Director Of Business Development - Higher Education (Future Opportunities)

Who We Are:
Endeavor is a global sports and entertainment company, home to many of the world's most dynamic and engaging storytellers, brands, live events, and experiences. The Endeavor network specializes in talent representation through entertainment agency WME; sports operations and advisory, event management, media production and distribution, and brand licensing through IMG; live event experiences and hospitality through On Location; full-service marketing through global cultural marketing agency 160over90; and sports data and technology through IMG ARENA and OpenBet. Endeavor is also the majority owner of TKO Group Holdings (NYSE: TKO), a premium sports and entertainment company comprising UFC and WWE.
DESCRIPTION
Business Development operates as the engine of 160over90, forming prospective clients' impressions of the agency, effectively shaping the client portfolio, and ensuring ample workflow.
The Director of Business Development is responsible for both cultivating a pipeline of new business leads and nurturing existing client relationships to drive organic growth-particularly in institutional marketing, a specialty offering within 160over90's branding practice.
At the top of the funnel, with the support of Business Development associates, the Director identifies key prospects; oversees bespoke, strategic outreach that reinforces 160over90's market-leading position; and ensures consistent follow up, promoting agency news, services, and insights and effectively addressing prospects' business challenges.
As leads become legitimate opportunities, the Director of Business Development spearheads proposal/RFP responses; develops pitch strategies and 'captains' pitch presentations; and ultimately converts business. All of this is in an effort to deliver against set financial targets for the department.
The position calls for an interest in the Higher Education space, an intensive focus on industry news and market trends, and an interest in managing and mentoring junior associates.
Success metrics include: lead generation, lead cultivation, and closed business.
RESPONSIBILITIES:

• Maintain complete understanding of 160over90's business model, branding process, value proposition, full-service capabilities, active client portfolio, and prime revenue generation sources
• Understand and help manage against big-picture Business Development financial targets
• Stay apprised of industry trends, market appetite, and executive leadership shifts which can signal new branding opportunities
• Strategize impactful prospect outreach avenues and mechanisms for both warm and cold leads
• Conduct targeted prospect outreach, availing a variety of biz dev tools-links pages and case studies, portfolios, agency books and publications, weekly newsletters, whitepapers and recent thought leadership pieces, industry news and trends-to elicit prospect attention and merchandise agency value/ROI
• Partner with biz dev colleagues, account and creative team leads, and service line specialists to keep a pulse on new agency work in market, to collect branding results, and to socialize content/custom work samples to prospects
• Initiate introductory/capabilities calls and meetings
• Keep up communications and cultivate relationships with key prospects over time, staying current on business updates, announcements, and staffing changes
• Regularly monitor the effectiveness of outreach and optimize approaches, as needed

• Evaluate inbound opportunities
• Lead RFP response process and proposal development
• Develop pitch strategies and participate in/lead pitch presentations
• Negotiate contract terms and conditions, and successfully convert business
• Transition awarded business to account, creative, and service lines
• Maintain client relationships/involvement in key milestones, and major planning meetings (as needed)-providing continuity and mining for potential organic growth opportunities
• Network regularly to establish a pool of professional contacts
• Attend major industry trade shows and conferences on behalf of 160over90, coordinating advance outreach as well as follow-up activities
• Participate in weekly new business meetings and leadership updates, and contribute to monthly CRM reviews, reporting on the health of the agency's pipeline
• Manage and mentor a team of Business Development Associates, ensuring strong work product and professional growth, tracked in ongoing performance evaluations
• Educate team members on the nuances of the Higher Education industry and common branding needs

QUALIFICATIONS:

• Strong knowledge of/interest in branding, marketing, and creative services.
• 6-8 years experience.
• Bonus: Understanding of Higher Education marketing
• Highly organized with strong attention to detail
• Excels at both written and verbal communications
• Self-starter with the ability to work independently, but also within a larger department (and agency) construct
• Ability to manage multiple opportunities in a fast-paced and sometimes high-pressure environment

• Experience managing teams of people
• Willingness to travel [up to] several times per month

Endeavor unites and brings people together in our love of sport, culture, and entertainment. We understand this can only be accomplished when we lead with a lens of diversity, equity, and inclusion in everything we do. As a global company that drives culture, we strive to reflect the world's diverse voices.
Endeavor is an equal opportunities employer and encourages applications from suitably qualified and eligible candidates regardless of sex, race, disability, age, sexual orientation, or religion or belief.