Director of New Business Development

Job Locations US-NY-New York
Requisition ID
18-8654
Division
Marketing Partnerships
Functional Area
Marketing Partnerships

Overview

The Madison Square Garden Company (MSG) is a world leader in live sports and entertainment experiences.  The company presents or hosts a broad array of premier events in its diverse collection of iconic venues: New York’s Madison Square Garden, The Theater at Madison Square Garden, Radio City Music Hall and Beacon Theatre; the Forum in Inglewood, CA; The Chicago Theatre; and the Wang Theatre in Boston.  Other MSG properties include legendary sports franchises: the New York Knicks (NBA), the New York Rangers (NHL) and the New York Liberty (WNBA); two development league teams -- the Westchester Knicks (NBAGL) and the Hartford Wolf Pack (AHL); and one of the leading North American esports organizations, Counter Logic Gaming.  In addition, the Company features popular original entertainment productions -- the Christmas Spectacular and New York Spectacular – both starring the Radio City Rockettes, and through Boston Calling Events, produces outdoor festivals, including New England’s preeminent Boston Calling Music Festival.   Also under the MSG umbrella is TAO Group, a world-class hospitality group with globally-recognized entertainment dining and nightlife brands: Tao, Marquee, Lavo, Avenue, The Stanton Social, Beauty & Essex and Vandal.  More information is available at www.themadisonsquaregardencompany.com

EEO Statement

At MSG we value diversity and are looking for extraordinary employees of all backgrounds! MSG is an Equal Opportunity Employer and provides equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, gender, sexual orientation, gender identity or expression, national origin, citizenship, age, genetic information, disability, or veteran status. In addition to federal law requirements, MSG complies with all applicable state and local laws governing nondiscrimination in all locations.

Responsibilities

The Director, New Business Development, MSG Media is responsible for maximizing sales of all MSG Media assets. The Director will focus heavily on growing revenue in all our professional teams’ product as well as the corresponding support programming and MSG original shows.

The Director, New Business Development-DIGITAL SALES, MSG Media is also responsible for generating revenue against entire roster of MSGN digital assets, including msg.com as well as MSG GO. Ideally have extensive contacts at key digital agencies as well as solid relationships at client level. Revenue can also be driven by working with our current sellers and assisting in developing innovative digital platforms for existing clients who spend primarily on linear TV.

 

The Director, New Business Development will focus on all emerging categories and develop customized strategies that enhance the value of a MSG partnership. Utilize all available tools to closely monitor the marketplace, including competitive station/network monitors, trade journals and independent sales research data. It will be our expectation that through these consistent efforts, we will emerge as market leaders in the development of new business opportunities. 

 

The Director, New Business Development will work closely with MSG’s research and marketing solutions team to develop custom presentations and opportunities for new clients, utilizing MSG Media’s full breadth of live game, original and digital sellable assets. This person will also work closely with SVP, Marketing and Program Strategy for MSGN to develop digital platforms which will at times serve as extensions of our on-air executions. They will also be required to create exclusive desirable digital content for our key advertisers. New proposals will be coordinated with Sales Directors (Business Development as well as Agency) as required.

 

 

This person must have demonstrated experience and success working within a sales team and will aid in implementing the larger media sales strategy as stated by upper management to establish the premiere media sales force in the country and overachieve budgetary goals.

 

  • Work closely in developing custom package enhancements for sponsorship packages and execution/fulfilment
  • Help identify market opportunities, benchmarking of competition; pursue revenue maximization of inventory. Conduct category/prospect analysis, and develop disciplined pricing and packaging approach
  • Insure proper adherence to appropriate company policies; manage inventory analysis, sales analysis, list management and traffic
  • Utilize data that will ensure the effectiveness of sales and sponsorship presentations for MSG. Build program effectiveness research process
  • Coordinate opportunities to utilize New Media programming content integration to help drive ad revenue
  • Accurate represent and coordinate opportunities by utilizing sponsorships and promotions that create additional revenue and deliver value to advertisers
  • Prospect, pitch and close new accounts on a daily basis to drive sales activity and revenue achievement.
  • Development and execution of unique and desirable digital content customized for advertisers on MSGN
  • Meet each week with VP Integrated Media Sales to review progress, new business development strategies, forecasting and prospecting, as well as personal account list.
  • Achieve maximum sales call volume and activity.
  • Entertain current and prospective clients
  • Overachieve assigned revenue budgets
  • Increase revenue against team and original programming
  • New business growth driven by client direct activity
  • Develop new revenue streams (digital, radio, other)
  • Advance incremental revenue increase in all key categories

 

 

Qualifications

  • 3-5 years of advertising sales experience (Linear/Digital)
  • Extensive knowledge of the marketing and advertising industries with a particular focus on the sports industry
  • Proven track record for developing successful business relationships
  • Incorporates the leadership philosophy of the brand and the able to lead the execution of action plans
  • Works well with a broad cross section of functional teams
  • Goal oriented and can inspire others to achieve goals
  • Excellent verbal and written communication, organizational, attention to detail and time management skills required
  • Uses metrics and research to support sales process, as needed
  • Able to successfully close business deals (i.e. renewals and new business)
  • Skilled at working collaboratively and on a team environment with the ability to engage, inspire and influence people
  • Thrives in high pressure sales environment
  • Knowledge of inventory and reporting systems
  • Familiarity with digital metrics relative to local marketplace
  • Strong business acumen, critical thinking capabilities, operational skills, and successful partnership with multiple business groups

Education

Candidates who have completed 60 credits of college-level coursework (representing 2 years), or have shown similar self-development through certifications, trade school coursework, etc. are preferred.

Educational requirements may differ from job to job based on the role.

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