Job Description

Senior Director, Business Development & Premium Partnerships - Detroit Lions; Detroit, MI


Position Summary:  

The Senior Director of Business Development & Premium Partnerships will oversee business development initiatives that aggressively serve sales efforts primarily within the Metro Detroit area. The position serves two key revenue streams (Ticketing, Premium Seating) and includes participation in partnership account development. This role will focus on the execution of sales strategies and lead the development of our 365 Business Development Platform, Return on Investment, Return on Objective platform to enhance retention, new business acquisition, and overall revenue optimization. This position will be responsible for delivering qualitative and quantitative program enhancements. The candidate will continually assess and measure engagement initiatives that serve long-term growth potential. 

Essential Functions (including, but not limited to):

The Senior Director of Business Development & Premium Partnerships will have daily responsibilities including, without limitation, the following:

  • Leadership role within the Revenue Optimization group
  • Drive personnel’s focus on revenue generation and utilization of full menu assets 
  • Oversee ticket & premium personnel and daily sales initiatives
  • Own, manage and develop relationships with Premium Partnership account base
  • Actively engage in the acquisition of new business-to- business accounts by selling premium assets and other organizational assets (Quick Lane Bowl, sponsorship, etc.)
  • Develop and execute key events/experiences to increase fan and partner satisfaction
  • Manage and participate in the development of investment categories and key exclusive benefit elements to establish investment level status
  • Create and manage unique programs within investment categories for year-round engagement
  • Lead point of contact for all hosted events to serve client engagement & entertainment goals
  • Standardize Partner Experience & Engagement Platform on event day and within other assets
  • Major contributor and leader of relationship-centric events
  • Drive team’s primary focus on new account acquisition of season ticket products with flexibility to sell full menu
  • Develop staff by providing mentoring, direction, support, continual coaching and performance feedback
  • Create and set key objectives/goals for ticketing and premium teams to drive revenue growth
  • Manage & participate in fiscal budgeting for departmental revenues and expenses
  • Enhance asset ideation and contribution from concept to deployment
  • Contribute to pre and post-sale client research and analysis
  • Understand client brands and their competitors to develop solution-based platforms
  • Participate in the development, implementation, fulfillment of client services & experiences platform to enhance consumer relationships and build loyalty
  • Identify new Return of Objective/Return on Investment opportunities to improve long-term loyalty and affinity to the brand
  • Work with other departments to incorporate top of the funnel objectives as well as overall corporate-wide objectives and perspectives.
  • Accountability to achieve department’s weekly, monthly and long-term revenue goals
Nonessential Functions:
  • Meet or exceed established revenue and prospecting goals and provide reports on achievement levels and implementation of key initiatives & Key Performance Indicator
  • Analyze the marketplace to assist management in product mix and pricing decisions
  • Identify best practices internally and from around the National Football League to enhance business performance 
  • Research industry trends, best practices and implement new concepts
  • Execution of real-time fan engagement platform components
  • Demonstrate cross-functional leadership
  • Execute meetings, calls, and presentations with high-level corporate executives
  • The ability to effectively identify and anticipate problems and solutions in a timely manner
  • Conduct regular meetings with staff to exchange information
  • Influence, participate and implement strategic goals, commission structures and other incentive programs that motivate staff to achieve revenue objectives
  • Participate and represent the organization at various networking and community events 
  • Maintain an appropriate level of knowledge of Microsoft Office
  • Maintain professionalism when communicating with internal and external contacts 
  • Accurately and efficiently meet deadlines while maintaining strong attention to detail
  • Gather and analyze information to develop solutions quickly and effectively
  • Ability to maintain confidentially, accept additional responsibilities/duties required by the Vice President that is consistent with the goals and essential functions of the position
Qualifications/Requirements:
  • Bachelor’s degree in marketing, Business, Sports Management, Hospitality or related field, advanced degree a plus
  • Minimum of 5 years of experience working in business development, entertainment or related industry
  • Experience working with a professional sports team in a high volume and large investment product environment is preferred
  • Outstanding attention to detail, solution based and results-oriented approach to the role
  • Team oriented attitude, relationship building skills and the ability to maintain professionalism
  • Strength in time management, prioritization, meeting deadlines and managing projects from inception to completion
  • Creative problem solver with an understanding of current business trends and differentiate new sponsors from existing
  • Ability to multi-task and effectively adjust to rapidly changing market and business conditions
  • Experience with ticketing and Customer Relationship Management (CRM) systems, Microsoft Dynamics CRM experience preferred Flexibility in working extended hours including nights, weekends, and holidays as required
  • May be required to work out of both the Ford Field Management Office and the Allen Park Training Facility
  • Experience networking with key decision makers and C level executives
  • Results driven and demonstrate a competitive nature regarding personal goal setting, achievement, and the ability to consistently deliver
  • A highly motivated strategic leader who is a self-starter
  • Works well in a proactive selling environment and has proven success in building winning sales teams
  • Exceptional organizational, planning, project management, time management and administrative ability
  • Strong communication skills, both verbal and written, superior presentation/negotiating skills and ability to communicate effectively with prospects, customers and internal colleagues
  • Strong interpersonal and customer relationship building skills
  • Possess a high level of poise and professional demeanor
  • A valid Driver’s License and good driving record

To apply for this job, send an email to info@marqueesearch.com. Please include the job title in your cover letter.