Organization: Richmond Flying Squirrels

Position Title: Chief Revenue Officer

Reports to: Ownership

Location: Richmond, VA

Search Contact: Prodigy Search

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BACKGROUND

The Richmond Flying Squirrels, Double-A Eastern League affiliate of the San Francisco Giants, have established themselves as one of the most recognizable brands in Minor League Baseball since their inaugural season in 2010. Guided by three pillars – be different, be impactful and have FUNN – the organization has ingrained itself in Central Virginia, annually reaching more than 10,000 students through the club's education programs while making 400-plus community appearances. Additionally, the team has renovated multiple youth baseball and softball fields across the city and awarded more than $150,000 in scholarships through its 501(c)(3) nonprofit, Flying Squirrels Charities.

The Flying Squirrels consistently rank among the top-drawing teams in MiLB having led the Eastern League in total or average attendance nine times while topping all 30 Double-A teams in total and average attendance each of the past two seasons. Recently breaking ground on a the newly named CarMax Park, the Flying Squirrels are primed to be one of the most impactful clubs in MiLB.

SUMMARY

As Chief Revenue Officer, you will be responsible for driving new business revenue across the organization. This includes ticketing, merchandising, premium hospitality, partnerships and especially new revenue via CarMax Park by identifying, prospecting, and securing multi-year, strategic partnerships with corporate clients. Leveraging your expertise in sales and relationship-building, you will play a critical role in expanding our portfolio of corporate partners and maximizing revenue opportunities by selling the full suite of sponsorship and premium hospitality assets.

The candidate must be strategic, with bold, big ideas, while having the business acumen to drive results. This executive will be responsible for identifying and leading initiatives that maximize the value of the organization, exploring new business challenges and partnerships that grow both the scale and reach of the Flying Squirrels.

RESPONSIBILITIES

• Leadership & Management: Manage, coach and mentor direct reports including all revenue producing areas such as ticket sales and corporate partnership staff.
• New Business Development: Identify and prioritize target accounts. Relentlessly prospect and drive outreach to potential partners. Develop and execute strategic sales plans to prospect, pitch, and close new corporate partnership & premium package deals.
• Partnership & Relationship Management: Cultivate strong, long-lasting relationships with client partners and prospects. Understand the unique needs and objectives of potential partners and tailor solutions to meet their marketing and business objectives.
• Revenue Growth: Meet or exceed sales targets and revenue goals by consistently delivering results and driving incremental business opportunities. Continuously monitor market trends, competitor activity, and industry developments to identify growth opportunities.
• Ticketing & Premium Hospitality: Develop and execute comprehensive ticket sales and premium retention strategies, including setting revenue and attendance goals, managing pricing and product mix, and driving new business initiatives.
• Collaboration and Communication: Collaborate cross-functionally with internal departments to deliver integrated proposals, solutions and ensure seamless execution of partnership agreements. Communicate effectively with stakeholders to provide updates on sales activities, progress, and results. Participate in and embrace team culture where wins are collective and not individual; Celebrate success.

QUALIFICATIONS

• Minimum 10 years of experience in sports sponsorship sales or related field, with a proven track record of success in driving new business revenue in strategic and complex, high-value partnership and premium hospitality sales.
• Excellent communication, negotiation, and presentation skills. Strategic thinker with the ability to identify and capitalize on market opportunities.
• Strong sales aptitude, as well as the ability to effectively manage and motivate a team.
• Results-driven, analytical, forward thinking and self-motivated, with a passion for exceeding targets and driving business growth.
• Knowledge of sports marketing, media, and sponsorship industry trends and best practices.
• Successful track record as both a sole contributor and a member of broader sales team.
• High-level contacts at target partners, particularly companies with partnership or premium hospitality portfolio.
• Strong interpersonal and leadership abilities with excellent communication skills
• Self-motivated and well organized with the ability to multi-task in a fast-paced environment.
• Proficiency in computer programs and technical sales resources.
• Willingness to travel as needed for various projects and meetings. 

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CONTACT INFORMATION

Founded in 2007, Prodigy Search, located in the New York City suburb of Freehold, NJ, boasts over 80 years of experience in the sports and entertainment business. As a renowned nationwide leader in senior-level executive search, Prodigy Search has honed its business principles and expertise, establishing itself as one of the largest boutique recruiting agencies in North America. Simply, Prodigy Search is Where the Best Brands Come for the Best Talent.

No phone calls please. For any additional questions, please email info@prodigysearch.net.