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Sales/Marketing/External Relations: Sales & Marketing Management
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.

Reporting

  • 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.

Training

  • 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.

Contract Management

  • 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

Database Integration

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

System Maintenance

  • 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

Inventory Management/Activation

  • 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

Requirements:

  • 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.
  • Passion for Pac-12 sports.

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