Senior Director, Partnerships

Churchill Downs Incorporated•Louisville, KY

About The Position

Churchill Downs Racetrack (“CDRT”), the world’s most legendary racetrack, has been the home of The Kentucky Derby, the longest continually held annual sporting event in the United States, since 1875. Located in Louisville, CDRT features a series of themed race days during Derby Week, including the Kentucky Oaks, and conducts Thoroughbred horse racing during three race meets in the Spring, September and Fall. CDRT is located on 175 acres and has a one-mile dirt track, a 7/8-mile turf track, a stabling area, and provides seating for approximately 60,000 guests. The stable area has barns sufficient to accommodate 1,400 horses and a 114-room dormitory for backstretch personnel. CDRT also has a year-round simulcast wagering facility . www.ChurchillDowns.com. JOB SUMMARYThe Sr. Director of Partnerships is a department head with responsibility for overseeing every aspect of the sponsorship sales process at Churchill Downs Racetrack, through direct selling as well as managing other salesperson(s). This includes, but is not limited to identifying potential sponsorship candidates, conducting outreach, preparing and delivering proposals, negotiating contracts and closing deals as well as achieving the department’s annual sales goals through management of the operating budget. The Sr. Director of Partnerships will also have responsibility for renewals and managing the activation team.

Requirements

Proven track record of successfully closing multiple complex sponsorship deals valued at no less than mid-six-figures to a million dollars annually. Candidates absent this proof will not be considered.
Solid network of national/international business contacts relevant to the objectives of this position.
Exceptional organizational and project management skills with an ability to handle multiple assignments in a fast-paced environment with tight deadlines.
Ability to exercise sound business judgment and generate effective solutions quickly.
Excellent interpersonal and communication skills, as well as demonstrated professionalism and diplomacy.
Strong software skills, including Microsoft Office Suite, Salesforce, Digideck.
Team player spirit with an ability to act as both a player and a coach when needed.
Deep-running passion for sports and sponsorships.
Ability to work flexible hours, including some weekends and evenings.
Must work well in high stress environments while working long hours.
Bachelor's degree (B. A.) from four-year college or university in Marketing, Sports Administration or related field.
Eight (8) to ten (10) years related experience in sports sponsorship sales, with progressive revenue and team management responsibilities.

Nice To Haves

Master’s Degree a plus.
Longer tenured experience a plus.

Responsibilities

Developing significant new sponsorship partners by leveraging his/her existing network of contacts.
Establishing new partnership relationships utilizing various sales strategies including research, cold calls, site visits, and/or outside sales.
Serving as a direct liaison between Churchill Downs Racetrack and all assigned corporate sponsor constituents, predominantly first and second tier clients. Must be able to effectively communicate with senior-level executives and be comfortable serving in this critical role without hesitation.
Representing Churchill Downs Racetrack at networking events and attending various business and association meetings.
Achieving personal sales revenue goals through active prospecting, identifying new business opportunities, and closing deals.
Mentoring and coaching the Partnership Development and Partnership Activation teams and inspiring them to perform at high capacity and achieve sales revenue goals.
Actively and enthusiastically selling and promoting Churchill Downs Racetrack, the Kentucky Derby, the Kentucky Oaks and all other events held or promoted by the Company as sponsorship opportunities.
Interacting with the Corporate (Churchill Downs Incorporated) Legal department to successfully negotiate sponsorship contracts.
Developing/supervising the development of customized proposals tailored to the sponsor’s business objectives.
Utilizing excellent interpersonal and service skills to build and develop mutually beneficial relationships with sponsors.
Collaborating with all departments, specifically Ticketing, Operations, Finance and Food & Beverage partner to ensure complete customer and guest satisfaction as it relates to all sales and related events.
Initiating ongoing communication and providing support as needed to the Partnership activation, fulfillment, and other teams as needed.
Effectively communicating sponsor needs to all team members as appropriate to ensure complete fulfillment and success.
Providing exceptional customer service at all times.
Supporting all opportunities and leadership requests as needed.
Championing corporate sponsor objectives.
Performing other duties as assigned.