Business Development Senior Manager - Europe & Middle East

Position Summary:
This position will play a key role in the sponsorship sales process for the NBA and its affiliates in the EME region at a global, regional (multi-market) level and national (single market) level. The focus for the successful candidate will be on prospecting, pitching, negotiating and securing new marketing partners with strategic brands headquartered in Europe and the Middle East. The position will be based in London or Madrid, with considerable travel within Europe and the Middle East.

Main Responsibilities:

• Develop and implement a sales prospecting strategy for global and regional sales categories and ownership of the associated revenue targets. 
• Develop and implement a sales strategy for the NBA European and Middle East Games as part of the overall EME new business strategy and ownership of the new business revenue targets associated with the event within the context of the total GP New Business revenue target.
• Prospect, target, and sell tailored NBA partnerships to multinational and national companies concerning the above, utilizing data and research and an extensive external personal network, maintaining a consistent pipeline of prospects across all sales funnel stages to meet and exceed sales targets each financial year.
• Consult with multinational and national companies to determine their sales and marketing objectives, as well as the strategic direction of their business, markets, and competitors, and create integrated marketing partnerships/programmes that will meet these objectives. 
• Lead the entire sales process, including identifying brand targets, prospecting, pitching, creating sophisticated and compelling presentations and proposals, term sheet and contract negotiation.
• Creatively develop new commercial opportunities and initiatives that can be successfully taken to market, including IP, media, promotional, and event-based assets.
• Develop innovative and creative means to approach prospects digitally and at physical networking events. 
• Build and maintain strong relationships with external stakeholders and senior decision-makers at potential partners and agencies in the region.
• Work collaboratively with other internal NBA functions, both in this region and globally, to help develop rights packages and partnership proposals that can successfully be taken to market.
• Work with the other members of the EME Business Development team on shaping the regional strategy, assist team members in refining their sales skills, and proactively contribute to sales efforts in other EME markets as required.

Required Skills / Expertise:

• Successful track record in international sales (preferably within the sports sector) with a minimum of 5-7 years of experience
• Strong understanding of the sponsorship market and a network of relationships across all sectors of the sponsorship landscape
• A track record of securing 7-figure sponsorship contracts for rights holders 
• Ability to develop creative solutions which will meet the objectives of prospective marketing partners
• Strategic thinker – able to shape, develop and execute the strategy for a diverse region 
• Strong persuasive and negotiation skills
• A credible communicator, adept at operating at the Board/Senior Executive level and with excellent presentation skills
• Commercially minded and results-driven – the ability to meet and exceed sales targets.
• Ability to work well within a matrix organization
• Fluency in English 

Education:

• Bachelor’s degree required; MBA preferred