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Sales & Marketing: Corporate Sponsorship Sales Department Management
Director, Sales - Martinsville Speedway (Ridgeway, VA)


The Director of Sales is responsible for managing national/regional accounts, as well as actively prospecting new accounts, maintaining and expanding existing business for Martinsville Speedway.  This sales executive must demonstrate current sponsorship sales experience, proven ability to close deals and contribute to the continuous success of the sales team.  The sales executive must have direct sales experience in the sports and/or entertainment industry.  This role will call on clients with the purpose of cold calling, prospecting, and pitching, negotiating and closing revenue opportunities.


  • Acquire new clients, grow revenue from existing clients and strengthen customer relationships
  • Demonstrate sales success with the ability to exceed annual individual sales goals

  • Contribute to the management of key client relationships through partnership development

  • Build and maintain national relationships with sponsorship and industry executives

  • Concept, package and sell comprehensive partnership packages

  • Work closely with Martinsville Speedway team and other International Speedway Corporation sales and partnership marketing staff

  • Attend networking events, after hours, dinners, and community activities

  • Pursue active role in areas chamber of commerce and seek new ideas to grow sales

  • Actively create new ticket sales packages and opportunities to move more tickets to Martinsville Speedway’s events in the region.

  • Activate current partners during race weekend to ensure all benefits of each contract are delivered.

  • Manage and report sales utilizing International Speedway Corporations system of record; including Fantracker and EBMS.

  • Collaborate with the sales team in the development of strategies, plans and initiatives relative to new and renewal corporate business development


  • Bachelor’s Degree required preferably in Sales/Marketing/Sports Management

  • Minimum of 5 years of sponsorship sales experience

  • A passion for sales and customer development

  • Strong negotiation skills while selling to customer needs

  • Strong understanding of sales cycle and have industry contacts

  • Excellent relationship building and interpersonal skills, with the ability to interact comfortably and effectively with internal and external clients at all levels of the applicable organizations

  • Highly self-motivated with a strong work ethic, results oriented and the ability to thrive in a fast paced environment

  • Excellent communication, presentation, and time management skills

  • Must be able to work evenings and weekends, as required

  • Strong computer skills in all aspects of Microsoft Office and ACT Database Management

  • Must be a team player, self-starter, persistent and professional

    This job description reflects the general details of the specific job identified and is not necessarily a complete listing of all the work requirements that may be involved in the job.

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