Major League Soccer

Director, Commercial Insights and Packaging

Job Locations US-NY-New York
ID
2020-1509
# of Openings
1
Category
Brand Alliances

Overview

The Brand Alliances department is looking for a new leader of its Commercial Insights and Packaging team, which oversees research and analytics projects relating to the enterprise’s commercial business (e.g., sponsorship measurement and valuation, sponsored platform impact analysis, etc.) as well as ongoing support for new business and renewal conversations (e.g., sponsorship pricing and packaging guidance, insight-driven sales narratives, etc.).

Responsibilities

  • Oversee relationships with third-party data vendors and measurement agencies, while also determining the objectives and scope of work for relationships
  • Serve as the commercial team’s central knowledge source for sponsorship measurement and sales insights leveraged to inform value proposition development
  • Continuously refine and execute the sponsorship measurement program, which should:
    • Inform sponsorship valuations
    • Support partner-facing performance reports
    • Provide commercial insights designed to aid ongoing sales efforts
  • Support Brand Alliances’ and Partnership Marketing’s sponsorship sales and renewal processes through:
    • Development of a pricing and packaging methodology designed to accelerate revenue growth valuations --- this may include the re-building of a sponsorship analysis tool that would be used to inform real-time proposal development
    • Creation of insights-based reporting that demonstrates properties’ value
    • Customization of sales narratives, which leverage commercial insights to showcase value and/or alignment with client brand and objectives
    • Development of fan-insights documents utilizing syndicated research and/or custom studies
  • Sit alongside the Events team in its development of League big events and property partners’ (e.g. U.S. Soccer, Concacaf, etc.) platforms to ensure viable commercial options are factored into such program development
  • Drive all commercial-oriented custom research (e.g., sponsorship loyalty, fan segmentation, etc.), while assessing commercial needs across the enterprise, its property partners (e.g., U.S. Soccer, Concacaf, etc.) and liaising with MLS Club & Fan Development department, which leads all MLS fan-insights projects
  • Collaborate cross-departmentally with other analytics-minded groups across the enterprise (MLS Club & Fan Development, MLS Strategic Planning, etc.) in subscribing to syndicated research resources and evaluation tools based on such products’ ability to deliver value to sponsorship sales and retention efforts
  • Champion a culture of honest evaluation and assessment, while organizing training opportunities for certain relevant resources and presenting “work shares” to colleagues to socialize the team’s work
  •  Establish the team as a resource for the Club Commercial Development department’s efforts to advise clubs on research around sponsorship matters
  • Assume role of stakeholder or assist in any department initiatives / special projects as assigned by manager
  • Build and sustain relationships cross-departmentally at League office

Qualifications

  • Bachelor’s Degree (MBA Preferred)
  • 7+ years in professional sports or media with extensive experience in sponsorship measurement and sales solutions development
  • Experience with valuation principles and modeling, from sports industry or others
  • Significant command of data, insights and progressive analytics to enhance storytelling tactics designed to increase client retention and drive sales results
  • History of collaborating with and/or leading sponsorship sales organization’s proposal / pitch development
  • High-level of commitment to a quality work product and organizational ethics, integrity and compliance
  • Ability to work effectively in a fast paced, team environment
  • Strong interpersonal skills and the ability to effectively communicate, both verbally and in writing
  • Demonstrated decision making and problem-solving skills
  • Detail-oriented with the ability to multi-task and meet deadlines with minimal supervision
  • Proficiency in Word, Excel, PowerPoint and Outlook
  • A tireless work ethic, willingness to travel extensively and work non-traditional hours, including evenings, weekends and holidays

 Desired Skills

  • Deep knowledge of the sport of soccer, both domestically and globally
  • Strong industry relationships with data and research providers (e.g., Nielsen Sports, Navigate Research, GumGum, etc.)

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