Overview

Vice President, Key Partnerships & Campus Strategy Jobs in Westwood, CA at JMI Sports

Title: Vice President, Key Partnerships & Campus Strategy

Company: JMI Sports

Location: Westwood, CA

Summary

JMI Sports is seeking an experienced sales leader to serve as part of the property leadership team, developing annual strategies for retention and growth, including coordination and development of broader UCLA campus sponsorship strategy across UCLA Athletics, Campus Life, ASUCLA, UCLA Alumni, multiple UCLA departments, the Rose Bowl, and overall campus leadership, including relevant stakeholders within Murphy Hall.

The Vice President will directly oversee the Key Partnerships team, managing renewals and actively participating in sales and delivering revenue, while also managing activation and fulfillment of deliverables to satisfy contract terms and exceed partner expectations.

The right candidate will excel at working collaboratively with new business sales and the University to achieve overall property success. Strong relationships with senior level marketing executives with national/regional brand decision makers is critically important. Must be extremely comfortable in a fast-paced, entrepreneurial environment. This full-time position is located in Los Angeles, CA and is not eligible for remote work. Regular travel between venues in Pasadena and Westwood required.

JMI Sports is an Equal Opportunity Employer seeking diverse, qualified candidates to join our team. We offer competitive salary, commensurate with experience, and a generous benefits package that includes: medical, dental, vision, life and disability insurance, paid vacation and an employer sponsored 401k plan.

Responsibilities

Sales

  • Manage annual revenue goals by successfully executing renewals, driving upsells to cover for attrition, and ensuring all contractually obligated deliverables are provided to secure contracted revenue;
  • Collaborate with property stakeholders and company leadership on priorities and approach to the market
  • Work with sales leadership to develop annual Go To Market analysis and strategy, including identifying emerging opportunities and building revenue goals
  • Maintain professional relationships with sponsors and affiliated agencies through consultative sales strategies and objective-based programming
  • Ensure the maximization of Property sponsor upsales opportunities, both mid-season and during annual renewals
  • Pitch strategic marketing platforms
  • Conceptualize and implement compelling sponsorship packages to maximize exposure and results for sponsors
  • Secure and conduct face-to-face sales meetings by leveraging relationships
  • Negotiate and close sponsorship deals
  • Daily engagement with CRM including maintaining detailed records of sales activity and sponsor communication
  • Partnership Activations
  • Manage the development and presentation of professional activation execution plans to deliver on contract obligations including coordination with partners, University, venue, and Athletic Department staff
  • Manage all activation and fulfillment deliverables on behalf of the Property to satisfy partnership contractual terms, identify opportunities to expand partnerships, and leverage bonus assets and relationships to further increase revenue growth across the Property’s portfolio of existing partners
  • Oversee the management, coordination, and implementation of hospitality events and gameday initiatives
  • Manage development and distribution of year-end recap decks and renewal/upsell presentations

Operations

  • Organizing and maintaining a comprehensive inventory of sponsorship assets across UCLA Athletics, Campus Life, ASUCLA, UCLA Alumni, the Rose Bowl, and other campus-affiliated verticals as applicable
  • Working with Property leadership to develop rate cards, package pricing, and valuation frameworks for campus-wide and integrated UCLA/Rose Bowl sponsorship opportunities
  • Collaborate with New Partnerships and property leadership for seamless transition of relationships from first year to subsequent years of partnership relations
  • Manage property inventory, both overseeing master records of availability and sell-throughs as well as serving as the Property lead on submitting and managing inventory and rate card creation in CRM
  • Serve as the primary contact for broadcast operations related to all television and radio productions including talent contracts, coordination and scheduling, supporting travel management, documenting and submitting all talent appearances for review and payment, and managing talent expense reports
  • Support budget development and annual reforecasting of expense needs
  • Manage vendor relationships for all property activation and operations obligations, including negotiating pricing and managing to budget
  • Manage the review, submission, and tracking of all third-party invoices for property expenses
  • Manage ticketing tracking, distribution, and cost controls
  • Review monthly General Ledgers for accuracy of expense impacts and support property leadership in controlling costs
  • Serve as the Property lead on CRM use and data management to ensure accurate recordkeeping following Company standards for use and system hygiene

Campus Strategy

  • Facilitating regular communication between Property staff and each campus entity to identify priorities, available assets, strategic initiatives, and sponsorship opportunities
  • Conceptualizing and developing strategic sponsorship packages tied to campus initiatives, institutional priorities, student engagement, alumni engagement, community impact, business objectives, and other narratives that connect multiple UCLA and Rose Bowl verticals
  • Assisting in the development of internal strategy, communication, and approval processes to ensure alignment among campus stakeholders
  • Supporting business, procurement, and campus partnership conversations as needed to advance integrated sponsorship opportunities

Leadership

  • Developing and maintaining productive working relationships with campus, athletics, alumni, ASUCLA, Rose Bowl, and university leadership stakeholders
  • Implement best practices as established by the Company to drive effective and competitive sales and fulfillment strategies
  • Represent the Property at community and networking engagements
  • Consistently demonstrate a commitment to team collaboration and overall property success
  • Contributing thoughts or actions to boost overall revenues for the Property, University, and Company
  • And other duties as assigned

Qualifications

  • 6 – 8 years successful and creative sponsorship sales experience
  • Key relationships with senior level marketing executives with national/regional brands
  • Experience implementing events and/or sponsor activations
  • Understanding of sponsorship sales, event marketing and activation, as well as media/advertising buys that include content development and distribution for radio, television, websites, digital and social media
  • Experience in developing, pricing and managing sales of bundled assets
  • Excellence in pitching, negotiating and closing six and seven figure sponsorship deals
  • Success quickly earning trust, developing strong peer-level relationships and working in a team environment
  • Ability to recruit, manage, motivate and retain top-notch sales talent
  • Excellent written and verbal communication skills
  • Highly proficient in Microsoft Office
  • Great attention to detail and accuracy
  • Applicants with experience using a comprehensive CRM system, particularly KORE, are preferred

About Jmi Sports

JMI Sports is a leading media rights and venue development company that provides management of collegiate multimedia rights, sponsorship sales agency representation, and project management expertise for the development of collegiate and professional sports facilities. The company serves to maximize each client’s economic potential through customized initiatives, from marketing and branding solutions to facility design strategies.

JMI Sports’ signature collegiate multimedia rights partnerships include the University of Kentucky, UCLA, the University of Pennsylvania, the University of Pittsburgh, Harvard University, Columbia University, San Diego State University, University of California at San Diego, University of San Diego, and joint-venture properties at the University of Georgia (with Learfield) and University of Notre Dame (with Legends). JMI Sports also represents multimedia rights for several conferences, including the Ivy League, the Mid-American Conference, the Mountain West Conference, the Patriot League, and the Atlantic 10, and serves as third-party sales representation for premier sports properties, venues, and events including Rupp Arena at Central Bank Center, the Rose Bowl, the Penn Relays, and USA Volleyball.

JMI Sports was founded in 2006 by CEO Erik Judson and technology entrepreneur John Moores, former owner of the San Diego Padres. To learn more, please visit www.jmisports.com.

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