Background

Location: Detroit, MI (1 Woodward Ave., Suite 1402)

Type: Full-time, permanent position

Division: Rocket Mortgage Classic

Reports to: Chief Revenue Officer (Intersport)

Compensation: Base salary plus commission

Overview

Intersport, a leader in sports, entertainment, and lifestyle marketing and media for more than three decades, provides expertise in the areas of:

Agency Services: brand consulting, creative, content production, digital, experiential marketing, field marketing, hospitality, performance marketing, social media marketing, and sponsorship consulting
Properties – owned-and-operated live sports and lifestyle events and media assets airing on broadcast and digital networks

The Position

Intersport serves as the official management firm (sales, marketing, and operations) of Detroit’s annual PGA TOUR event, the Rocket Mortgage Classic (RMC), which debuted in June of 2019 and will next staged be staged June 23-29, 2025 at the Detroit Golf Club.

Intersport is seeking to add a successful and driven Chief Revenue Officer (CRO) to lead its Rocket Mortgage Classic leadership team. The CRO will be responsible for leadership and strategy, as well as direct revenue generation, in support of the RMC. In this role, the CRO will serve as a “player-coach,” spending 70% of their efforts on revenue generation and 30% of their time on coaching and management. The CRO must be a proven, seasoned, executive-level leader well-versed in and successful in the delivery of strategy and results across sponsorship, hospitality, and ticketing. Additionally, the CRO must be able to coach and guide, where necessary, a seasoned, cohesive, team of revenue generating professionals that work with a high degree of autonomy and have successfully driven revenue for the RMC for the past six years.

Responsibilities

General

Embody and reflect Intersport’s performance-based culture and commit him/herself and team to the highest standards for all agency work
Work effectively with cross-functional teams to deliver executional excellence

Revenue Leadership and Strategy

Lead all revenue-related aspects of the RMC including budgeting, forecasting, long-range planning, cost containment, and overall management
Lead, develop and communicate the vision, strategy, and resource requirements as it relates to corporate sponsorship, hospitality, and ticketing revenue
Develop and manage budgets for all growth initiatives, ensuring efficient use of resources, and alignment with company objectives
Partner with other members of the Leadership team to execute the strategic plan and further develop revenue strategy
Possess a strong understanding of marketing and activation strategies and how they relate to corporate/sponsor objectives
Ensure strategy and successful revenue generation across numerous revenue streams, including: Sponsorship/corporate partnerships; Hospitality; Ticketing; Pro-am and special experiences; Merchandise revenue; and Other to be developed on-site revenue streams

Revenue Generation

Strong understanding of corporate partnerships, and how they can be leveraged to drive revenue and engagement, along with additional revenue streams supporting a property’s overall revenue goals
Develop an executive prospecting strategy; social selling, and professional networking to generate new prospects with local and national brands
Prospect, generate leads, develop relationships, understand customer needs, present solutions, negotiate, and close new business and renewal clients to achieve annual revenue target
Leverage existing individual network, tournament host committee, club members, title/event/club vendors, community service groups, current clients, TOUR official partners, and other lead generators
Develop a robust pipeline with probability of closing to ensure volume necessary to attain individual and tournament revenue goals
Educate clients throughout the year on how to fully leverage their participation to maximize ROI/ROO

Team Leadership

Lead a team of Business Development, and Partner Management professionals
Apply a genuine eagerness to mentor, grow, and learn from a diverse and talented team
Manage and train sales and service teams, with responsibility for goal setting, feedback, and constructive guidance
Lead and ensure a strong departmental culture
Collaborate with PGA TOUR and Rocket Mortgage constituents and Tournament Business Affairs on overall objectives, direction, and strategies for the RMC

Qualifications

Bachelor’s degree required; Master’s degree in a plus
Minimum twenty (20) years’ experience in revenue generation/business development role at an agency, brand, media company, sports or entertainment property, or related organization
Strong experience, knowledge, and understanding in/of sponsorship marketing, inclusive of sports, entertainment, and lifestyle, previous agency experience a plus
Demonstrable expertise in select focal areas with a senior-level network of professional contacts
Ability to lead client partners and manage a team in the midst of multiple programs/projects concurrently in a fast-paced and high-intensity work environment
An entrepreneurial mind-set and true self-starter with strong critical thinking skills
Firm grasp on reporting, analysis and budgeting
Exceptional relationship and influencing skills along with highly developed presentation and delivery skills
Demonstrated success in leading a team responsible for revenue generation in the form of closing corporate partnership agreements with six- and seven-figure annual fee commitments
Proven effectiveness in managing and mentoring senior level to junior team members
Application of superior prioritization and time-management skills
Ability to work independently and as part of a team
Proactive, team player with a strong work ethic
Exemplary written and oral communication skills with proficiency in PowerPoint, Word, Excel
Ability to develop and implement detailed processes and protocols
CRM experience required (Salesforce preferred)
AI experience preferred
Ability to travel for business on trips typically lasting between one and five days

Intersport is an Equal Opportunity Employer.

Intersport

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