Responsible for retaining and growing a book of business that includes 40-50 accounts and represents approximately $5 M in annual revenue for the organization. The Account Executive, CPPH will lead key accounts for the department as assigned by the CPPH Leadership team and will be given an annual renewal goal for all accounts with expiring contracts. It will be the Account Executive's responsibility to negotiate with partners on financial investment, term length, and assets to successfully deliv... more details
Our teammates are at the core of what we believe in: People, Collaboration, Learning, and Excellence (PeopleCLE). We look to hire individuals who are committed to our purpose of uniting and inspiring our city through the power of team. Our mission is to win the World Series while creating a compelling fan experience. If you believe you possess these important traits, please consider a career with the Cleveland Guardians.
PRIMARY PURPOSE: Responsible for retaining and growing a book of business that includes 40-50 accounts and represents approximately $5M in annual revenue for the organization. The Account Executive, CPPH will lead key accounts for the department as assigned by the CPPH Leadership team and will be given an annual renewal goal for all accounts with expiring contracts. It will be the Account Executive's responsibility to negotiate with partners on financial investment, term length, and assets to successfully deliver annual revenue goals.
RESPONSIBILITIES & DUTIES:
Business
- Day-to-day Account Management lead for 40-50 accounts that represent approximately $5M in annual revenue.
- Develop an annual renewal strategy for all assigned accounts that have expiring contracts with the team.
- Develop and pitch a renewal proposal to all assigned accounts with expiring contracts that includes a value proposition for the partner, financial investment, term length, and assets.
- Negotiate all terms of a renewal agreement with assigned accounts and successfully close deals that are beneficial for the Guardians organization.
- Deliver against annual renewal revenue goals.
- Collaborate with the CPPH Business Insights team and department Leadership to accurately forecast annual partner investments for all assigned accounts.
- Identify opportunities to upsell assigned accounts with new or higher-revenue assets.
- Lead regular check-in calls with contacts from key accounts and continually make them aware of the value that the Guardians deliver for their organization.
- Develop and deliver annual partnership reviews for all assigned accounts.
- Provide creative and prompt solutions for any issues that arise with assigned accounts in tandem with the CPPH Activation team.
- Collaborate with the CPPH Activation team to ensure that all partnership assets of assigned accounts are running on time and meeting the expectations of the client.
- Develop strong relationships with key contacts from assigned accounts and offer the opportunity to entertain them at department-led events.
People
- Maintain and grow relationships with key decision makers across 40-50 CPPH accounts.
- Maintain and grow relationships with sports and business industry leaders to consistently mine for best practices and processes.
Process
- Support CPPH Leaders in creating a culture of continual learning and a teamwide growth mindset.
- Develop and implement organized systems & processes that allow the CPPH team to work more efficiently.
- Actively work across departments within the organization to both execute programs as designed and recognize other sales opportunities through creativity, idea sharing, and industry best practices.
- Consistent refinement of renewal negotiation preparation and execution.
- Develop unique concepts, campaigns or promotions which lead to sustainable revenue growth in CPPH and that can be replicated by CPPH teammates.
- Proactive & consistent use of CRM and other analytical tools crucial to our process that model adoption by all CPPH associates.
- Support and enhance our culture of Service with Excellence after the sale.
- Assist in the planning of and participation in departmental functions such as partner events, trips, workout days, meetings, and other special events as appropriate.
EDUCATION & EXPERIENCE REQUIREMENTS:
- Bachelors of Science Marketing, Business, Sports Management, or related field.
- 2+ years of experience in Account Management, Entertainment, Media, or related industry; preferably in Corporate Partnership & Premium Hospitality Sales.
- Experience working with a professional sports team in a high volume and large investment product environment is preferred; MLB or MiLB experience preferred.
- Experience networking with key decision makers and C-level executives.
- Experience with CRM systems, Microsoft Dynamics CRM experience preferred.
- Working knowledge of MS Office (Word, Excel, Outlook, PowerPoint).
ROLE REQUIREMENTS:
- Ability to consistently meet or exceed sales objectives.
- Exceptional presence and a complete understanding of the sales process.
- Required to work home games based on a rotating schedule of staff.
- Responsibilities may include visitation of Partners, Prospects, Season Ticket Members, single game suite rentals, on-field activities (including Batting Practice, presentations, parades, first pitches & post- game events), new client prospecting and entertainment.
- Occasional additional game day and non-game day duties as directed by job responsibilities and workload.
ORGANIZATIONAL REQUIREMENTS:
- Reads, speaks, comprehends, and communicates English effectively.
- Represents the Cleveland Guardians in a positive fashion to all business partners and the general public.
- Ability to develop and maintain successful working relationship with members of the Front Office.
- Ability to act according to the organizational values and service excellence at all times.
- Ability to work with diverse populations and have a demonstrated commitment to social justice.
- Ability to walk, sit or stand for an entire shift.
- Ability to work extended days and hours, including holidays and weekends.
- Ability to move throughout all areas and levels of the Ballpark.
- Ability to work in a complex and changing environment.
- Occasional physical activity such as lifting and carrying boxes up to 25 lbs.
The Cleveland Guardians are committed to developing and maintaining an environment that embraces all forms of diversity to enrich our core values, enhance our competitive position, strengthen our impact within our community, and foster a greater sense of belonging for our employees.
In this spirit, we know studies have shown that people from historically underserved groups - including women and people of color - are less likely to apply for jobs unless they believe they meet every one of the qualifications as described in a job description. We are most interested in finding the best candidate for the job and understand that candidate may bring certain skills and experiences to the role that are not listed above, but that would add tremendous value to our organization. We would encourage you to apply, even if you don’t believe you meet every one of our qualifications described.
