closing marketing deals, and securing media partnerships.  Must have a high aptitude in developing collaborative relationships and adaptive deal-building, quickly grasping the full potential of bundling opportunities, and constantly providing innovative ideas and solutions to the property team.  Successful candidates will embrace and aggressively integrate digital media and technology into new programming and inventory development.  Must possess strong, senior-level corporate relationships locally, regionally, and nationally.  Must maintain excellent relationships with top conference administrators and member institution athletics staff.  Must be extremely comfortable in a fast-paced, entrepreneurial environment. Strategic planning, entrepreneurial talent, budgeting, and employee development skills are also highly desirable.   This full-time position is located in Cleveland,  Ohio.  JMI Sports is an Equal Opportunity Employer seeking diverse, qualified candidates to join our team.  
 
RESPONSIBILITIES
  • Provide leadership over and daily management of MAC rights initiatives 
  • Collaborating with Company leadership on priorities and strategies to increase revenues on the property
  • Achieve and exceed sales goals, validated via regular progress reporting through a timely, clear, and transparent set of metrics
  • Conceptualize, develop and implement consultative sales strategies and objective-based programming to generate revenue streams for the MAC property
  • Maximize overall revenue potential by developing initiatives to support new opportunities, particularly those designed to increase event attendance, sponsorship opportunities, and new media initiatives or those that are associated with emerging opportunities such as sports betting and NFT/crypto
  • Create a research-based prospect pipeline and sales outreach strategy that cultivates industries and companies for sponsorship of targeted events 
  • Collaborate with internal team members and external partners to ideate, develop, and pitch strategic marketing platforms for new prospects and sponsors
  • Leverage relationships and cultivate new relationships with top brand decision-makers and their advertising agencies. 
  • Secure and conduct face-to-face sales meetings by leveraging relationships, networking, prospecting and cold calling
  • Create sponsorship and marketing presentations 
  • Negotiate and close sponsorship deals and work with legal counsel through contract execution, including renewals and upsales
  • Ensure exceptional activation and fulfillment including deliverance of all promised assets to sponsors and cooperative and efficient coordination with MAC and venue partners
  • Maintain detailed CRM records of all prospects, sales activities, contracts and billing 
  • Provide financial analysis of sponsorship deals detailing gross fee, activation costs, and net sponsorship
  • Oversee industry and competitive analysis to highlight category trends and competitive dynamics
  • Implement best practices developed by Company leadership to achieve exceptional results in-line with Company’s mission of partnership driven, white-glove, consultative sales
  • Create and implement effective and measurable sales strategies that will drive revenue to the property, deliver value to partners, and enhance the fan experience
  • Develop and foster strategic relationships with key corporate and community leaders; represent the company at key community and civic events 
  • Contribute innovative and impactful thoughts or actions to boost revenues on the property and for the Company 
 
QUALIFICATIONS
  • 5+ years of senior-level, successful, and creative sponsorship sales experience
  • Successful experience developing and managing budgets
  • Exceptional communication and presentation skills,  both written and oral 
  • Key relationships with senior-level marketing executives with national/regional brands
  • Knowledge of collegiate sports marketing including content development and distribution for traditional and digital media 
  • Working experience with sponsorship sales, event marketing and activation 
  • Understanding of media/advertising buys 
  • Experience in developing, pricing, and managing sales of bundled assets including event naming rights 
  • Demonstrated experience with technology integration 
  • Excellence in pitching, negotiating, and closing high-value, multi-year sponsorship deals
  • Ability to communicate the value of sponsorship vs. pure media as a marketing solution
  • Ability to develop creative proposals that meet and exceed potential partners’ needs
  • Ability to establish and maintain cooperative and collaborative relationships at all levels within an organization
  • Success in quickly earning trust and developing strong relationships while also working independently
  • Excellent skills with standard office software including the Microsoft Office Suite and Adobe Acrobat
  • Applicants with KORE CRM experience will gain our attention 
 

ABOUT JMI SPORTS

JMI Sports is a leading media rights and venue development company providing management of collegiate multimedia rights, sponsorship sales agency representation, and highly regarded project management expertise to the development of collegitate and professional sports facilities.  The company services to maximize each client’s ecomonic potential through customized initiatives, from marketing and branding solutions to facility design strategies that bring each client’s vision to fruition.  JMI Sports represents several high-profile conferences including the Ivy League, the Mid-American Conference, the Mountian West Conference, the Southern Conference, the Patriot League, and the Atlantic-10 Conference.  JMI Sports also manages an impressive list of signature collegiate multimedia rights partnerships including, the University of Kentucky, Clemson University, the University of Pennsylvania, the University of Pittsburgh, Harvard University, DePaul University, and joint-venture properties of the University of Georgia and Columbia University (with Learfield IMG College), and the University of Notre Dame (with Legends).  Addtionally, JMI Sports serves as third-party sales representation for premier venues and events including the Breeders’ Cup Championships, Rupp Arena at  Central Bank Center, The Armory and Millrose Games, and the Penn Relays.  The company’s facility development team is currently collaborating with Legends on the new Aztec Stadium and Mission Valley development for San Diego State University in San Diego, CA.  Celebrating its 16th anniversary in 2022, JMI Sports was founded by CEO Erik Judson and technology entrepreneur John Moores, former owner of the San Diego Padres.  

COMPENSATION

JMI Sports offers competitive salary, commensurate with experience, and a generous benefits package that includes: medical, dental, vision, life and disability insurance, paid vacation and 401k plan. 

Job Questions:

  1. Applicants who wish to be considered for this role must include a cover letter. Please use the space provided below to submit.