Sales Director, Esports & Gaming

Who We Are:

IMG is a global leader in sports, fashion, events and media. The company manages some of the world’s greatest athletes and fashion icons; owns and operates hundreds of live events annually; and is a leading independent producer and distributor of sports and entertainment media. IMG also specializes in licensing, sports training and league development. IMG is a subsidiary of Endeavor, a global sports and entertainment company.

Endeavor is a global sports and entertainment company, home to many of the world’s most dynamic and engaging storytellers, brands, live events, and experiences. The Endeavor network specializes in talent representation through entertainment agency WME; sports operations and advisory, event management, media production and distribution, and brand licensing through IMG; live event experiences and hospitality through On Location; full-service marketing through global cultural marketing agency 160over90; and sports data and technology through IMG ARENA and OpenBet. Endeavor is also the majority owner of TKO Group Holdings (NYSE: TKO), a premium sports and entertainment company comprising UFC and WWE.

Key Responsibilities and Accountabilities

• Responsible for brand partnership revenue delivery of a new IMG client, through sourcing and closing significant sponsorship income on a global basis.
• Work closely with a client project project team, leading on the development of strategies for maximising sponsorship sales.
• To work alongside the aforementioned IMG project team and as part of the existing IMG global brand partnerships sales team to improve the output of the client’s content commercially.
• Utilise the existing IMG global brand partnerships sales network as well as utilising own industry contacts and sales techniques to deliver the required level of sponsorship revenue.
• Act as an ambassador for the IMG brand partnerships division both internally and externally and possess an inherent flair and desire to succeed in a revenue generating business.
• To develop brand relationships with major endemic and non-endemic global brands.
• Work alongside the internal sales support functions including Sales Operations, Endeavor Analytics and Creative Services to ensure the client offering is best in class.
• To work as part of the client project team to identify other areas of business opportunity, such as but not limited to Licensing, Content, Consumer Marketing and Event Operations.
• Liaise internally and build relationships with all relevant IMG business units to deliver this required success. 
• Any other duties that are within scope of the role that may be required

Knowledge and Experience

• The successful candidate should ideally have circa 7+ years of business experience in selling sponsorship of sports or entertainment properties.
• A track record of delivering multiple sizeable sponsorship deals with premium global rights holders in sport or entertainment.
• An understanding of commercial sports marketing is fundamental to this role.
• Demonstrable experience of selling, managing and growing the commercial output of sports/events/teams
• Experience of managing sponsorship sales teams to deliver effective results with a personal track record of leveraging referrals, developing leads and securing meetings with prospective partners through research, outbound calls and building an industry network profile
• Experience in developing business plans and tracking pipelines to ensure sales are delivered
• Demonstrates knowledge of accurate forecasting and revisiting business plans regularly
• Experience of initiating and driving sales with limited hands-on guidance
• Experience of the development of bespoke and tailored propositions to suit the needs of individual companies
• A thorough understanding of the end to end sales process and the customer buying process (including awareness of the emotional connections required by brands)
• Experience in presentation of partnership opportunities to and engagement of senior and c-level executives and targeted companies and brands
• Proven track record of successful client relationships and strategic account management/engagement
• Experience working across different countries, cultures and time zones is desirable.

Skills & Abilities

• An effective leader with strong people management skills and ability to excel in a fast-paced environment
• Working knowledge of MS Office software, including Word, Excel, Outlook and PowerPoint.
• Ability to build long lasting working relationships with internal/external stakeholders at all levels
• Ability to self-direct and motivate and work with minimal supervision
• A strong team player that is flexible dependent on business demand
• Excellent time management skills, ability to work calmly under pressure whilst meeting deadlines
• Strong organisational skills with the ability to multitask and prioritise
• Strong verbal and written communications and interpersonal skills with the confidence to create leads in person and on the phone
• Excellent sales, presentation and negotiation skills. 
• Strong decision making and awareness of the need for involvement of legal, finance and senior teams at the appropriate stages
• Ability to monitor own and team performance at regular intervals and develop alternative strategies if sales plan/own goals are not being achieved
• Ability to work in a constantly evolving environment and keep focussed on objectives and bigger picture
• Handles objections to win trust and business
• Sells business values and negotiates for success
• Ability to recognise and overcome attitudes, beliefs and emotional blocks that create resistance to change, which alters level of participation because of an emotional point of view

Key Results Areas

• To successfully grow the sponsorship revenue of client account.
• To foster a positive working relationship with the key executives at the client.
• To work collaboratively as part of the overall IMG/client team.
• To ensure the IMG brand partnerhsips division is seen as best in class.
• To develop deep relationships with key global brands.

Working Conditions

• This role will be based in our offices in Munich, with some flexibility on remote working as appropriate
• May be required to attend (and travel to) locations, including other IMG buildings and meetings
• Unsocial hours may be required, as dictated by the demands of the business schedule
• Adapting to use of new systems and technology where appropriate

Endeavor unites and brings people together in our love of sport, culture, and entertainment. We understand this can only be accomplished when we lead with a lens of diversity, equity, and inclusion in everything we do. As a global company that drives culture, we strive to reflect the world’s diverse voices.  

Endeavor is an equal opportunities employer and encourages applications from suitably qualified and eligible candidates regardless of sex, race, disability, age, sexual orientation, or religion or belief.