Director of Global Sales

Company: IMG LIVE
Location: Bradenton
Posted on: March 10, 2023

Job Description:

Job DescriptionWant to love what you do in an environment that values learning and growth alongside other high performing individuals? If you answered yes, IMG Academy is hiring.Our unique campus is dedicated to developing the next generation of leaders, champions and influencers. - We believe that each day is an opportunity to achieve dreams and inspire greatness. - As part of the IMG Family, we prepare our student-athletes to succeed, taking on life with confidence and preparedness. - Through our integration of elite academics, athletics and character development, our student-athletes are prepared to rise up to their full potential - whether that's on the field, in the classroom or in life.We are seeking curious, caring individuals who align with our core values:

• Passionate Soul: Love what you do
• Open Mind: Never stop learning and growing
• Champions Spirit: Strive for greatness
• Helpful Heart: Lift up those around you
• Absolute Integrity: Always do the right thingJob Title: - Global Sales DirectorFLSA Status: - ExemptDepartment: OutreachPosition Summary: Oversees global sales division responsible for driving $30M in revenue annually across boarding school, youth & adult camps, & team training, events, and hotel. Drives and implements full sales life cycle plan for each individual sales office and the global referral program. Offices located in Beijing and Shanghai, China, Tokyo, Japan, Seoul, south Korea and Mexico City, Mexico. This includes the generation and prospecting of new business & retention of existing business. Role directly oversees a division of 8-10 staff consisting of head of recruitments, sales advisors, and customer service coordinators. Role also oversees our Global Referral Program (GRP), which consists of a network of 200+ global referral relationships that drives 50% of all global revenue and incremental domestic revenue.STAFF DEVELOPMENT
  • Builds a standardized sales process for the sales team to follow
  • Defines best practices within each step of the sales process and builds out training programs specific to each
  • Owns CRM best practices and implementation with staff
  • Schedules weekly meetings with the individuals and/or team to identify areas of focus and opportunity
  • Monitors the sales metrics of each advisor in order to provide insights needed to be successful
  • Clearly defines targets and focuses on the staff development to achieve desired outcome needed
  • Trains staff on how to process revenue reporting and drive strategies accordinglyBUSINESS DEVELOPMENT
    • Builds strategic plan annually for each office that drives overall direction
    • Oversees outreach plan and strategy globally across all divisions and products
    • Negotiate contract specifics to achieve maximum profitability while attaining customer needs
    • Demonstrate technical selling skills and product knowledge in all areas team and program outreach and execution
    • Assist sales team in securing large accountsREPORTING, YIELD MANAGEMENT, & INVENTORY UTILIZATION
      • Maintains detailed knowledge of sales trends, forecasts, and pipelines for all product lines
      • Identifies potential risks in the revenue trends and adjust the sales plan accordingly
      • Assists with oversight of cost negotiation with potential clients
      • Collaborate with Director of Business Operations on pricing strategy & inventory management for all opportunities
      • Understands overall pipeline and drives utilization strategies for greatest ROITEAMWORK
        • Meets weekly with Senior Director of Sales to review the overall status of the sales division
        • Communicates and establishes a relationship with each department on campus
        • Works directly with sport directors on product training, enrollment trends, roster management, aid utilization, - and staff performance -
        • Works with the Sales Operation Director on market rates, pricing increases, group pricing, and product capacities
        • Works with counterparts to promote cross collaboration across the entire sales division
        • Communicates regularly with Director of Marketing on global outreach plan, promotional needs, customer feedback, and social media strategies by office
        • Works with Endeavor offices and third party organizations that assist with office setup and oversight of staff based remotely in their offices - -STAFF MANAGEMENT
          • Coordinate schedules for the staff - including tracking personal time off and floating holiday requests
          • Complete oversight of the sales pipeline from a daily, weekly, monthly, & annual perspective
          • Works with leadership on establishing sales targets and incentives for sales team
          • Manages lead distribution across the sales team to monitor load balancing
          • Oversees the sales budget for the sales team and manages accordingly
          • Reviews and submits Expense ReportsSTAFF RECRUITMENT
            • Builds a staff recruitment plan for each calendar year
            • Focus on maintaining a fully staffed division at all times
              • Defines best practices for staff recruitment and works with leadership on implementing
              • Works with leadership to define the on-boarding process and training plan for all new hiresCULTURE
                • Establishes and builds a culture that is based off of IMG Academy core values:
                  • OPEN MIND
                  • PASSIONATE SOUL
                  • ABSOLUTE INTEGRITY
                  • CHAMPION'S SPIRIT
                  • HELPFUL HEARTKnowledge, Skills and Ability -
                    • Bachelor's Degree in Sports Management, Business, Marketing or related field or equivalent experience
                    • 5+ year of experience with outside activations, sales, and high-volume sales activity
                    • 2+ years of direct staff management experience
                    • Excellent customer service skills
                    • Experience selling and traveling abroad -
                    • Proven ability to create and drive strategic plans for multiple divisions
                    • Strong decision making, negotiation and problem solving skills
                    • Proficiency with MS Office and database creation/management
                    • Proficiency with CRM and PMS systems - preferably Opera PMS
                    • Experience with budgets and expense oversight
                    • Familiar with legal documents
                    • Ability to multi task in a fast-paced organization
                      • Desire to work collaboratively with colleagues
                      • Excellent written and verbal communication skillsPreferred Skills
                        • Master's degree in sports management, business or marketingPhysical Demands and Work Environment
                          • Ability to lift, move, push and pull equipment or boxes in excess of 40lbs.
                          • Should be able to handle outdoor temperatures for a reasonable period of time.
                          • Must be able to move around campus which includes gym, turf, fields, etc.
                          • Ability to work flexible hours to include nights, weekends and holidays is requiredBackground Requirements
                            • Requires a background check upon offer
                            • Requires a drug screen upon offerEEO Statement: IMG Academy is an equal opportunity employer committed to a diverse and inclusive work environment.Endeavor is an equal opportunity employer committed to a diverse and inclusive work environment.

Keywords: IMG LIVE, Bradenton , Director of Global Sales, Sales , Bradenton, Florida