Harlow's Casino Resort and Spa is hiring a Director, Equine Industry Relations & Experience to build and nurture relationships with premium and VIP customers, with a specialized focus on the thoroughbred racing community. You will be responsible for driving sales of world-class premium areas by maintaining and growing industry relationships while advancing our premium ticketing strategy.
What You'll Do
- Meet or exceed all new sales goals provided by the Executive Team.
- Sell all Premium offerings via outbound prospecting.
- Lead renewal and upsell strategy within the equine industry segment.
- Prospect and cultivate new premium sales opportunities through industry partnerships, referrals, syndicates, and equine networks.
- Oversee Oaks and Derby Owner’s premium ticketing strategy.
- Own the development and annual updating of Owner & Trainer Kits.
- Develop and maintain Horsemen Hospitality guides and related industry-facing premium materials.
- Serve as the primary Premium Sales liaison for owners, trainers, and equine stakeholders.
- Lead and help maintain CRM initiatives with a focus on equine stakeholders.
- Implement and educate industry stakeholders on new ticketing initiatives.
- Represent Churchill Downs Racetrack and CDI at select industry events.
- Collaborate with Corporate Partnerships on equine-focused sponsorship opportunities.
- Support Racing Office initiatives to promote racing and stabling at CDI owned properties.
- Foster buy-in from horsemen and women of aftercare programs at CDI properties.
- Support efforts to promote CDI’s commitment to equine industry related charitable partners.
- Conduct high-level sales presentations, negotiations, and deal closings.
- Provide strategic feedback to Premium leadership regarding equine market trends.
- Collaborate with internal departments to facilitate Oaks, Derby, and race meet premium seating execution for equine stakeholders.
- Address client concerns and ensure effective short-term and long-term resolution.
What We're Looking For
- Proven premium sales experience managing processes and sales performance at a sports or entertainment venue.
- Demonstrated experience managing high-level client relationships.
- Able to secure racing and other licenses as required in Illinois, Kentucky, Louisiana, Ohio, Pennsylvania, Virginia and other states as necessary.
- Proficient in basic software programs.
- Creative and enthusiastic with excellent interpersonal skills.
- Available to work race days and special events.
- Possess a willingness to work long hours, evenings, weekends, and holidays.
- People-oriented, able to multi-task, organized, motivated and detail focused.
- Proficiency in Microsoft Office, Salesforce, and other related software.
- 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.
- Knowledge to apply mathematical operations to tasks like analyzing costs and ROI.
- Ability to define problems, collect data, establish facts and draw valid conclusions.
- Ability to interpret directions and technical diagrams.
Nice to Have
- Vast knowledge about entertaining, selling, and servicing Premium & VIP customers.
- Established credibility and relationships within the thoroughbred racing and breeding industry.
- Bachelor’s degree (B.A.) from a four-year college or equivalent combination of education and experience.
- Experience or existing relationships within the thoroughbred racing industry.
Technical Stack
- Microsoft Office
- Salesforce
- CRM systems
Team & Environment
This role has no direct reports at this time, but could eventually oversee seasonal and/or full-time employees. You will be part of the Premium Business department and report to Premium leadership.
Work Mode
This position is onsite in Louisville, KY.
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or disability.
