Director of Business Development

Reports To: Vice President, Business Development and Strategic Marketing Position Summary The successful candidate will be responsible growing the overall revenue for LEGACY through the pursuit of world class sponsors and strategic partnerships for all of LEGACY MOTOR CLUB programs and operations, including NASCAR Cup Series and other assets owned by LEGACY. This includes the introduction, negotiating, and closing of single-year and multi-year sponsorship programs and becoming the revenue leader of a world class sponsorship sales organization. Initiate opportunities, lead development process, close, and help activate sponsorship opportunities for the organization. This includes managing contract negotiations, asset allocations and deal components. Ability to grow the total revenue of the organization. Create new platforms that deliver value to sponsors beyond stickers on cars. These platforms could include but are not limited to: digital media, content production/distribution, esports, sports betting/gaming. Work with company leadership to coordinate the writing and signing of agreements and contracts that reflect the agreed upon sponsor-team relationship. Anticipate market trends in sports and entertainment sponsorship competitive activities and customer’s strategies to identify and size appropriate opportunities for the company. Maintain competitive analyses of all similar sales deals within the sports, entertainment, and other pertinent industries. Continue to build strong relationships with present sponsorship partners working with professionals at all levels to truly understand their business and sales strategies in order to enhance present sponsorship relationships. Oversee sales cycle from early-stage involvement such as concept of item to market. Contribute to the leadership team in the development of both tactical and strategic plans. Constantly monitor market and competition activities and provide feedback to Team Owner/ CEO, President and other members of the leadership team and other functional areas when appropriate. Cultivate strong working relationship and communication between all departments within the company. When appropriate, attend pertinent race events and ensure all sponsors, sponsor-partners, potential sponsors, and guests understand and receive appropriate entertainment value for their contributions to the teams. In addition, represent the company demonstrating potential value to prospective sponsor organizations of involvement with LEGACY in motorsports and beyond. Qualifications At least seven (7) to ten (10) years’ experience in successful partnership sales. This must include selling solutions within a business-to-business market and a track record of effectively creating a robust pipeline of profitable sales. Demonstrated track record of developing, managing, and closing six, seven, and eight figure multi-year sponsorship deals with multiple deal elements including (but not limited to) sponsorship, media, marketing and on-site activation in the sports, entertainment or other pertinent industry where one is selling an intangible product or service. Experience in a conceptual sales and marketing environment. Track record of success in creating unique concepts through aggregating assets, developing a value proposition, and establishing premium pricing. Strong negotiation skills and a track record of effectively completing contracts with business partners is necessary; a very strong understanding of business and how businesses operate is necessary; this includes solid analytical skills and understanding of P&L’s; some acumen in contract law would be helpful. A strong aptitude and understanding of digital and other media assets and offerings. Proven ability to successfully operate among senior executive levels on the client side up to and including C‑Suite executives. Willingness to work nights, weekends, and possibly some holidays and willingness to travel as necessary. Travel Willingness to travel approximately 15 race weekends per year Sales team is expected to go to three (3) conferences per quarter and visit one (1) agency per quarter #J-18808-Ljbffr