USA TODAY NETWORK is one of the top 20 digital companies in the country, sharing the list with Google, Facebook, and Amazon. Our world-class team of marketing consultants, digital specialists, research analysts and creative experts work to understand the unique needs of our customer’s business. Using proven strategies, integrated media and digital marketing services, we deliver an engaged audience using a variety of sophisticated tools and resources, and provide our clients the integrated marketing expertise to help them achieve their revenue goals.
We are seeking a Director of Event Sponsorship to work cooperatively with local Sales Leaders and Regional Presidents across Gannett’s Western U.S. markets that include: Phoenix, Cincinnati, Milwaukee, Green bay, Indianapolis, Fort Collins, Louisville, KY, St. Cloud, Springfield, MO, Ventura, CA, Reno, NV and Salem, OR and to drive media revenue thru the sales of event sponsorships. This includes digital and print media, video and custom programs, with a focus on extending sponsorships from local to larger regional markets. This role will be responsible for identifying and developing high quality prospects, securing face-to-face appointments as well as building and maintaining a sustainable and profitable pipeline of opportunities. Office location is flexible with travel of 50 – 60% across the West Division Footprint. This position reports directly to the Regional President, Wisconsin Media.
Key Responsibilities
Pursue new local sponsorship sales leads, expanding beyond existing clients, agencies and contacts.
Work in tandem with local leadership to manage the process of compiling information and supporting sales through customized proposal generation including creative development, collecting and formulating research and building compelling presentations outlining all promotional elements and opportunities available within each sponsorship event.
Develop and implement innovative sponsorship sales strategies, defining what clients are sponsoring and establishing the unique value proposition in each local event offering.
Proactively manage the sponsorship sales process with each initiative to ensure financial and marketing goals are met.
Partner with group and local sales leadership team to implement and manage sponsorship training to sales staff, ensuring we are reaching all potential opportunities.
Oversee the negotiation and execution of all aspects of contractual agreements related to sponsorships to achieve the greatest benefits for the client and company.
Collect and monitor insights and best practices for key categories to share with sales leadership team and presidents. Effectively report on account development and sales process with local sales leaders and presidents.
Oversee the creation and presentation of promotional materials to sales team and clients after each sold sponsorship program.
Qualifications
Bachelor’s degree in business, marketing, advertising or related field or equivalent related event/sponsorship/media experience required.
Minimum five years’ event marketing and/or sponsorship sales experience required and preferred expertise in selling high-dollar sponsorships.
Proven ability to build trusted relationships with key internal audiences, given close working relationships necessary across all products and channels to include editorial, sales and marketing.
Proven experience managing partnership marketing efforts with success growing account spend incrementally.
Understanding of marketing research techniques and ability to apply findings in face to face interaction with clients.
Deep working knowledge of the sales process and a strong general sales acumen, as well as superior relationship development and account management skills.
Ability to understand and work within a variety of different business models and non-traditional revenue streams.
Deep understanding of digital, mobile and social media space and how marketers utilize these platforms.
Ability to flawlessly and dynamically present our value proposition to an audience.
Excellent organization and time management skills with the ability to multi-task and connect across multiple markets simultaneously. Problem solving and interpersonal skills necessary to reach compromises that all parties find acceptable during negotiation.
Proven team leader with results-oriented focus.
Excellent analytical, written and oral communication & presentation skills.
