Job Information
New York Road Runners Director, Business Development & Licensing in New York, New York
About NYRR
New York Road Runners (NYRR) was founded in 1958 when a small group of passionate runners vowed to bring running to the people, and has grown from a local running club into the world’s premier community running organization. NYRR’s mission is to help and inspire through running, aiming to empower people of all ages and abilities to improve their health and well-being through the power of running and fitness.
NYRR’s year-round offerings of races, community events, programs, and training resources provide hundreds of thousands of people with the motivation, know-how, and opportunities to start running and keep running for life. NYRR’s premier event, the famed TCS New York City Marathon, attracts the world’s top professional runners and committed amateurs alike, while also raising millions of dollars annually for charity and driving economic impact for New York City. NYRR is equally committed to the runners of tomorrow, passionately providing youth fitness programs that educate and inspire children in underserved communities in New York City, nationwide, and around the world.
Headquartered in New York City, NYRR is a 501(c)(3) organization. To learn more, please visit www.nyrr.org.
At New York Road Runners, we are committed to building an inclusive, diverse workplace by finding the best candidate for the job. We understand that skills come from a variety of different backgrounds. Checking off every single requirement on our job description is not necessary to apply. If you think you are a good fit and have a passion for the work we do, please submit your application. We are eager to learn about your experience and skills! You may be the right candidate for this or other open positions.
New York Road Runners is an Equal Opportunity Employer.
About the Department
The Strategic Partnerships & Runner Products Department consists of the Strategic Partnerships team, the Runner Products and Services team, and Professional Athlete Group.
The Strategic Partnerships team is responsible for developing revenue-generating partnerships from corporate and community-based organizations and managing those relationships. Partnerships vary from year-round engagement to specific races and events. They work closely with all of NYRR ’ s departments to develop programs that maximize revenue opportunities and ensure NYRR ‘ s partners ’ objectives are being met. Our Licensing & Merchandising provides merchandising services, including staff clothing, weekly race premiums, and premiums for programs.
The Runner Products and Services team supports the training, racing and community experience of our runners — through classes, seminars, and customized training programs, and tailored customer service. The Runner Services team is the information source for our runners, serving for a conduit of information and an advocate for NYRR's runner-first philosophy both online and at the NYRR RUNCENTER. Our NYRR RUNCENTER also offers programming and serves as a hub of resources for our runners year-round. NYRR ’ s Charity Programs include more than 500 Official Charity Partners whose runners raise over $40 million annually. NYRR ’ s ITO Program operates in 100+ countries, and across six continents, and brings more than 15,000 international runners across the finish line at the TCS NYC Marathon.
The Professional Athlete group (PAG) develops and oversees programming related to the participation of professional and elite athletes, including wheelchair athletes, in NYRR events and initiatives, working closely with athletes, agents, coaches and federations while developing and implementing the recruiting strategy for professional athletes to compete in NYRR events.
About the Position
The Director, Business Development and Licensing is responsible for supporting the NYRR revenue growth plan and consistently helping NYRR achieve annual revenue targets. Key responsibilities are built upon the intersection of partnership strategy, NYRR strategic plans, and top-notch client service. The Director reports into the Head of Business Development and Licensing and will manage the business development sales process across multiple revenue streams and drive the development of new, integrated platforms and activation concepts. This includes maintaining strong industry relationships and category knowledge to build a pipeline, managing sales and other agency partners, and owning the contract process from start to finish. This role also manages sales for the TCS NYC Marathon expo, and key media, licensee and partner relationships. We are looking for hard-working, dynamic and creative individuals who have a passion for the NYRR mission with demonstrated business acumen. The Director plays an essential role serving as a thought leader - driving innovative, integrated, ideas to solve our partner’s business challenges - and a supportive and collaborative people manager.
