New Business Development Lead, SEA

The National Basketball Association (NBA) is a global sports and media organization with the mission to inspire and connect people everywhere through the power of basketball.  Built around five professional sports leagues:  the NBA, WNBA, NBA G League, NBA 2K League and Basketball Africa League, the NBA has established a major international presence with games and programming available in 214 countries and territories in 60 languages, and merchandise for sale in more than 200 countries and territories on all seven continents.  NBA rosters at the start of the 2023-24 season featured a record 125 international players from 40 countries and territories.  NBA Digital’s assets include NBA TV, NBA.com, the NBA App and NBA League Pass.  The NBA has created one of the largest social media communities in the world, with more than 2.3 billion likes and followers globally across all leagues, team and player platforms.  NBA Cares, the NBA’s global social responsibility platform, partners with renowned community-based organizations around the world to address important social issues in the areas of education, inclusion, youth and family development, and health and wellness. 
 

Position Summary:

The Senior Director, Business Development plays a critical role in the driving the expansion of NBA SEA (Southeast Asia) market by leading all non-media B2B partnerships growth including business development and partnership management.  It will be responsible for establishing and executing a business development vision, strategy, and plans to drive sponsorship and merchandise licensing revenue with an integrated approach on assigned markets through collaboration across all NBA Asia business groups including marketing partnerships and merchandising partnerships, fan acquisition and engagement (“FAE”), content partnerships and DTC (“CPD”) for the NBA. The role will be report into the SVP, Head of Growth and Innovation to drive new revenue streams including but not limited to innovative assets that compliment in a meaningful way the current portfolio of saleable assets. Additionally, the role will be required to identify B2B collaboration opportunities with qualified partners (a.k.a. “Co-organizers”) across Asia and complete agreements as required to support our Asia revenue goals. It will also leverage their expertise in full life-cycle new partnership development, account management and monetizing digital content products and services, to create asset value and develop commercial revenue streams in SEA region. For all assigned markets, the role will also be required to not only identify and develop partnerships through both direct lead generation sourcing and development (as well as with qualified lead generation agencies and lead in on-boarding and managing and/or co-managing these agencies. ) but also manage Asia partnership in SEA market as well. The position will be based in Singapore with travel to the focus markets in a diverse region.

Major Responsibilities:

• In coordination with the broader Business Development and Brand Partnerships team, develop and execute a BD strategy that requires outreach to both multinational and domestic-based companies to determine their marketing and/or merchandising objectives and present, deliver, and sell merchandise licensing and/or integrated marketing programs that will meet these objectives.
• These programs will include NBA branded consumer products, media, interactive, and event-based assets. Additionally, this role will be responsible for collaborating with the merchandising and marketing partnerships account teams, FAE, CPD, Legal, Finance and other departments as needed to develop and secure new partners in focus markets.
• Lead the co-development, overall direction and implementation of the marketing and sponsorship partnerships business development across the APAC region.
• Work closely with the team and guide the sales process from prospect identification to contract negotiations in the assigned region to engage with potential partners at a senior decision-making level
• Identify global prospects and key company contacts for potential business partnership opportunities across portfolio of leagues
• Establish and manage the budgeted financial goals of the Brand Partnerships in SEA.
• Build, lead and inspire a high-performing and integrated commercial brand partnerships team and establish a strong performance culture
• Maintain a meaningful level of relations with existing and new partners
• Lead the research drive and landscape analysis for emerging global industries, categories, international companies, and executives for relevancy and points of entry
• Lead the tracking of global and regional sales prospects and updates for senior management on sales strategy and progress
• Maintain a strong understanding of the consumer products related industries (apparel, retail, gaming, branded attractions, digital assets,) to explore and pitch licensing, marketing partnerships and strategic partnerships for new assets development/ creating new business opportunities across assigned markets
• Maintain an understanding of the sales and marketing activities of prospective clients, as well as the strategic direction of their international markets and competitors
• Maintain a strong understanding of advertising and marketing channels and technologies in order to understand potential client solutions
• Co-lead the preparation of sales presentations, deal memo/summaries and other departmental relevant documents
• Oversee the new business/sales and account management functions that will drive NBA’s brand, mission and revenue across Asia in accordance with regional growth plans.
• Oversee the creation and execution of our monetization strategies for our existing merchandise licensing business and sponsorship assets and partnerships.
• In partnership with the Media and Fan Engagement teams, develop media plans, original sponsored content features, events, and digital marketing support that deliver a strong value proposition for our brand partners and our fans. 
• Build and develop relationships across the regional and global organization to align on regional and global priorities to drive overall NBA SEA business objectives and revenue
• Identify and manage assigned prospect lead generation agency(s) (where needed)

Required Experience, Skills & Knowledge:

• 15 years of international or regional sales, business development, and/or marketing experience with a globally recognized organization(s) with a proven track record of results
• 10 years partnership development and management of IP product / merchandise licensing
• 10 years business development team management experience, brilliant storyteller through written, verbal, and visual communications with exceptional negotiating skills to be able to initiate and close business deals
• Strategic and entrepreneurial thinker – able to shape, develop and execute the strategy for a diverse region
• Asian Business building background from within a broad sales role allowing for lateral sales thinking
• A track record of securing IP licensing and sponsorship contracts for rights holders in sports or success in developing new business for other organizations, particularly in the SEA markets. 
• High level connectivity – an ability to connect with local, regional and multinational business heads in the region and maintain those relationships.
• A credible communicator, adept at operating at all levels up to Board level
• An ability to effectively manage and work within a team and autonomously
• Ability to work well within a matrixed global organization
• Travel as necessary, approximately 25% 

The NBA does not accept unsolicited resumes from search firms or any other third parties. Any unsolicited resume sent to the NBA will be considered NBA property, and the NBA will not pay a fee should it hire the subject of any unsolicited resume. 

The NBA considers applicants for all positions on the basis of merit, qualifications, and business needs, and without regard to race, color, national origin, religion, sex, age, disability, sexual orientation, gender identity, alienage or citizenship status, ancestry, marital status, genetic predisposition or carrier status, veteran status, familial status, status as a victim of domestic violence, or any other status or characteristic protected by applicable federal, state, or local law.

About the NBA
The National Basketball Association (NBA) is a global sports and media organization with the mission to inspire and connect people everywhere through the power of basketball.  Built around five professional sports leagues:  the NBA, WNBA, NBA G League, NBA 2K League and Basketball Africa League, the NBA has established a major international presence with games and programming available in 215 countries and territories in more than 50 languages, and merchandise for sale in more than 200 countries and territories on all seven continents.  NBA rosters at the start of the 2021-22 season featured a record 121 international players from 40 countries.  NBA Digital’s assets include NBA TV, NBA.com, the NBA App and NBA League Pass.  The NBA has created one of the largest social media communities in the world, with 2.1 billion likes and followers globally across all league, team, and player platforms.  Through NBA Cares, the league addresses important social issues by working with internationally recognized youth-serving organizations that support education, youth and family development, and health-related causes.