position description manager – sales & servicing hockey india

POSITION DESCRIPTION
MANAGER – SALES & SERVICING
HOCKEY INDIA / HOCKEY INDIA LEAGUE
1. Position
Manager, Sales & Servicing
2. Term of position:
The successful applicant will be engaged by Hockey India / Hockey India League as an
employee on a full time basis, subject to the satisfactory completion of a 6 month
probation period.
3. Salary package:
An attractive salary package is available to the right candidate, dependant on
experience and background
4. Reporting:
The Manager, Sales & Servicing will report directly to Chief Executive Officer Hockey
India / Hockey India League
HOCKEY INDIA
Hockey India (HI) is the National Sports Federation for the sport of Hockey in India.
Hockey India is affiliated to the International Hockey Federation, Asian Hockey
Federation and Indian Olympic Association.
Hockey India has the responsibility to develop and manage the national teams
programmes and works in close coordination with the Sports Authority of India (SAI)
in the delivery of the national teams programmes across senior and junior hockey.
5. Duties
(including, but not limited to):
 Acquiring new sponsors / partners for Hockey India and Hockey India League
and contribute to the revenue targets of Hockey India and Hockey India
League
 Deliver agreed individual targets against commercial business development
plan in collaboration with key stakeholders in Hockey India and Hockey India
League
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Identify and develop leads through research and industry network and profile
Research the identified and targeted industries and potential partners to
understand industry dynamics and company strategies
Present a compelling proposition of the partnership opportunities to senior
level individuals in targeted companies
Develop bespoke and flexible partnership proposals in keeping with the
specific brief from individual companies
Conclude partnership agreements including negotiation of commercial terms,
working alongside the Hockey India / Hockey India League legal and senior
management to negotiate and conclude full form agreements
Package assets to generate revenue from a variety of sources including but
not limited to sponsorship, IP, player image rights, digital media, hospitality,
promotional rights, international tours and licensing
To liaise and coordinate with local sales agencies where required
To ensure sufficient due diligence is conducted on all incoming new business
opportunities
Develop a servicing strategy for key sponsors along with senior management
at Hockey India / Hockey India League
Regular meetings and reporting on sponsorship programme with key
partners/sponsors
6. General Accountabilities
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To ensure compliance with all relevant Hockey India / Hockey India League
policies
To ensure compliance with all relevant legal, regulatory, ethical and social
requirements
To build and maintain good working relationships both internally and
externally, maintaining a professional image at all times when representing
Hockey India / Hockey India League
To keep confidential any information gained regarding Hockey India / Hockey
India League and its personnel
To maintain a flexible approach to work at all times
7. Qualifications and Experience
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Educated to at least masters or post graduate degree level
Minimum 4-5 years experience in a sales / business development role in the
sports industry
Track record of exceptional sales/business development achievements in the
sports, media or other B2B industries
Evidence and experience of building relationships with and presenting to
senior clients within partner organisations
Leading or playing a major part in negotiating and closing high value business
to business partnership deals
Experience of working with legal teams in compiling contracts and
negotiating commercial terms with legal support
An understanding of brand dynamics and market trends
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Commercial acumen proven through ability to create and develop strategic
plans
Excellent presentational skills and ability to persuade and influence audience
with credible business content
Strong interpersonal and communication skills both written and verbal,
ability to quickly build trust and relationships
Demonstrable experience and a proven track record in sponsorship sales and
partnership development is required, along with an ability to quantify success
Developed negotiation skills and ability to manage multi-faceted and
sometimes lengthy processes
8. Minimum Skills Set
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Strong organisation skills and attention to detail
A natural affinity or passion for the sport
Self-motivated, able to work quickly and precisely, multi-task, and respond to
a variety of needs, sometimes under pressure
Sales and delivery focused – but not at the expense of brand integrity or
company values
Planning, systematic and analytical view with respect to delivery of business
opportunities
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Applications should be submitted via email and include a cover letter addressing the
Qualifications & Experience and the Minimum Skills Set outlined in the Position
Description as well as a current resume.
Applications not addressing the Qualifications & Experience and Minimum Skills Set
will not be considered.
Please forward your application to CEO, Hockey India by 30 April 2015.
HOCKEY INDIA
B1/E3, Ground Floor
Mohan Co-operative Industrial Estate
Mathura Road
New Delhi - 110044
India
O:
011 - 46064141
E:
hockeyindia@hockeyindia.org