Sr. Account Executive - Arizona Sports Enterprises

Arizona Sports Enterprises (ASE) was created by the University of Arizona Department of Athletics to manage its multimedia rights agreements and operations. This includes revenue derived through the sale and servicing of Multi-Media partnerships through University of Arizona properties and assets; the sale and client servicing of Naming Rights partnerships of University of Arizona venues; and any incremental revenue opportunities that utilize University of Arizona Athletics assets

Description

1. Sells advertising, sponsorships, and other revenue-producing opportunities as defined by the Corporate Sponsorship Director.

2. Identifies prospects.

3. Conducts industry research on all clients and develops needs analysis for potential investment.

4. Conducts ten (10) in-person sales calls per week with prospective clients. 

5. Maintains an active and realistic pipeline of prospective clients. 

6. Assists with the development of local sales packages and non-traditional sales packages (e.g., local flagship radio proposals).

7. Develop client relationships by closing sales, honoring obligations in a professional and timely fashion, and providing outstanding service.

8. Responsible for ensuring timely payments by clients. Sales Executives may be required to conduct payment inquiry calls to clients that are past due.

9. Responsible for conducting proper outreach and engagement with clients throughout the year. Clients should be “gratified” at least five (5) times per year, and three (3) of those should not include asking for money.

10. Responsible for providing each client with a year-end review of their return on investment.

11. Works to foster positive employee relations and teamwork by:

• following and supporting all policies and procedures,

• communicating effectively with all operating units, and

• complying with all federal, state, and local regulations, laws, and ordinances in discharging duties.

12. Performs other duties as assigned.

Requirements

- Bachelor’s Degree 

- Three (3) to eight (8) years of sales experience in a related field. Experience in the college and/or pro sports field.

- A demonstrated track record of outstanding sales achievement (both in growth and profit) is essential. Proven ability to renew and upsell existing clients as well as land new clients 

- Exceptional sales skills and proven ability to pitch and close deals up to and beyond six figures. 

- Proven ability to manage activation and fulfillment of sponsorships and corporate partners with minimal attrition as a result. 

- Superior communication, negotiation, and interpersonal skills

- Enthusiastic and creative with the ability to think strategically and tactically.

- Strong understanding of sales compensation plans with the proven ability to navigate compensation issues to a positive conclusion. 

- Has the highest level of personal and professional integrity and ethics. 

- Has a strong understanding of and passion for college and professional sports industries. 

- Strong computer skills with experience operating in an environment that employs a CRM system as well as the Microsoft Office suite. 

- Some local travel is required.