Manager, Business Development

About the International Motor Sports Association (IMSA):

The International Motor Sports Association, LLC (IMSA) was originally founded in 1969 and owns a long and rich history in sports car racing. Today, IMSA is the sanctioning body of the IMSA WeatherTech SportsCar Championship, the premier sports car racing series in North America. IMSA also sanctions the IMSA Michelin Pilot Challenge, IMSA VP Racing SportsCar Challenge and Historic Sportscar Racing, as well as five one-make series: Ferrari Challenge North America, Lamborghini Super Trofeo North America, Mazda MX-5 Cup, Mustang Challenge and Porsche Carrera Cup North America. IMSA – a company within the NASCAR family – is the exclusive strategic partner in North America with the Automobile Club de l’Ouest (ACO) which operates the 24 Hours of Le Mans as a part of the FIA World Endurance Championship. The partnership enables selected IMSA WeatherTech SportsCar Championship competitors to earn automatic entries into the prestigious 24 Hours of Le Mans. For more information please visit or


Will be responsible for developing and closing Corporate Partnership agreements for IMSA and its series.  Secondary responsibility will be coordinating with, developing and closing Corporate Partnership agreements for Sebring International Raceway / Michelin Raceway Road Atlanta, and when strategic, integrating both IMSA and track assets. 

Essential Duties and Responsibilities include the following. Other duties may be assigned.

  • The Manager, Business Development will be responsible for prospecting, researching, securing meetings, partnership ideas development, custom presentation preparation,  presenting, closing and contracting sponsorships with new partners.
  • Prospecting: Identify and research specific categories relevant to IMSA and specific potential marketing partners; contact decision makers within each organization through cold-calling and networking within identified categories, agency outreach, IMSA stakeholders, etc.
  • Work in conjunction with the Senior Director, Partnership Marketing and Business Development and other leadership to develop and implement an effective annual business plan that will drive Corporate Partnership revenue in identified key categories.
  • Develop and maintain an effective and efficient working relationship with NASCAR business development and partnership marketing staff; creating opportunities for IMSA to add value to broader NASCAR partnership initiatives, as well as share IMSA prospects with NASCAR when appropriate.
  • Work closely with NASCAR Research and Insights department to provide fan/consumer research data supporting the IMSA value proposition, as well as specific category and company outreach.
  • Maintain an understanding of the sports sponsorship landscape, including trends, active spending categories, and opportunities for IMSA.
  • Develop and maintain an understanding of IMSA’s business/sponsorable assets, as well as current IMSA partners, their categories and exclusivities.
  • Record daily activity in CRM / prospect tracking tool, ensuring accurate sales activity reports and the accurate status of prospect progression for senior leadership.
  • Presenting: Prepare unique and compelling presentations that showcase IMSA, its series, Sebring International Raceway, Michelin Raceway Road Atlanta sponsorship assets, and address prospect’s objectives.   Present to prospective partners during in person meetings and/or during telephone/video calls.
  • Develop an effective and efficient working relationship with IMSA staff and work collaboratively within the organization to coordinate, create and identify assets, and generate sponsorship ideas/marketing strategies to support prospect objectives, while driving net revenue and other marketing benefits to IMSA and its tracks.
  • Work collaboratively with the IMSA Marketing/Corporate Partnership department to develop case studies and other proof-points to share with prospects.
  • Coordinate with IMSA Brand and Consumer Marketing department to ensure the most accurate and impactful presentation materials and data is used; addressing prospect’s objectives and bringing partnership concepts to life visually.
  • Use IMSA valuation tools to identify key assets for inclusion in proposals, as well as to ensure pricing is aligned with IMSA objectives.
  • Closing: Negotiate and finalize sponsorship agreements that maximize net revenue and marketing benefits for IMSA and its properties; work with IMSA staff in order to secure inventory and delivery of assets, future partnership expansion, renewal and retention.
  • Coordinate contract development and execution with IMSA Legal through the entire contract process.
  • Other duties as assigned.
  • Able to travel for race events and standard business meetings as necessary up to approximately 25% of the time, including evenings and weekends.

Supervisory Responsibilities                                               

This job has no supervisory responsibilities.


  • Bachelor's degree from four-year college or university; Business/Marketing degree preferred and five plus (5+) years related sales experience and/or training; or equivalent combination of education and experience.  Partnership sales experience specific to sports/entertainment/venues/leagues, as well as Business-to-Business (B2B) and retailer/vendor sales experience preferred                                         
  • Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations.  Ability to write reports, business correspondence, and procedure manuals.  Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public.                               
  • Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form                                         
  • Proficient skills on all company provided hardware and software.
  • Analytical thinker with the ability to quickly understand current and potential partners' business model, goals and objectives, and how a partnership with IMSA can grow their business.
  • Must be able to operate in, and promote a team environment and demonstrate a commitment to organizational and personal growth.
  • Must be well organized, detail oriented, creative and have the ability to manage multiple projects concurrently.
  • Must exemplify strong verbal and written communication skills.
  • Must be able to demonstrate time management, resource planning and organization skills.

Apply Now!

Learn more about this role and our team by applying at for consideration.


We are a company unlike any other. We want you to bring your experience, skills and passion to our close-knit, high-energy environment in which our employees thrive and where you can prosper. We know the key to our success is our employees and we offer highly competitive salaries, a solid benefits package focused on wellness, and opportunities for you to grow and develop both personally and professionally. It won’t take you long to find out that you are on the right track here at NASCAR!

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