Atlanta Hawks/Philips Arena | Vice President, Corporate Partnerships; Atlanta, GA

The Vice President of Corporate Partnerships (the “Position”) will drive significant growth in revenue for the department by leading the identification, packaging, and sales process for national/regional sponsorship.  It is paramount that the position adds clearly defined policies, procedures and structural elements to improve communication, workflow and overall efficiency within the corporate partnership team.  This position is a crucial leadership role for the Hawks that will head the corporate partnership team and be a prominent face within the Atlanta business community.  The role requires strong sales prowess, the ability to innovate and be on the forefront of establishing new industry trends and to collaborate alongside an engaged, hungry and high-octane ownership group.  The position will require an executive with outstanding organizational skills, high emotional intelligence and a desire to be best in class in all facets of corporate partnerships.

The VP will be expected to develop a culture that is collaborative, innovative, enjoyable and offers superior customer support.  The VP must implement clearly defined staff roles and responsibilities as well as provide clear direction and communication to empower the staff and allow them to proactively address any potential issues before they arise.  The position will provide overall leadership, management and strategic direction for the Corporate Partnerships department including asset development, pricing, and creation of customized content and programming that best leverages the Hawk’s full menu of assets.  The Hawks management is committed and will provide the resources and support necessary for the position to build the most well-trained, structured, dynamic, energetic and fun corporate partnership group in the NBA.

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Background:

Tony Ressler and a group of high-powered Hawks investors – Grant Hill, Steven Price, Rick Schnall – are working together with Turnkey Sports to identify and hire a Vice President of Corporate Partnerships.

Ressler co-founded Ares Management L.P., a publicly traded, leading global alternative asset management firm with more than $100 billion of assets under management and over 900 global employees.  His devotion and investment into the city of Atlanta is long-standing, and his current portfolio includes multiple investments in Atlanta-based businesses.  Collectively, the ownership group’s style and approach to business and basketball is a big change from prior ownership and sets a completely new tone right away.

On the court, the Hawks have been one of the most successful franchises of the last decade, making ten straight playoff appearances, the last four of which were led by current Head Coach Mike Budenholzer.  Budenholzer spent 19 years at the San Antonio Spurs before coming to Atlanta, winning four NBA World Championships and reaching the playoffs 16 consecutive times.  Based on values such as boldness, integrity, teamwork, inclusiveness and innovation, the organization has quickly reengaged the fan base with a vow to be “True to Atlanta.”

Ressler’s new ownership team has re-energized downtown Atlanta with a series of bold, new investments in the city, the community and the franchise.  First, in April 2016, the Atlanta Hawks and Emory Healthcare announced plans to partner on a long-awaited sports medicine center and training facility, located 8 miles from downtown.  Opening in 2017-2018, the 90,000-square-foot, state-of-the-art facility will utilize the most advanced sports science, technology and medicine available, to provide the best for player health and development.  Second, ownership has made a further commitment to launch a D-League team and build a new venue specifically for the D-League team in College Park, Georgia.  Third, the ownership group has struck a partnership with the public sector to master plan and develop a massive, multi-billion-dollar development in downtown Atlanta, surrounding Philips Arena (the largest arena in the Southeast).  Fourth, the arena itself, is set to receive a $200 million investment to make it the most fan friendly and player friendly venue anywhere.  And fifth, Hawks ownership is deeply committed to the Atlanta community. The Atlanta Hawks Foundation and the Atlanta Hawks have developed “Building Bridges Through Basketball” as the North Star of the community strategy. The cornerstone of these efforts is the construction of 25 basketball courts across the city in disadvantaged communities. The courts serve as a kind of “town square” in these communities.  The Hawks use this platform to provide programming and services to remind the city that the Atlanta Hawks are “True to Atlanta.”

Summary:

The Vice President of Corporate Partnerships (the “Position”) will drive significant growth in revenue for the department by leading the identification, packaging, and sales process for national/regional sponsorship.  It is paramount that the position adds clearly defined policies, procedures and structural elements to improve communication, workflow and overall efficiency within the corporate partnership team.  This position is a crucial leadership role for the Hawks that will head the corporate partnership team and be a prominent face within the Atlanta business community.  The role requires strong sales prowess, the ability to innovate and be on the forefront of establishing new industry trends and to collaborate alongside an engaged, hungry and high-octane ownership group.  The position will require an executive with outstanding organizational skills, high emotional intelligence and a desire to be best in class in all facets of corporate partnerships.

