Manager of Business Development

About RCR

Built on a legacy that began in 1969, Richard Childress Racing combines a competitive racing tradition with innovation, technical expertise, and strong business relationships. Our people share a commitment to hard work, determination, and respect—carrying the RCR legacy forward on and off the track.

Position Summary

The Manager of Business Development RCR’s commercial growth by identifying new business opportunities, generating sponsorship revenue, and developing strategic partnerships. This role combines proactive sales outreach with research, proposal development, and relationship management to connect prospective partners’ business objectives with RCR’s teams, drivers, and marketing platforms.

Working closely with commercial leadership, marketing, communications, and partnership management, this individual manages assigned sales opportunities from initial prospecting through negotiation and contract execution. Success requires a disciplined sales approach, creative thinking, and the ability to turn market insights into actionable business opportunities.

Key Responsibilities

Business Development & Sponsorship Sales

• Achieve assigned revenue goals through new sponsorship sales, partnership expansion, and support of renewal opportunities.
• Identify and pursue prospective partners through research, networking, referrals, and consistent outbound outreach.
• Build relationships with corporate executives, brand leaders, and agency representatives.
• Manage assigned opportunities through the full sales cycle, including discovery meetings, presentations, proposals, negotiations, and closing.
• Develop customized partnership packages incorporating race car branding, team and driver assets, digital content, hospitality, appearances, and business-to-business opportunities.
• Coordinate proposed pricing and contractual terms with leadership and obtain required approvals.

Business Strategy & Market Research

• Support the development and execution of RCR’s commercial sales strategy.
• Research prospective partners’ business priorities, target audiences, marketing activities, and sponsorship investments.
• Monitor industry trends, competitive offerings, and emerging sponsorship categories to identify growth opportunities.
• Recommend prospecting priorities and partnership concepts based on market research and alignment with RCR’s capabilities.
• Evaluate available sponsorship assets and recommend ways to increase their value and commercial appeal.
• Assist with sales planning, revenue forecasting, and tracking progress toward business objectives.

Proposal Development & Internal Collaboration

• Collaborate with marketing and communications to create tailored sales presentations, proposals, and supporting materials.
• Translate prospective partners’ objectives into clear, relevant partnership recommendations.
• Work with partnership management and race operations to confirm asset availability and the feasibility of proposed benefits.
• Maintain awareness of sponsorship inventory, category exclusivity, and contractual restrictions.
• Document negotiated commitments and support a clear transition from the sales process to partnership execution.

Relationship Management

• Maintain consistent, professional communication with prospects, partners, agencies, and internal stakeholders.
• Support partner reviews and identify opportunities for renewals, expanded investments, and additional business relationships.
• Represent RCR at races, client meetings, industry events, and networking opportunities.
• Build trust through responsiveness, preparation, and timely follow-through.

Sales Administration & Reporting

• Maintain accurate prospect records, sales activity, and opportunity updates in RCR’s customer relationship management system.
• Provide weekly reporting on outreach, pipeline progress, projected revenue, and next steps.
• Maintain organized proposals, presentations, and sales documentation.
• Recommend improvements to sales processes, prospect research, and internal coordination.
• Perform other duties as assigned.

Required Qualifications

• Bachelor’s degree in business, marketing, sports management, or a related field.
• Three or more years of sponsorship sales, business development, sports and entertainment marketing, or relevant experience.
• Demonstrated success generating new business, closing sales, and meeting revenue goals.
• Experience managing sales opportunities involving multiple stakeholders and extended decision timelines.
• Strong research, analytical, and strategic thinking skills.
• Ability to develop persuasive presentations and customized business proposals.
• Excellent communication, negotiation, and relationship management skills.
• Strong organizational skills and the ability to manage multiple priorities and deadlines.
• Ability to work independently while collaborating effectively across departments.
• Proficiency with CRM systems and Microsoft Office, particularly PowerPoint, Excel, and Word.
• Strong work ethic, sound judgment, and a commitment to integrity, transparency, and follow-through.

Preferred Qualifications

• Experience in NASCAR, motorsports sponsorship sales.
• Existing relationships with national, global-level corporate brands, sponsorship decision-makers, and sports marketing agencies.
• Understanding of sponsorship valuation, activation opportunities, and partnership performance objectives.
• Experience developing integrated marketing programs involving branding, digital content, hospitality, fan engagement, and business-to-business opportunities.

Travel & Schedule Requirements

Travel to races, partner meetings, and industry events as required.