Background
Location: Detroit, MI (1 Woodward Ave., Suite 1402)Type: Full-time, permanent positionDivision: Rocket Mortgage ClassicReports to: Chief Revenue Officer (Intersport)Compensation: Base salary plus commission
Overview
Intersport, a leader in sports, entertainment, and lifestyle marketing and media for more than three decades, provides expertise in the areas of:
- Agency Services: brand consulting, creative, content production, digital, experiential marketing, field marketing, hospitality, performance marketing, social media marketing, and sponsorship consulting
- Properties – owned-and-operated live sports and lifestyle events and media assets airing on broadcast and digital networks
The Position
Intersport serves as the official management firm (sales, marketing, and operations) of Detroit’s annual PGA TOUR event, the Rocket Mortgage Classic (RMC), which debuted in June of 2019 and will next staged be staged June 23-29, 2025 at the Detroit Golf Club.Intersport is seeking to add a successful and driven Chief Revenue Officer (CRO) to lead its Rocket Mortgage Classic leadership team. The CRO will be responsible for leadership and strategy, as well as direct revenue generation, in support of the RMC.
In this role, the CRO will serve as a “player-coach,” spending 70% of their efforts on revenue generation and 30% of their time on coaching and management. The CRO must be a proven, seasoned, executive-level leader, well-versed and successful in the delivery of strategy and results across sponsorship, hospitality, and ticketing. Additionally, the CRO must be able to coach and guide, where necessary, a seasoned, cohesive, team of revenue generating professionals that work with a high degree of autonomy and have successfully driven revenue for the RMC for the past six years.
Responsibilities
General
- Embody and reflect Intersport’s performance-based culture and commit him/herself and team to the highest standards for all agency work
- Work effectively with cross-functional teams to deliver executional excellence
Revenue Leadership and Strategy
- Lead all revenue-related aspects of the RMC including budgeting, forecasting, long-range planning, cost containment, and overall management
- Lead, develop and communicate the vision, strategy, and resource requirements as it relates to corporate sponsorship, hospitality, and ticketing revenue
- Develop and manage budgets for all growth initiatives, ensuring efficient use of resources, and alignment with company objectives
- Partner with other members of the Leadership team to execute the strategic plan and further develop revenue strategy
- Possess a strong understanding of marketing and activation strategies and how they relate to corporate/sponsor objectives
- Ensure strategy and successful revenue generation across numerous revenue streams, including:
- Sponsorship/corporate partnerships
- Hospitality
- Ticketing
- Pro-am and special experiences
- Merchandise revenue
- Other to be developed on-site revenue streams
Revenue Generation
- Strong understanding of corporate partnerships, and how they can be leveraged to drive revenue and engagement, along with additional revenue streams supporting a property’s overall revenue goals
- Develop an executive prospecting strategy; social selling, and professional networking to generate new prospects with local and national brands
- Prospect, generate leads, develop relationships, understand customer needs, present solutions, negotiate, and close new business and renewal clients to achieve annual revenue target
- Leverage existing individual network, tournament host committee, club members, title/event/club vendors, community service groups, current clients, TOUR official partners, and other lead generators
- Develop a robust pipeline with probability of closing to ensure volume necessary to attain individual and tournament revenue goals
- Educate clients throughout the year on how to fully leverage their participation to maximize ROI/ROO
Team Leadership
- Lead a team of Business Development, and Partner Management professionals
- Apply a genuine eagerness to mentor, grow, and learn from a diverse and talented team
- Manage and train sales and service teams, with responsibility for goal setting, feedback, and constructive guidance
- Lead and ensure a strong departmental culture
- Collaborate with PGA TOUR and Rocket Mortgage constituents and Tournament Business Affairs on overall objectives, direction, and strategies for the RMC
Qualifications
- Bachelor’s degree required; Master’s degree in a plus
- Minimum twenty (20) years’ experience in revenue generation/business development role at an agency, brand, media company, sports or entertainment property, or related organization
- Strong experience, knowledge, and understanding in/of sponsorship marketing, inclusive of sports, entertainment, and lifestyle, previous agency experience a plus
- Demonstrable expertise in select focal areas with a senior-level network of professional contacts
- Ability to lead client partners and manage a team in the midst of multiple programs/projects concurrently in a fast-paced and high-intensity work environment
- An entrepreneurial mind-set and true self-starter with strong critical thinking skills
- Firm grasp on reporting, analysis and budgeting
- Exceptional relationship and influencing skills along with highly developed presentation and delivery skills
- Demonstrated success in leading a team responsible for revenue generation in the form of closing corporate partnership agreements with six- and seven-figure annual fee commitments
- Proven effectiveness in managing and mentoring senior level to junior team members
- Application of superior prioritization and time-management skills
- Ability to work independently and as part of a team
- Proactive, team player with a strong work ethic
- Exemplary written and oral communication skills with proficiency in PowerPoint, Word, Excel
- Ability to develop and implement detailed processes and protocols
- CRM experience required (Salesforce preferred)
- AI experience preferred
- Ability to travel for business on trips typically lasting between one and five days
Intersport is an Equal Opportunity Employer.
