This position assists the Group Manager- Business Affairs and the Business Affairs’ practice supporting the marketing property transactions of CCNA professional/amateur sports marketing assets. The Director develops strategy, best practices and protocol for high-level transaction management work, coordinates and leads internal (Brand) and external (Region) clients in the acquisition of domestic professional and/or amateur sports assets, maintains relationships with existing CCNA properties and potential acquisitions to ensure efficiency and effectiveness of such transactions. In addition, this role may provide consulting services only.
Stewardship Of CCNA Marketing Asset Transactions
Ensures proposed marketing transactions are evaluated for their feasibility and appropriateness, alternatives have been considered, are structured to support program marketing objectives and increase transaction value/decrease risk, and have appropriate staffing and resources. Primary responsibilities will focus on the management and negotiation of properties such as NASCAR, PGA Tour, NHRA, Major League Soccer, Major League Lacrosse, and other professional/amateur sports local/regional teams or League’s as assigned.
Develops communication and negotiation strategies for marketing transactions and ensures contemplated contractual obligations are fully understood by clients and senior management.
Coordinates approvals for properties acquired via the Marketing Property Asset Committee (MPAC) and ensures all CCNA expenditures against any acquisitions are appropriately approved.
Ensures a robust and effective transaction management infrastructure, including Business Affairs resources and tools, transaction best practices, legal resources, form term sheets and agreements, financial models, and database information.
Utilizes and implements strategic planning, process improvement initiatives, and transaction management capability development, and ensures that sports transaction methodologies and transactional techniques are industry “state-of-the-art.”
Ensures Business Affairs Database System (“PIR”) is fully utilized and kept updated relative to all property transactions under the Director’s purview.
Marketing Property Transaction Management And Analysis
Maintains relationships and serves as the lead contact with professional/amateur sports properties relative to the negotiation and administration of CCNA sports sponsorship agreements.
Leads business and contractual negotiations for complex marketing transactions and projects with significant authority to make decisions on critical business and contractual issues.
Able to negotiate detailed deal points and complex business issues directly with rights sellers, make risk assessments and develop creative solutions to obtain agreement during negotiations.
Able to draft sophisticated term sheets and sponsorship agreements with complex provisions (subject to final CCNA legal counsel review and approval).
Structures transactions to meet business needs/goals (e.g., identify and minimize financial, legal and PR risks related to the sponsorship, and maximize marketing value, exclusive protections and Company’s flexibility).
Manages all aspects of marketing transaction communications with rights sellers and among a cross-functional CCNA team including internal clients, Bottlers, Legal, PAC and Finance.
Consulting And Decision Support To Clients And Senior Management
Serves as a consultant and subject matter expert to direct CCNA clients and senior management on significant matters relating to a wide-range of business issues including financial policies, programs and the Company investments, capabilities, and long-range goals and objectives for selected marketing property investments.
Conducts high-level face-to-face meetings with CCNA clients and/or Bottler senior management regarding large and/or high profile transactions.
Partners with CCNA clients and management to build marketing transaction capability, and share marketing property transaction learnings and best practices, and support CCNA rights management system development.
Represents department to internal and external constituencies on Business Affairs and MPAC process best practices.
Supports System of the Future needs regarding marketing asset transactions and contract assignments.
Consults on beverage partner (DP, Monster, Keurig) matters within CCNA sponsored properties.
System Leadership
Serves as a subject matter expert for sports marketing asset transactions and consults with other associates on transactions and projects within his or her area of responsibility.
Serves as keeper of historic and institutional best practices and knowledge related to past transactions and business issues.
Educational Requirements
MBA and/or JD required.
Required Experience
Ten (10) years plus of total business experience, with a minimum of 3 years of KO Business Affairs, Legal or other relevant transaction management experience (such as with other major consumer-products company or professional firm providing services to such company) is required.
3 to 5 years of sports marketing asset property experience (e.g. professional team, League, talent (players)) preferred.
Required Technical Skills
Ability to manage a large and varied portfolio of multi-million dollar relationships and projects; process management skills; outstanding written and verbal communication skills; ability to interpret and document key business terms; ability to interpret, understand and develop contractual language.
Preferred Technical Skills
Contract Drafting and Interpretation. Ability to synthesize business terms and incorporate legal protections into a binding agreement. Includes knowledge of proper content of agreements and ability to understand and evaluate terms and contract language proposed by counter-parties to determine items that are and are not negotiable.
Project Management: Ability to manage projects to ensure successful delivery (on time, within budget, meeting agreed upon success criteria) to establish clear goals and accountabilities. Also includes the ability to develop project plans, allocate resources, identify potential issues/risks and develop contingency plans.
Negotiation: Exploring alternatives and positions to reach outcomes that gain all parties' support and acceptance; striving for outcomes that are a win-win for all parties involved.
Financial Analysis: Ability to understand financial analysis to assist in exploring strategic options, developing creative solutions to complex business issues, and/or supporting decision-making.
Contractual Relationships: Ability to explain to clients the obligations owed and benefits due the Company under its contractual relationships such that clients understand and appreciate the implications that such relationships may have on the Company's strategic decisions and conduct.
Independent Point of View: Knowledge of the external environment in which the Company's business is conducted. Includes ability to offer a broad perspective that extends beyond a particular functional discipline (e.g., marketing, finance) and draw upon knowledge that comes from frequent interaction with different departments, employees and sources and constituencies outside of the Company.
Business Partner Knowledge
Knowledge of business partners (such as customer, bottler, service agent, supplier) in their context: industry trends and competitive pressures, strategies and plans, organizational structure, decision-making process, contacts, technology infrastructure and systems. At The Coca-Cola Company you can cultivate your career in a challenging and dynamic environment. We are the largest manufacturer and distributor of nonalcoholic drinks in the world-selling more than 1 billion drinks a day. Unlock your full potential with a future-focused company that is known and respected throughout the world.
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