Business Development Executive

Business Development Executive

Bristol Motor Speedway · Full-time · Salaried · On-site

About the position

Bristol Motor Speedway is hiring a Business Development Executive. Builds the corporate client relationships that lead to business at Bristol Motor Speedway, and shapes the on-strategy proposals that close it. Turns companies whose goals Speedway Motorsports can help achieve into signed clients, closed revenue, and renewals that hold. Sets the working example for how Bristol Motor Speedway wins new business: the prospecting discipline, the qualified pipeline, and a forecast a leader can plan against.

Bristol Motor Speedway hosts NASCAR Cup Series racing in Bristol, Tennessee, with drag racing next door at Bristol Dragway. Beyond NASCAR, it hosts a variety of events year-round.

What you’ll be responsible for

• Revenue Generation: Drives revenue for Bristol Motor Speedway by developing and closing new corporate-client opportunities across the full inventory: sponsorship and partnership marketing, premium suites and hospitality, corporate events, group tickets, signage, advertising, and event display space.
• Pipeline and Prospecting: Builds and works a pipeline of local, regional, and national corporate client prospects: researching, prospecting, and qualifying companies whose goals Speedway Motorsports can assist in achieving.
• Client Development and Retention: Cultivates long-term relationships with corporate clients and key people, driving renewal revenue and growing client agreements.
• Client Service Partnership, Records, and CRM: Stays with the client after signature, working alongside the client service teammates who deliver the agreement, passing on what they need to know, and keeping the CRM and records accurate and current.
• Forecasting and Continuous Improvement: Forecasts the assigned categories and opportunities against approved goals, and sharpens how opportunities are won, surfacing what works so the sales process improves.

What you’ll build

• Inventory packaging and negotiation: deciding how inventory is packaged into a proposal that closes within approved pricing, and knowing which concessions to escalate.
• Pipeline discipline: researching, qualifying, and prioritizing assigned categories and opportunities to target.
• Forecasting a leader can plan against: naming which opportunities close and which slip, committing to a personal forecast and category plan, and standing behind the call.
• Consultative discovery: reading what a company is trying to achieve and shaping what Bristol Motor Speedway can deliver against it.
• Craft transfer: turning a closed opportunity into a repeatable approach: the discovery question that opened the account, the proposal structure that survived negotiation, the concession that was worth escalating.

Where it can lead

• Director, Sales: the first step from carrying your own annual target to being responsible for Bristol Motor Speedway’s pipeline and the teammates working it.
• Senior Director, Sales: responsible for a company’s corporate events and business development revenue, across a larger team and a wider set of categories.
• Vice President, Sales: responsible for a company’s sales team and its revenue.

What you need

• Experience: Three to five years of business development or sales experience carrying an individual revenue target, with a record of prospecting, proposing, and closing corporate agreements. Experience building and maintaining long-term corporate client relationships, and with Salesforce or another CRM and pipeline management. Sports, entertainment, or sponsorship sales experience preferred. Experience working across Marketing, Finance, and Legal to close and service clients preferred.
• Skills: Consultative selling to corporate decision-makers: researching and qualifying companies, shaping sound proposals against a client’s goals, and negotiating to signature within approved terms. Disciplined CRM habits: pipeline, activity, and forecast records a leader can rely on. Holds the room with a corporate decision-maker and defends the terms across the table, and writes a proposal that holds up when no one is in the room to explain it.
• Tools and Systems: Salesforce as the CRM, Canva for presentations, and Hookit for social sponsorship measurement. Microsoft Word, Excel, and PowerPoint, and Zoom for videoconference.
• Certifications / Licenses: Valid driver’s license, and able to rent and operate a vehicle.

What the position involves

• Physical Requirements: Ability to lift and carry up to 25 pounds, stand for extended periods, and navigate event venues safely and efficiently.
• Travel: Regular travel by car and air, including multi-day trips; some falls on evenings, weekends, or holidays tied to race weekends and client events. Occasional travel to other Speedway Motorsports speedways for event support, and to industry events as assigned.
• Work Schedule: Full-time. Standard business hours, generally Monday through Friday, with evening, weekend, and holiday work for client entertainment, industry events, and race weekends. On site for major events and race weekends. Workload is seasonal, with heavier demand during peak sales periods and the event calendar.

What we offer

Speedway Motorsports offers a competitive benefits package.

Speedway Motorsports is an equal opportunity employer. All qualified candidates will receive consideration for the position without regard to race, color, religion, creed, sex, pregnancy, childbirth or related medical conditions, sexual orientation, gender, gender identity or expression, national origin, ancestry, age, physical or mental disability, medical condition, genetic information, marital status, military or veteran status, citizenship status, or any other characteristic protected by applicable federal, state, or local law.