Midwest Account Director with Sports Business Journal (SBJ) in Chicago · IL

Sports Business Journal (SBJ) jobs
Sports Jobs in Chicago · IL
Sponsorship Sales & Activation: Corporate Sponsorship Sales
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Title:  Midwest Account Director
Location:  Chicago
Reports to:  National Sales Manager
Skilled in:  Multi-media and event sponsorship sales with digital components

Sports Business Journal is a globally recognized multimedia brand that is the go-to news and network source for thousands of sports business professionals. Producing breaking content every day, hosting over 20 events a year, and offering excellent content to thousands of subscribers, the task representing this portfolio of products is an important one. 
Sports Business Journal is seeking an Account Director to take ownership of the Midwest territory comprised of sports business companies including leagues, teams, brands, sports agencies, talent agencies, governing bodies, sports media, facility operators/designers/architects, and tech companies.  The goal of this role is to optimize the revenue portfolio across multiple products to achieve a growth target. 
The Account Director will possess consultative sales skills and excel in developing objective-based integrated marketing campaigns for clients across multiple properties consisting of print, digital and event sponsorships.
The Account Director must be polished and comfortable working with large corporations and high-growth small- to medium-sized businesses to identify the needs of these prospects and communicate the value of SBJ’s suite of products and services.  The Account Director must be a strong prospector and comfortable with closing new business deals and increasing renewal business from current customers.  He or she should excel at building rapport with prospects in person, on the phone, on video calls and via email.  He or she should be able to solve complex problems quickly and provide the appropriate solutions. The AD is curious and asks more questions more than he or she talks. 
  • Goals - Directors should, at a minimum, meet their monthly and yearly quotas based on revenue growth, and should strive to exceed them.  
  • New Business Targets and Prospecting - Proactively contact new-to-company prospects to generate new streams of revenue.  The Account Director will need to quickly qualify genuine opportunities and move these to the next stage of the sales process or move on in cases where no worthwhile opportunity exists.  Account Directors should strive for at least 30% new business revenue each year to counter natural attrition of accounts.
  • Pipeline building - Account Director is expected to meet minimum activity levels to build a pipeline of business and ultimately closed contracts. The following should be performed weekly: 15+ calls or visits with a mix of new and existing accounts and generate 5+ customized proposals.
  • Meeting Preparation/Client knowledge – Through the use of internal (SportsAtlas) and external systems, thoroughly research companies and individuals in advance of meetings, thinking through business goals and impediments to achieving those goals. Understand these business issues affecting specific prospects and/or industries and ensure that this knowledge is the foundation for our communication after the first call and beyond.
  • Product Knowledge/Market Intelligence - Clearly express the value proposition and benefits of SBJ’s products and solutions and use this knowledge to ensure that solutions address clear business needs for the client.  Account Directors are expected to read content produced by SBJ daily and stay informed of media industry trends as well as trends affecting client’s industries.  
  • Forecast - Manage sales pipeline through Salesforce and forecast revenue internally to ensure accurate recording of prospecting activity, conversion success, and active sales opportunities at each stage of the sales process as well as future new business revenue.  
  • Managing Prospect and Client Information - Keep accurate and clear records within SBJ database to provide a solid deal history that clearly shows the steps taken to reach each transaction and provides leads for editorial and new products.
  • Communication and Teamwork - Account Directors should keep the National Sales Manager apprised weekly of their schedules and developments with their accounts via Outlook and to work collaboratively with product and peers in sister Advance businesses to generate referrals.  
  • Work ethic and attitude - The Account Director should be a fun and productive member of the revenue team and should give their all to the overall success of the SBJ business. 
  • Other: Account Directors should be prepared to assist with any other task or project required to support the team.
Basic Qualifications:
  • BA/BS degree or equivalent experience.
  • 5+ years of business-to-business sales experience, preferably in multi-media and event sponsorship sales, with digital components.
  • 3+ years of experience within the sports industry.
  • Experience bundling a publisher’s assets to create marketing programs that delight clients, preferred.
  • Proven track record of success driving revenue through the development of creative, long-term strategic relationships and consultative selling.
  • Proficient with Microsoft Office Suite, CRM tools.
Success Factors: Goal oriented, Analytical, Motivated, Enthusiastic, Accountable, Disciplined, and Curious! Sports Business Journal is committed to creating a diverse environment.

Job Questions:

  1. How did you hear about this job?

  2. List a three recent corporate sponsorship new deals and the size of these in the last 2 years

  3. Yes/No: Have you negotiated multi-media deals including sponsorships and media?

  4. Please fill in a cover letter and address why you are right for this job now.

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