Job Details

Description

POSITION SUMMARY:
The Sr. Director of International Sales is a critical role to the expansion and growth of the Churchill Downs and Kentucky Derby brand and experience globally. The ideal candidate is great at relationship building, understands foreign markets and business practices, localizing our business model overseas, working with sales leadership, and collaborating with the internal sales teams at Churchill Downs to plan and sell out the Kentucky Derby and Oaks accordingly every year.

DUTIES AND RESPONSIBILITES:

• Spearheads and oversees the development of businesses in international markets, aiming for revenue growth and pipeline creation to international markets
• Oversee all efforts focused on International Business growth and expansion for Oaks and Derby & the sale of our new construction projects
• Conduct extensive market research and analyses of prospects and potentials in international markets, including competition, customer preferences and regional trends
• Develop a comprehensive international expansion plan for each of the 8 identified target markets including goals, timelines and budgets
• Solely manage international agencies and prospects ensuring alignment with corporate objectives and fostering high performance output
• Run all international programs and spearhead marketing and branding initiatives globally
• Effectively manage relationships across cultural differences, and adhere to cultural approaches that may be different in order to achieve similar objectives
• Work closely with internal teams to seek out and find international expansion opportunities from our current client base or inbound traffic
• Represent CD at international trade shows and conferences
• Build and nurture relationships with key international partners, distributors, and stakeholders to support market entry and growth
• Oversee the budgeting process for international sales efforts, ensuring efficient resource allocation and financial control.
• Determine how and which products to introduce per market
• Engage Global Markets & High Net Worth Individuals
• Create Sales Campaigns and Lead Optimization for New Business Internationally
• Provide accurate sales forecasts, track performance, and report on key metrics related to international sales targets and growth
• Adapt sales strategies to meet the cultural, regulatory, and logistical needs of different international markets
• Ensure adherence to international trade laws, regulations, and corporate policies, while mitigating risks associated with expansion
• Other duties as assigned

EXPECTATIONS:

• Adhere to CDI/CDRT Policies and Procedures
• Represent Churchill Downs in a professional manner both inside and outside of the organization
• Perform duties as workload necessitates
• Demonstrate flexible and efficient time management and ability to prioritize workload
• Be respectful to colleagues and function in a team environment

QUALIFICATION REQUIREMENTS:

To perform this job successfully, candidate must be able to perform each duty satisfactorily. The requirements listed below are representative of the knowledge, skill and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. The candidate must have a strong work ethic and a desire to build a career in professional sports.

• Proven international sales experience managing both process and the sales performance required of such position at a CVB, sports or entertainment venue, or other relevant event space with vast amounts of knowledge pertaining to entertaining, selling and servicing Ultra - Premium & VIP customers is preferred.
• Proficient in basic software programs
• Creative and enthusiastic with excellent interpersonal skills
• Available to work race days and special events
• Ability to travel internationally if necessary to achieve goals and access new markets
• Possess a willingness to work evenings, weekends and holidays as necessary
• Must demonstrate prior experience in dealing with high level clients including dignitaries, officials, celebrities, premium ticket holders, club members, high stakes wagerers and/or members of the thoroughbred racing community
• People oriented, able to multi-task, be organized, motivated and detail focused
• Prior interaction with the public and/or working knowledge of the horse racing industry preferred
• Proficiency in Microsoft Office and other related software and open to learning new technologies
• Experience in ticketing systems and CRM platforms, ideally Archtics (Ticketmaster) and Salesforce

EDUCATION AND/OR EXPERIENCE:
Bachelor’s degree (B.A.) from a four-year college, or equivalent combination of education and experience is preferred.

LANGUAGE SKILLS:

Ability to communicate effectively (oral & written) with all types of clients, co-workers, and the general public.  Ability to communicate effectively under pressure and when working under a deadline.

Ability to manage relationships across cultural differences, and adhere to cultural approaches that may be different in order to achieve similar objectives.

Ability to communicate across different languages or use technology to successfully communicate effectibely.

Ability to speak multiple languages associated with particular markets of interest is desired but not preferred.

MATHEMATICAL SKILLS:
Knowledge to apply mathematical operations to such tasks as analyzing costs, return on investment, and analyzing metrics and statistics in comparison to company goals and performance.

REASONING ABILITY:
Ability to define problems, collect data, establish facts and draw valid conclusions. Ability to interpret directions and technical diagrams.

PROBLEM SOLVING REQUIREMENTS:
When dealing with prospects and clients, employee must show discretion when making recommendations regarding options and event details for a Churchill Downs Racetrack event.

MACHINE, TOOLS, EQUIPMENT:
Computer, printer, calculator, copy and scanning machine, telephone, software packages, etc.

WORKING CONDITIONS:

• Travel Requirements: Will require some travel outside of Louisville and the United States for work.
• Physical Demands: This position requires the ability to lift up to 10 pounds.
• Work Environment: The incumbent primarily works in an office environment, however is expected to attend Churchill Downs race days and especially the Derby Week activities.

This work is performed primarily in a business office setting within a sports and entertainment facility. Events often take place outside of traditional business hours, on weekends, and holidays. Some areas of the facility may be noisy and subject to changing weather conditions. Churchill Downs Racetrack spans 175 acres and more than 1.5 million square feet under roof with additional entertainment facilities not protected from weather conditions.

The ability to move swiftly throughout the facility and stand for long periods of time is necessary. The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

The above noted job description is not intended to describe, in detail, the multitude of tasks that may be assigned but rather to give the associate a general sense of the responsibilities and expectations of the position.  As the nature of business demands change so, too, may the essential functions of this position.

We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, or any other characteristic protected by law.

Behaviors

Motivations

Education

Experience

Licenses & Certifications