Senior Manager Sales
Job Description
General Summary:
Reports to the General Manager of Eldora Speedway. Responsible for the sales of speedway assets including but not limited to season long partnerships, event entitlements, at-track activations, premium suites and streaming advertising to local and national sponsors. In addition to Eldora Speedway related assets, the Senior Sales Manager will work in collaboration with other Tony Stewart Enterprises properties including Stewart-Haas Racing (NASCAR), Tony Stewart Racing (World of Outlaws), and Tony Stewart Racing Nitro (NHRA). This position supports all aspects of track sponsorship sales, including identifying appropriate categories and companies to prospect, conducting research on appropriate categories and companies, soliciting specific companies and applicable decision makers, preparing presentations, presenting such materials to senior executives, and managing sales process through contract execution.
Reports to the General Manager of Eldora Speedway. Responsible for the sales of speedway assets including but not limited to season long partnerships, event entitlements, at-track activations, premium suites and streaming advertising to local and national sponsors. In addition to Eldora Speedway related assets, the Senior Sales Manager will work in collaboration with other Tony Stewart Enterprises properties including Stewart-Haas Racing (NASCAR), Tony Stewart Racing (World of Outlaws), and Tony Stewart Racing Nitro (NHRA). This position supports all aspects of track sponsorship sales, including identifying appropriate categories and companies to prospect, conducting research on appropriate categories and companies, soliciting specific companies and applicable decision makers, preparing presentations, presenting such materials to senior executives, and managing sales process through contract execution.
The position is based at the speedway in New Weston, OH and candidates are expected to be in the office during regular working hours as well as nights and weekends during speedway events.
Principle Duties and Responsibilities:
- Research, prospect and establish leads for corporate relationships followed by an introductory needs/analysis discovery meeting utilizing a consultative approach.
- Work closely with the GM to establish a business plan to achieve organizational sales and services goals.
- Build and manage a revenue pipeline of new partners to meet or exceed revenue goals.
- Maximize category yield in all major categories through the sale of fully integrated partnerships.
- Proactively maintain knowledge of the key customer segments, research trends, emerging markets, and the changing landscape of sport sponsorship.
- Work with the GM to ensure assets are structured, packaged, and priced to maximize revenue and value to corporate partners. Identify trends and prospecting categories; create actionable partnership sales strategies.
- Assist in the development and execution of department budget related to the implementation and execution of corporate partnership agreements and new sales initiatives.
- Prepare periodic sales analysis reports; generate other analytical reports as needed or requested.
- Present activity reports to the GM on regular basis
- Participate in other projects related to Tony Stewart Enterprises
Education and Work Experience:
- Bachelor’s Degree required
- A minimum of five (5) years’ work experience in partnership sales, preferably in the sports and/or entertainment industry
- Proven track record in pitching, negotiating, and closing long-term, potentially six-figure integrated marketing partnerships
- Experience in making impactful presentations to senior executives
Specialized Knowledge and Skills:
- Excellent people skills; must interact professionally within all levels of an organization
- Must possess analytical, strategic, and creative thinking abilities
- Customer service focus; committed to catering to potential and existing team sponsors
- Must be able to work cooperatively in a team setting
- Proven ability to multitask in a fast-paced environment
- Understanding of sports sponsorship platforms, including motorsports marketing, is a plus
- Excellent organization and communication skills and the ability to work under pressure
- Must be able to work non-traditional work hours (evenings, weekends, etc.)
Equipment and Applications:
Proficient in Microsoft suite of products, database management, sales software and web related services. Strong written and oral communication, teamwork, organizational, and people skills.
Work Environment Physical Demands:
Casual office environment that promotes self-sufficiency. No special physical demands required. Stress may occur when tight deadlines are required. Weekend work required.
