About NYRR New York Road Runners (NYRR) was founded in 1958 when a small group of passionate runners vowed to bring running to the people, and has grown from a local running club into the world’s premier community running organization. NYRR’s mission is to help and inspire through running, aiming to empower people of all ages and abilities to improve their health and well-being through the power of running and fitness. NYRR’s year-round offerings of races, community events, programs, and training resources provide hundreds of thousands of people with the motivation, know-how, and opportunities to start running and keep running for life. NYRR’s premier event, the famed TCS New York City Marathon, attracts the world’s top professional runners and committed amateurs alike, while also raising millions of dollars annually for charity and driving economic impact for New York City. NYRR is equally committed to the runners of tomorrow, passionately providing youth fitness programs that educate and inspire children in underserved communities in New York City, nationwide, and around the world. Headquartered in New York City, NYRR is a 501(c)(3) organization. To learn more, please visit www.nyrr.org . At New York Road Runners, we are committed to building an inclusive, diverse workplace by finding the best candidate for the job. We understand that skills come from a variety of different backgrounds. Checking off every single requirement on our job description is not necessary to apply. If you think you are a good fit and have a passion for the work we do, please submit your application. We are eager to learn about your experience and skills! You may be the right candidate for this or other open positions. New York Road Runners is an Equal Opportunity Employer About the Department Strategic Partnerships is responsible for developing revenue-generating partnerships from corporate and community-based organizations and managing those relationships. Partnerships vary from year-round engagement to specific races, assets and events. They work closely with all of NYRR’s departments to develop programs that maximize revenue opportunities while ensuring NYRR‘s partners’ objectives are being met. Licensing & Merchandising provides merchandising services to every area of the company and manages the licensing of NYRR IP (intellectual property). About the Position NYRR is looking for an experienced and visionary Head of Content Sales, who will leverage deep brand, agency and content distribution relationships to source, negotiate and execute new partnerships and business ventures for NYRR. This is a new role at NYRR, reporting to the Vice President of Business Development and Strategic Partnerships, established to support NYRR’s goals of growing a new revenue stream through custom content creation. This is a highly visible leadership position within the organization which requires multi-tasking, good and decisive judgment, patience, a high level of professionalism and collaboration. This individual will be tasked with revenue generation and deal making across many industries and deal types, and will work collaboratively with NYRR stakeholders across digital, events, licensing, broadcast and other teams to align sponsors to unique storytelling opportunities. The ideal candidate will be an enthusiastic, self-sufficient seller and account leader who has relevant, senior-level relationships and a broad understanding of the sales process for branded content, including docuseries, documentaries, films, and podcasts. This person will have superior communication and negotiation skills, strong industry expertise and a proven track record of campaign execution, team development and exceeding goals. We are looking for hard-working, dynamic and creative individuals who have a passion for the NYRR mission with demonstrated business acumen. Job Responsibilities (primary and secondary duties): + Develop and execute strategic revenue plans aligned with NYRR’s overall business goals, including identifying target markets, pricing models, and distribution channels for NYRR content that amplify NYRR’s visibility on a global scale + Collaborate closely with Marketing, Strategy, and Strategic Partnerships teams and external agency partners to proactively drive the development of new, cross-platform selling opportunities + Provide best-in-class project management on deals from start to finish, driving effective and creative communication and execution with direct reports and other NYRR team members + Effectively manage relationships between NYRR’s media and distribution partners and other stakeholders, ensuring NYRR delivers exceptional partner value in alignment with goals + Serve as the “thought leader” between NYRR partners and NYRR’s internal teams, and lead cross-functional planning to achieve partner goals + Build and maintain a strong network of prospects, and proactively identify opportunities to create new and impactful relationships; implement and refine processes for lead generation, qualification, and account management, focusing on operational efficiency and scalability. + Create and deliver compelling sales presentations with confidence, demonstrate a strong ability to respond to opportunities with thoughtful, tailored, and highly effective proposals + Lead