JOB TITLE:
Director, Business Development
GENERAL SUMMARY:
Rahal Letterman Lanigan Racing, which fields professional race teams in the NTT IndyCar Series and IMSA WeatherTech Sports Car Championship, is seeking a talented professional to grow sponsorship revenues for the organization. The Director, Business Development position is a high visibility role responsible for supporting a dynamic sales department for Rahal Letterman Lanigan Racing. The Director will be responsible for category outreach, prospecting and proposal development at the direction of the Senior Vice President of Sales and Marketing. This position requires an accomplished sales leader to help drive significant revenues through the sponsorship sales process
ESSENTIAL DUTIES & RESPONSIBILITIES:
- Serve as a key member of the business development team, generating revenue growth aligned with company objectives and values.
- Identify and pursue qualified prospects for race team sponsorship opportunities working closely with SVP Sales and Marketing to allocate resources for partnership opportunities.
- Maintain and regularly report on pipeline activity.
- Establish and implement business development strategies, including use of outreach campaigns, networking events, lists, cold-calling, social media and other platforms, to develop leads and close sales with large partners, often Fortune 500 corporations.
- Conceptualize, collaborate and pitch customized and unique activation programs to prospective partners to demonstrate understanding of meeting client needs.
- Strong understanding of cultivating partnerships in both B2C and B2B environments.
- Establish and maintain effective working relationships with internal and external stakeholders.
- Lead and manage all facets of sales process including proposal development and contract negotiations.
EDUCATION & JOB QUALIFICATIONS:
- Minimum 5+ years successful sales experience with a proven track record of closing significant sponsorship transactions. Motorsports experience desirable but not mandatory.
- Highly independent, performance-driven, and comfortable working in a dynamic sales environment.
- Strong understand of sponsorship discipline and the role of sponsorship in the marketing mix.
- An existing network of relationships with business leaders across the country.
- Outcome‐oriented and motivated by performance‐based rewards.
- Excellent inter-personal skills, advanced communications and presentation capabilities.
- Effective at managing multiple initiatives simultaneously.
- Proven sales track record with network of key relationships and high-level clients.
- Bachelor’s degree in business, marketing or a related field of study.
- Ability to travel frequently (approximately 40%), working nights and weekends (events) as required.
- Proficient in MS Office Programs – including Word, PowerPoint, Excel.
JOB TYPE:
Full-Time. Position reports to Senior Vice President of Sales and Marketing