Director, Contracts, CRM & Inventory Management - Pac-12 MMR - Arizona State University (Tempe, AZ)
Responsible for all aspects of CRM, reporting, and contract management. The Director will focus on maximizing internal usage of the CRM system via user training and support; working with department executives to develop robust dashboards and sales reports in order to analyze data and provide recommendations for sales strategies. Serve as a knowledge leader, using structured problem solving to craft and execute thoughtful insights and agendas. Work as a liaison between multiple divisions to develop strategies and business plans with fellow executives, which involves working closely with the company’s sponsorship, marketing, and operations teams. The Director will be responsible for ensuring that all new business is memorialized through sponsorship agreements.
Refine existing and construct custom reports, dashboards, and processes to continuously monitor sales targets, revenue, accounts and CRM usage
Ensure the reporting, budgeting, strategic planning, and quarterly forecasting processes run smoothly throughout the fiscal year and prepare for annual audit
Develop, analyze, and monitor new, routine, and ad hoc reports. Provides analytical support when compiling and reporting information
Develop and delivery broad & integrated data research projects that will have company-wide impact
Work with different functional leaders and across multiple teams to utilize data insights and research
Provide periodic reports showing analysis and benchmarking against industry standards
Interface between Pac-12 MMR and ASU Athletics around revenue reporting, invoicing, and collections.
Provide ongoing training for sales and service teams to ensure efficient CRM usage, and troubleshoots problems. Generate and maintain reports to monitor and correct improper usage. Enforce existing business rules to ensure data quality and develops new sales
Create and maintain system-related documentation, such as business requirements, process flows, configuration worksheets, project binders, training tools, policy and procedures, and user manuals for CRM system
Develop training plans, materials, and documentation for users
Ensure the successful implementation and usage of CRM by core users throughout the company, ultimately developing tailored business plans for all departmental users
Reinforce the organization’s sales processes and implement business rules via CRM to support those processes.
Work with sales team to create all new contracts using templates provided by Pac-12 legal team. Escalate to Pac-12 Legal for additional support and language as needed.
Respond to and coordinate all red lines and interactions with Pac-12 Legal when contracts need to be escalated.
Circulate contracts internally and ensure that all contracts are signed off by client, internal stakeholders, and Pac-12 MMR leadership.
Coordinate execution of contracts through DocuSign.
Ensure that all fully executed contracts are routed to Pac-12 MMR Legal for archival purposes, input and maintained in KORE for financial tracking and billing, and that invoicing/payment terms are routed to Pac-12 MMR Finance for billing purposes
Identify new and creative opportunities to leverage system to support additional business processes or functions
Research, implement, and integrate 3rd party applications into the CRM system to enhance business process, maximize internal usage and ensure the success of the sales team
Act as primary contact with CRM vendor
Maintain day-to-day needs of CRM database and ensure operational efficiency.
Manage all CRM processes including building new entities, creating new workflows and managing all system users.
Evaluate existing business workflows and processes for improvements
Oversee all data inputs into CRM including: sponsorship inventory and rate cards, annual events and sales leads
Maintain users, object/data access, validation rules, record types, workflows/data triggers, fields, email templates, page layouts, reports/dashboards, and other reference data
Work with sales team to maintain, track and enhance sales activities, and provide end-users with ongoing technical support as necessary
Manage the design, testing and delivery of all new system functionality and enhancements
Collaborate and serve as liaison between multiple organizational units to facilitate the efficient, controlled flow of information across the entire project life-cycle
Subject matter expert for all internal users
Maintain oversight of available inventory, review proposals with sales team to ensure assets are not oversold
Keep all staff informed of assets nearly sold out and assist in continually developing new assets
Collaborate on and assist in all development of new inventory to ensure it is properly vetted and has all necessary approvals to execute
Insure delivery of all sponsorship elements for assigned clients
On game days, assist the Director of Fulfillment with fulfillment activities as requested; be available to take on critical activation tasks or client hosting responsibilities as needed
Maximize marketing elements of assigned clients to solidify renewal and growth potential of each relationship
Provide on-going up-sell suggestions for assigned clients
Other Key Responsibilities
Work with Sponsorship and Payroll to manage and process all sales commissions and create support documentation and standardized procedures
Work with various groups such as business strategy, operations, IT, customer service, analytics and executive staff to align CRM program and activities to overall business activities
BA/BS in Marketing/Business, or related degree.
Minimum 7 years of successful, diverse, progressive, and relevant work experience, with at least 5 years direct CRM experience, managing and executing programs within a CRM platform (preferably KORE).
Excellent understanding of analytics, including segmentation and applicable metrics for all tactics and channels.
Analytical thinker with a depth of knowledge in digital analytics, campaign tracking, and ROI metrics.
Strong Excel and data modeling skills.
Excellent project management skills with an ability to set and achieve goals, meet deadlines and multitask in a fast-paced environment.
Experience in conceptualizing and implementing marketing plans.
Experience writing and executing contracts from execution to finalization; experience working with Legal Counsel on contract management.
Willing to work nights and weekends as dictated by ASU sports schedule.
Positive, people-oriented, and energetic attitude.
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