The ACS’s Sports Alliances organization is responsible for leveraging its sports partner assets to create value nationally and globally for the ACS through the development and management of long-term, multi-dimensional relationships with selected product and service offerings.
This Position will lead sports account Management, business development, relationship management, sales operations and sports cause marketing across all current and future assets of ACS.
The leader will also have responsibility for coordinating and leading with the field-based Sports Account Management and Health Systems structures to ensure these teams are applying established principles of account planning, prioritization and management, appropriately leveraging the broader ACS portfolio of offerings, and working to achieve an enterprise-wide set of objectives as relates to Sports Relationships and Alliances. The leader will cultivate relationships with Development, Product / Program Management, Integrated Marketing, branding partners to strategically sell ACS’s diverse offerings, and to drive value through mutually beneficial partnerships that offer new business opportunities for all ACS regions across the globe.
Areas of Responsibility:
Strategy
- Create a vision and strategy that drives the significant revenue growth of business opportunities for the Sports Relationship and Alliance function
- Sets the overall global sports strategy
- Manages all global sports relationships and develops integrated marketing platforms that drive value and fundraising opportunities
- Leads the enterprise on sports strategy, execution and superior relationship management
- Plans, coordinates and assures implementation of strategies to develop strategic customer partners
- Continue to drive aggressive revenue growth through large, long-tenured partnerships and explore additional value-adding partnership strategies
- Integrate a Business-to-consumer strategy alongside the key Business-to-Business components and business to customer
- Formulate an organization-wide business plan to support Revenue goals of ACS through Sports Relationships, Strategic Alliances, Sports Cause Branding Marketing Initiatives
- Facilitate communication and collaboration across global headquarters and Field to align strategic plans, share leading practices, leverage opportunities and to share knowledge and ensure consistency.
Sales and Account Management
- P&L responsibilities for all sports relationships nationally and a pov and recommendation on local relationships
- Manage the lifecycle of all partner relationships
- Ensures the creation and maintenance of high-value, revenue-generating, long-term relationships with partners and ACS assets,
- Is responsible for segment revenue management / growth, i.e., segment P&L / ROI accountabilities
- Ensure existing partnerships and sponsorships have the right synergy with all of the relevant focus areas of the Society (inclusive of both Core Income and Mission-related partnerships)
- Lead the development of strategic relationships between ACS and our key Alliance Partners and Operating Participant
- Strengthen, maintain and grow the relationship between Alliance Partners / Operating Participants and the various focus areas for the Society
- Identify, define and fully leverage the opportunities within each business of the ACS relative to third party partnerships / promotions / alliances
- Act as a mediator between Society product / offering owners and field-based account / relationship managers to seek and establish solutions that are in the best interest of the Society
- Establish operating principles and processes to coordinate strategy with field execution
- Connect and influence others in order to achieve organizational priorities and assist in the resolution of issues
- Develop and maintain a deep understanding of industry trends, competitive environment and developments within relevant partner industries
- Develop an in-depth understanding of ACS business initiatives, scope of operations and business requirements that will allow Sports Alliances to deliver value
Business Development
- Pursue the development of strategic partnerships, relationships and alliances
- Provide high-level support of contract renewals, extensions and amendments with partners through guidance of negotiation preparation and attendance of select high-level negotiation meetings
- Collaborate in developing strategies to gain partner buy-in and negotiate contracts to reflect changes in ACS or Alliance Partner goals
- Attend select partner events to provide high-level support in execution of existing contracts
Sports Sales Operations
- Ensure sales teams have necessary infrastructure, data, support, reporting and analysis to do their jobs effectively
- Enable processes to ensure clean and consistent data
- Develop reporting discipline, analysis of pipeline and activity
- In concert with the field, develop territory strategies• Actively maintain and use business intelligence and systems that provide business intelligence
Leadership
- Provide leadership and set strategic direction for the Alliances and Operating Participants Organizations
- Manages of staff that is 10 plus staff and includes influence of 20 plus field associates
- Provide executive leadership and guidance on strategic partner acquisition and complex deal negotiation
- Lead a broad and diverse staff towards a shared strategy. Build a structure and team plan that meets the business demands and strives for continual improvement of the efficiency and effectiveness of the group
- Drive team practices to ensure levels of financial and account planning rigor to ensure consistent performance through meaningful metrics and account performance tracking
Educational Background:
MBA preferred
Skills/Experience:
- Minimum 20 years of work experience with excellent track record of achievement, advancement and top performance
- 20 years minimum experience forging contracted business relationships and negotiating/business development
- International business experience
- Broad and in-depth knowledge of ACS businesses
- Demonstrated ability to successfully manage a portfolio of accounts
- Previous business development experience in a promotions/marketing or sales capacity
- Previous business development experience either domestically (United States) and internationally or both
- Willingness to travel (mainly domestically) 25-50% of the time
- Some travel required
Demonstrates Leadership Competencies:
- Builds effective teams - Builds strong-identity teams that apply their diverse skills and perspectives to achieve common goals.
- Collaborates - Builds partnerships and working collaboratively with others to meet shared objectives.
- Courage - Steps up to address difficult issues, saying what needs to be said.
- Drives engagement - Creates a climate where people are motivated to do their best to help the organization achieve its objectives.
- Ensures accountability - Holds self and others accountable to meet commitments.
- Manages ambiguity - Operates effectively, even when things are not certain or the way forward is not clear.
- Manages complexity - Makes sense of complex, high quantity, and sometimes contradictory information to effectively solve problems.
- Strategic mindset - Sees ahead to future possibilities and translates them into breakthrough strategies.
Other Skills:
- Demonstrated experience in sports sponsorships and partnership marketing as well as global licensing and endorsements
- Demonstrates sports talent management capabilities as well as league and industry specialty knowledge
- Demonstrates strong people management skills
- Demonstrated leadership experience in sales, marketing and/or business development roles
- Demonstrated experience leading a team responsible for achieving revenue objectives
- Demonstrated ability to influence and successfully directed cross-functional teams that utilized the expertise of multiple partners
- Demonstrated inclusive and collaborative leadership that embraced diversity
- Ability to operate globally, can lead deals through domestic and international leaders and partners
- Can successfully operate in a highly matrixed organizational system where partnership and influence are key drivers of success
- Ability to handle multiple demands and competing priorities
- Strong analytical skills and experience interpreting a strategic vision into an operational model
- Ability to positively confront issues and resolve conflict with sound judgment
- An effective communicator at all levels in the organization, with strong oral and written skills and a willingness to share information
- Able to navigate complex internal and external partnerships
- Develop and empower talent/leaders within the function
- Revenue/sales driven with strong deal/financial acumen but able to look through a consumer lens
Compensation/Benefits:
We are committed to providing staff with fulfilling opportunities to learn, grow and make an impact in their local communities. We offer staff a generous paid time off policy; medical, dental and retirement benefits, and professional development programs to enhance staff skills.
Job Function:
Organization Info
Listing Stats
Post Date:
Mar 12 2018
Active Until:
Apr 12 2018
Hiring Organization:
American Cancer Society
industry:
Nonprofit