The VP will be expected to develop a culture that is collaborative, innovative, enjoyable and offers superior customer support.  The VP must implement clearly defined staff roles and responsibilities as well as provide clear direction and communication to empower the staff and allow them to proactively address any potential issues before they arise.  The position will provide overall leadership, management and strategic direction for the Corporate Partnerships department including asset development, pricing, and creation of customized content and programming that best leverages the Hawk’s full menu of assets.  The Hawks management is committed and will provide the resources and support necessary for the position to build the most well-trained, structured, dynamic, energetic and fun corporate partnership group in the NBA.

Essential Duties and Responsibilities:

Sales & Service

  • Provide day-to-day oversight of Hawks and Philips Arena sales efforts for Corporate Partnerships (including assistance with daily sales efforts when appropriate). Inventory includes but is not limited to Arena Signage, TV, radio, print, internet, in-arena promotions, retail promotions, tickets, premium seating, marketing and fan development programs, and community development programs
  • Develop and execute promotional concepts aligning with organizational objectives
  • Continually source new business opportunities and new inventory opportunities in order to generate incremental revenue.
  • In conjunction with in-house and third party resources, develop and administer multiple surveys during the year to both clients and the general market to measure the effectiveness and impact of sponsor involvement with our brands
  • Maintain existing and develop new national, regional, and local account partnerships to further enhance alliances, maximize sales and increase revenue
  • Identify and develop new business categories and prospect targets for Corporate Partnerships and monitor and apply industry trends as appropriate
  • Anticipate the needs of key clients and provide service opportunities to secure long term partnerships and develop business
  • Ensure a clear understanding of Corporate Partner objectives by identifying the biggest business challenges of current clients/prospects
  • Measure and track impact on business and share results in a consistent fashion to help aid in the renewal decision

 Structure

  • Develop and guide both short and long-term Corporate Partnerships department goals
  • Manage the activities of the Corporate Partnerships department by maximizing sales and activation bandwidth, maximizing efficiency, generating revenue, and creating appropriate goals and metrics to properly measure client satisfaction and staff performance
  • Identify, develop and implement elevated processes and operational improvements, including innovative product mix, activation strategies and partnership offers to enable best-in-class performance
  • Ensure that department workflow is supporting the timelines and creative/strategic needs of projects
  • Oversee the development and production of all sales materials and proposals and maintain a library of platforms, inventory and rate cards to be utilized for proposals
  • Create an environment for personal accountability, professionalism and personal achievement
  • Establish clearly defined rules and processes for staff to voice needs, concerns and recommendations
  • Create distinct staff roles and responsibilities to ensure that there is no confusion and to proactively handle and defuse any potential issues

 Leadership

  • Responsible for all Corporate Partnerships departmental operations including budget formulation and control, and financial reporting
  • Create comprehensive training programs to develop sales, operations and activation teams
  • Partner with other departments to identify key objectives and leverage sales opportunities with vendors and service providers
  • Assist and coach staff in negotiating new sales and renewals of Corporate Partnership contracts
  • Develop an exciting and engaging sales culture by diligently and continuously communicating and working with other executives and staff in order to create a synergetic and collaborative team environment
  • Conduct departmental meetings that ensure both sales and service teams are working in unison and to set clear expectations and standards
  • Provide support, coaching and mentorship for staff regarding any issues, hurdles or complications

 Strategy

  • Develop clear short- and long-term vision for corporate partnership department including clearly defined departmental structure, policies and procedures, sponsorship messaging and culture
  • Work with key internal stakeholders to identify and establish new sponsorship opportunities surrounding large scale renovation of Philips Arena
  • Identify changing industry standards for best practices and incorporate into business plan
  • Create, cultivate and evaluate sales and activation strategies for development of innovative partnership opportunities in an effort to meet or exceed all revenue goals
  • Collaborate with senior leadership to ensure that corporate partnerships is adapting with both short- and long-term company goals

Qualifications and Education Required:

  • Bachelor’s degree in sports management, business administration or related field;
  • Minimum of ten (10) years of sales experience in a senior level sales position;
  • Minimum of five (5) years of management experience;
  • Proven successful sales experience with local and national client relationships and alliances;
  • Strong conceptual and strategic skills;
  • Demonstrated creativity in the development of innovative and effective sales campaigns;
  • Consistent track record of managing and renewing major accounts;
  • Strong project management skills and sales proposal experience;
  • Strong leadership, decision making, relationship and negotiation skills;
  • Ability to motivate others to reach goals;
  • Ability to manage multiple tasks, projects and accounts;
  • Ability to collaborate effectively with other departments and organizations;
  • Excellent verbal, written and organizational skills;
  • Must be able to work evenings and weekends as required;
  • Exceptional work ethic
2017-06-20T23:16:30+00:00

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