Business Development Manager

Business Development Manager

Requirements

• Bachelor’s degree from four-year college or university in Business, Sports Management, Marketing, Public Relations, Hospitality or related field preferred.
• Proven experience in sponsorship sales, preferably in a convention center, stadium, arena or industry-related field.
• Strong understanding of sponsorships, general advertising, buyouts, digital marketing, and premium services.
• Demonstrate knowledge and experience in the principles, practices, and terminology of sponsorship sales.
• Demonstrated success in prospecting, cold calling, maintaining client relations, and salesmanship.
• Proficiency with standard office equipment and personal computer(s) using MS Windows, MS Excel, MS Outlook, MS Word, and MS PowerPoint.
• Proven ability to work independently, exercise judgment, and show initiative with minimal supervision.
• Outstanding written and verbal communication skills to develop strong working relationships with partners, teammates, and other stakeholders.
• Skilled in analyzing data, developing concise recommendations, and presenting results and suggestions to leadership.
• Must be an excellent negotiator.
• Ability to manage a high level of detail across multiple projects and to prioritize efficiently.
• Ability to build and maintain strong relationships with clients and stakeholders.
• Self-motivated and target-driven, with a proactive approach to sales.
• Strong organizational and time management skills with the ability to prioritize multiple projects.
• Experience with CRM software and sales analytics tools.
• Must be able to, “think outside of the box,” and seek innovative and creative methods to achieving goals.
• Professional presentation, appearance and work ethic.

Responsibilities

• Identify and target potential sponsors: Research and identify potential sponsors that align with the organization’s brand, convention center’s events, non-event opportunities, and audience. Develop and maintain a robust pipeline of prospective sponsors across diverse industries.
• Develop Sponsorship Packages: Create tiered sponsorship packages that include general advertising opportunities (e.g., signage, program ads), buyouts (e.g., exclusive event sponsorships), digital assets (e.g., digital venue monitors, website banners, social media mentions, email newsletters), and premium services (e.g., VIP lounges, exclusive networking events). Customize sponsorship proposals to meet the specific needs and objectives of potential sponsors for both events and non-event opportunities.
• Develop Premium Seating Packages: Create seating packages that include general premium services for ticketed Theater events (e.g., exclusive seating, in-seat food and beverage service, and additional benefits). Create additional premium sales packages for Theatre events.
• Sales and Negotiation: Conduct sales presentations and meetings with potential sponsors. Negotiate sponsorship agreements, ensuring mutually beneficial terms. Close sponsorship deals and achieve revenue targets.
• Relationship Management: Build and maintain strong, Long-term relationships with sponsors and premium clients, ensuring high levels of satisfaction. Provide ongoing support to sponsors, addressing any issues and ensuring their sponsorship objectives are met.
• Implementation and Activation: Coordinate with internal teams to ensure seamless integration of sponsor branding and messaging into events, non-event opportunities, advertising spaces, and digital platforms. Collaborate with the marketing team to execute sponsor activation strategies. Oversee the execution of sponsorship deliverables, ensuring all commitments are met.
• Reporting and Analysis: Track and report on sponsorship sales performance, including revenue, sponsor engagement, and ROI. Provide regular updates for management on sponsorship activities and outcomes.

Preferred Qualifications

• The ideal candidate will be someone that is well connected within the region with unique business relationships in the community, who can “hit the ground running”; will have outstanding communication skills, with a fantastic personality and positive attitude and with the ability to multi-task in a fast-paced environment.
• Ability to work with limited supervision and as a team member.
• Requires ability to work flexible and extended hours, including nights, weekends and holidays, in addition to normal business hours.
• Ability to travel to business meetings, conferences, conventions and trade shows required.