Overview
Director / Senior Director, Global Partnerships China (Sales & Business Development) Jobs in Shanghai, China at IMG
Who We Are:
IMG is a leading global sports marketing agency, specializing in media rights management and sales, multi-channel content production and distribution, brand partnerships, strategic consulting, digital services, and events management.
It powers growth of revenues, fanbases and IP for more than 200 federations, associations, events, and teams, including the National Football League, English Premier League, International Olympic Committee, National Hockey League, Major League Soccer, ATP and WTA Tours, the AELTC (Wimbledon), Euroleague Basketball, CONMEBOL, DP World Tour, and The R&A, as well as UFC, WWE, and PBR.
IMG is a subsidiary of TKO Group Holdings, Inc. (NYSE: TKO), a premium sports and entertainment company.
The Role and What You'll Do:
The Senior Director, Global Partnerships, China is a senior commercial role responsible for driving sponsorship revenue and expanding IMG's partnerships activity across China. This individual will serve as one of IMG's senior commercial representative in the market, building high-value relationships with brands, rightsholders, government entities, and key stakeholders while executing against growth targets.
Working in close alignment with Global Partnerships leadership and the broader APAC commercial organization, this role will shape IMG's China strategy, identify new revenue opportunities, and lead complex, high-value partnership negotiations from origination through to contract execution.
New Business Development
- Develop strategies to acquire new clients and revenue opportunities across IMG's various business units
- Develop and pitch new business opportunities to existing and prospective clients, expanding IMG's asset portfolio and revenue results across the region.
- Identify sports rightsholders and properties where IMG can deliver meaningful value and grow its portfolio within the China market and beyond.
- Work closely with internal Capability Centers to identify rightsholders and partners that would benefit from the full breadth of IMG's services.
Secure Revenue Targets
- Develop, create, and sell commercial programs, sponsorship opportunitiesand other revenue activities that enhance the profitability of China and international properties operated or represented by IMG.
- Retain, manage, and develop a portfolio of new and existing clients while maximizing revenue opportunities across IMG events and third-party rights represented by IMG.
- Exceed annual sponsorship revenue targets and define go-to-market plans – including pricing, tiering, and packaging — in partnership with Sales Operations and cross-functional teams.
- Lead sponsorship presentations and commercial negotiations through to contract execution.
Strategy
- Develop and execute sales strategies for designated priorities in line with business objectives, including the China-specific commercial growth plan.
- Manage and evolve the ongoing sales direction, strategy, and focus for China business, the Partnership division, and IMG business units.
- Lead significant China-specific initiatives and regional projects that contribute to business growth and performance.
- Prepare and present on new China market business activities for senior management.
- Ensure sales pipelines and deals are accurately maintained in CRM systems, with regular weekly and monthly forecasting and reporting to senior leadership.
Liaising and Communications
- Communicate with all stakeholders – including SVP APAC and IMG network personnel across Partnerships, Events, legal, finance, and support – in a productive and collaborative manner.
- Manage internal stakeholders across marketing, events, operations, sales, and account management to ensure cohesive delivery.
- Represent IMG to the highest professional standards at all times with internal and external clients and stakeholders.
- Collaborate with the wider IMG Global Partnership organization to share best practices and support team development.
- Represent IMG at major sports and entertainment industry events across China and the wider APAC region.
Industry Relations
- Develop a leading presence in the corporate sponsorship landscape across China. .
- Maintain a market-leading understanding and best practices around corporate sponsorship investment, competitor activity, and evolving brand investment trends in the region.
- Build enduring relationships with key corporate executives who influence and decide on marketing spend allocation, developing senior-level engagement both face-to-face and virtually.
Knowledge and Experience
- 10 – 12+ years of relevant commercial experience in sponsorship sales, brand partnerships, business development, or sports marketing.
- Extensive sponsorship sales experience with a demonstrable track record of sourcing new business and engaging C Suite management within the China market.
- Proven track record as a relationship builder with an expansive existing contact base across brands, agencies, and rightsholders in China.
- Possess a deep understanding of the Chinese commercial landscape, brand investment behavior, and the cultural dynamics relevant to sponsorship and sports marketing.
- Have proven experience negotiating high-value, complex commercial contracts and global sponsorship and partnership deals across multiple platforms.
- Proven track record of successful client relationships and strategic account management.
- Demonstrable knowledge of accurate forecasting and regular business plan review.
- Experience presenting partnership opportunities to and engaging senior and C-suite executives.
- Experience developing bespoke propositions tailored to the strategic needs of individual companies and brands.
- Thorough understanding of the end-to-end sales process and the customer buying journey, including the emotional and cultural dimensions relevant to Chinese brands.
- Knowledge of the digital landscape in China (including platforms such as WeChat, Weibo, Douyin/TikTok, Bilibili), sponsorship activation, and trends in consumer behavior.
- Fluency in Mandarin Chinese (written and spoken); strong English communication skills required.
Skills and Abilities
- Thorough understanding of IMG's business, properties, stakeholders, and priorities.
- Excellent verbal and written communication skills with the ability to adapt style and approach for Chinese and international audiences.
- Excellent analytical and critical thinking skills.
- Ability to solve problems and develop creative commercial solutions.
- Ability to translate research and insights into compelling partnership strategy, presentations, and pitch narratives.
- Ability to lead research and analysis on new opportunities and develop business plans.
- Strong deck design and presentation skills with a commercial storytelling focus.
- Motivated, entrepreneurial, and enthusiastic – driven to identify, develop, and close new business.
- Commercially and culturally aware, with sensitivity to the nuances of working with multinational brands and regional stakeholders.
- Collaborative team player who seeks feedback, builds credibility through interaction, and supports broader team development.
- Excellent organizational and time management skills with the ability to prioritize and multi-task effectively under pressure.
- Flexible and efficient working style with strong attention to detail.
- Excellent MS Office skills.
Title: Director / Senior Director, Global Partnerships China (Sales & Business Development)
Company: IMG
Location: Shanghai, China
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