Head of Business Development - Europe & Middle East

Position Summary:

This position will play a key role in the continued growth and expansion of EME by leading the partnership revenue aspect of EME. The successful candidate will be responsible for driving partnership sales revenue through the acquisition of new regional and global partners for the NBA. This role will be responsible for managing a team of business development managers of varying levels of experience to achieve their respective revenue targets, and the successful candidate will also be required to drive and manage their own sales pipeline and revenue objectives. The role will require frequent travel throughout the European and Middle Eastern regions and will work closely with the leads of the EME Media, Events, Content and Marketing functions, as well as Business Development leads in NY and other regions. They will also be tasked with identifying and creating new revenue streams as the fan base continues to grow in the region.

Major Responsibilities:

• Drive the continued growth and expansion of the EME business and revenues through the acquisition of new partners
• Lead and motivate the EME Business Development team to ensure successful performance and delivery of commercial objectives while working closely with other regions, departments and the wider EME Global Partnerships team
• Develop and implement a robust new business development strategy for EME, in consultation with the Head of New Business Ventures & Partnerships and Managing Director for EME, growing the pipeline of partnership prospects, with a particular emphasis on securing multi-region or global deals with EME brands
• Build relationships with senior-level decision makers at prospective partners, relevant marketing and sponsorship agencies, event management companies, and promoters to generate new partnerships and other new business opportunities
• Create, present, sell, and execute integrated EME partnerships, programs and initiatives
• Oversee and manage the entire sales process from proposal to deal memo submission and contract execution by liaising and working closely with other departments (Legal, Finance, etc.), and support the Business Development team in the creation of sales presentations, proposals and negotiation of partnership agreements
• Maintain a working knowledge of the sales and marketing activities of prospective partners as well as the general advertising, marketing, and technology landscape to understand potential client solutions
• Maintain a database of highly valuable targets and opportunities
• Monitor the activity of other sports and entertainment properties in the region

Required Skills/Knowledge:

• Successful track record building business in Europe and the Middle East; must have a strong understanding of the market and a network of relationships across all sectors of EME marketing and media landscape
• High-level connectivity and demonstrable network of contacts – client side and sponsorship/marketing community in general
• Ability to attain and exceed targets. This should involve delivering integrated programs that include media, print, interactive and event-based assets
• Entrepreneurial approach with a strong understanding of business fundamentals
• A track record of securing high-value sponsorship contracts for rights holders in sports
• Knowledge of TV and digital sales, merchandising and communications
• Ability to develop creative solutions which will meet the objectives of prospective partners
• Experience working within a structured corporate environment
• Business knowledge – being up to date with business/market/industry trends
• Working knowledge of digital and social media markets in the region
• A thorough understanding of the sports landscape (basketball and NBA knowledge preferable)
• Experience working for a high-profile global organization

Experience Needed:

• Minimum of 10 years of sales or business development experience, ideally at a sports sponsorship agency and/or premium rightsholder
• Strategic thinker – able to shape, develop and execute the strategy
• Experience in leading and motivating a team of commercial professionals
• Strong persuading and negotiation skills
• Excellent communication skills, adept at operating at the board level
• Commercially-minded and results-driven
• Excellent presentation skills and attention to detail
• Ability to work well within a matrixed organization
• Must be fluent in English
• A passion for sports is preferred

Educational Background Required:

• Bachelor’s degree required