Job Responsibilities (primary and secondary duties):
Assist in developing the annual strategic direction and plan for revenue growth across key categories including corporate partnerships and licensing
Lead and manage new business development including prospecting, relationship development, client needs analysis, inventory pricing and management, pitching, negotiating, closing, and contract execution
Take leadership in the creation of sales materials and serve as a dynamic and polished NYRR advocate and storyteller on sales calls
Stay on the pulse of emerging trends and proactively research new areas of reach for NYRR
Develop customized partnership platforms and programs using NYRR commercial assets that align with partner objectives and NYRR mission, enhance the runner experience, and generate revenue
Assist with developing new commercial inventory and oversee its execution
Lead key media, corporate partner and licensee accounts including day-to-day communication, asset tracking, approvals and onsite event activation support (hospitality, project activations)
Interface and work in collaboration with internal departments, agencies and vendors to fulfill contractual partnership assets including race broadcast integrations and race expo activations
Support sales process for TCS New York City Marathon expo exhibitors, including sourcing, contract management, billing and logistics
Manage multiple projects and timelines in a fast-paced environment, demonstrating efficiency in prioritization
Foster an environment of collaboration and teamwork between the NYRR internal teams in development and execution of assets
Work closely with Finance and Legal departments to submit timely budget, contract and financial tracking
Build extensive prospect network and maintain industry knowledge in key categories and opportunities; showcasing ability to create relationships while working efficiently in a fast-paced sales environment
Provide weekly Director Report indicating status on all business development and department administrative action items
Support organizational and departmental projects and initiatives
Performs all other duties as required
Available for evening/weekend events and programs throughout the year (seasonal)
Supervisory Responsibilities
Mentor, motivate and develop team members through coaching, training and identifying areas for growth
Effectively manage employee performance through communication of expectations and standards
Prepare goals and performance appraisals. Work with next level management (directors or department head as applicable) when employee performance does not meet standards
Encourage an environment of transparency, support, creativity, development, and growth
Showcase effective listening for impact
Delegate and distribute tasks and responsibilities appropriately
Ensure employees and staff adhere to company policies and procedures
Serve as a role model within the department and organization, promoting NYRR values and providing leadership and creative problem solving
Job Requirements:
Experience:
5+ years working in business development/sales, specifically with experience in media or property sales, content licensing account management, and/or partnership marketing
Proven expertise in identifying opportunities and developing strategies, pitching to senior executives and working in non-traditional revenue streams
Demonstrated success in platform development of various rights and packages in marketplace
Experience in leading all steps in sales process, from concept development through contract negotiation
Proven ability to successfully operate among senior executive levels on the partner side
2+ years’ experience managing direct reports including career pathing and performance reviews preferred
Experience collaborating with and managing agencies and vendors
Education & Certifications:
- Four-year degree in Marketing, Business, Communications, or relevant degree preferred
Skills and Attributes:
Self-motivated with the ability to multi-task in a fast-paced environment
Must be dynamic, forward-thinking, extremely analytical and well organized with exceptional project management skills and attention to detail
Natural relationship builder with comfort in selling and problem solving
Strong Microsoft Office skills (Outlook, PowerPoint, Excel, Word); skills in other platforms such as Adobe Creative Cloud suite, InDesign, Keynote, Photoshop, Canva, Salesforce, etc. a plus
Strong attention to detail and listening skills
Must possess problem solving capabilities to address and resolve complex issues; he/she/they will be a strong and effective negotiator, comfortable in both complex negotiations as well as sophisticated business situations
Familiarity with the standard demographic research & analytics tools (i.e.- Scarborough, Repucom, etc.) and ability to derive insights from the data
Must have high level of interpersonal skills, integrity and professionalism to handle sensitive and confidential situations and information.
High growth mindset open to feedback and learning
Comfortable communicating with large groups of people and working in a live event capacity
Physical Requirements
- Ability to work outdoors for long-periods of time (standing and/or sitting)
Salary: 85-90k
NYRR requires all employees to be vaccinated against COVID-19 unless approved for a medical or religious exemption.