negotiation of complex deals on pace while managing competing priorities, working closely with NYRR legal and finance teams + Manage existing and new content licensing deals and other business development partnerships when needed + Develop and implement measurement strategies based on key performance indicators to drive success and demonstrate the value of our projects + Stay informed about industry trends, competitive landscape, and emerging opportunities in the podcast and content advertising space; to identify innovative areas for growth + Serve as a dynamic ambassador for NYRR in market, clearly explaining our value proposition and opportunities + Oversee forecasting, budgeting, and reporting for the content sales function; provide regular sales reports, forecasts, and insights to the senior leadership team + Oversee development of effective post-campaign and event reporting and identification of insights that will drive renewals, growth and learnings + + Plan and conduct high-level meetings effectively showcasing presentation and strategic thinking skills + Attend partner events and sponsored races, oversee asset execution and represent NYRR with partners as applicable + Effectively multi-task and handle wide-variety of responsibilities, both client-facing and administrative + Regularly inform VP on status of business, including escalation as needed + Proactively lead departmental and organizational initiatives that align with NYRR growth plan + Additional duties as assigned Supervisory Responsibilities + Mentor, motivate and develop direct report(s) through coaching, training and identifying areas for growth + Effectively manage employee performance through communication of expectations and standards + Prepare goals and performance appraisals. Work with next level management (directors or department head as applicable) when employee performance does not meet standards + Encourage an environment of transparency, support, creativity, development, and growth + Showcase effective listening for impact + Delegate and distribute tasks and responsibilities appropriately + Ensure employees and staff adhere to company policies and procedures + Serve as a role model within the department and organization, providing leadership, collaboration and creative problem solving Job Requirements: Experience: + Minimum of eight to 10 years in sales or business development in the media/entertainment space, with podcast and/or docuseries industry experience + Minimum of 3 years of experience successfully managing and developing direct reports; including hiring, mentorship and performance feedback + Deep understanding of media and entertainment industry ad revenue models with a proven track record of closing deals + Proven success in developing revenue streams from owned IP across various industries and track record of achieving sales targets + Prior management of contract development and negotiation process including the ability to expertly review/redline contracts + Strong understanding of content innovation trends, with the ability to translate these insights into actionable sales strategies + Prior experience building and growing relationships with C-level clients + Experience executing special/live events and or licensing and merchandising experience is beneficial Education & Certifications: + Minimum of Bachelor’s degree in Business, Marketing, or a related field OR equivalent experience + MBA or other advanced degree is a plus Skills and Attributes: + Understanding of content marketing strategies, including content creation, distribution, and measurement + Ability to manage complex relationships and handle difficult situations in calm and professional manner + Collaborative and solutions-oriented; ability to establish effective interdepartmental relationships and demonstrate positive consensus building + Strong project management skills focused on organization, time management and planning + Ability to craft presentations and present and pitch effectively + Strong understanding of quantitative and qualitative research - knows what they are, and how they work + Confident leadership presence and professional demeanor, proven ability to lead meetings with multiple senior partners + Possesses strong negotiation skills and is adept at developing leads, pitching partnership concepts, and conducting diligence + Ability to function well in a high-paced and at times stressful environment + Proficient in Microsoft Office Suite (Word, Excel, Power Point, Outlook); proficiency in Google Suite and Salesforce a plus + Excellent written and verbal communication skills + Strong commitment to diversity, equity, and inclusion + Creative, strategic thinker who enjoys digging in and problem-solving + Energetic, positive, and well-organized approach to sales + Availability to work occasional weekends, evenings and extended hours as needed + Comfort working live events and interacting with the public + Passion for NYRR’s mission and in alignment with NYRR values Other Requirements: + All staff are required to work the NYC Half Marathon, Brooklyn Half Marathon, and the TCS NYC Marathon. Salary: 130 – 140K *Please note this role does not earn commission NYRR requires all employees to be vaccinated against COVID-19 unless approved for a medical or religious exemption.