Director, Tennis Clients & Events


Be part of a high-performing team to develop, operate and monetize IMG Tennis and other represented talent in Japan. Maximize commercial revenue opportunities for IMG’s client & events portfolio (for Japanese and international tennis), primarily through procuring sponsorship sales/high value partnerships. In consultation with the MD and other senior executives, support efforts to develop new business opportunities in Japan with particular focus on talent identification and value creation.
Job Title
Director, Tennis Clients & Events
IMG Tennis
Employee Classification
Permanent employee
Japan Job Classification
Place of Work
IMG Tokyo (Roppongi Tokyo)
Hours of Work
7.5 hours per day between 9:30 a.m. and 6:00 p.m., with one hour for lunch, normally between 12:00 noon and 1:00 p.m., Monday through Friday
Non-Working Days
Saturdays, Sundays, Japanese national holidays and the period that includes December 30th and 31st and January 2nd and 3rd
Annual Leave
granted 10 days from the start day (prorated after July to Dec)
depending on your ability and experience
Overtime allowance
Not Eligible

Role summary

The key objective the role is to optimize revenue results by selling rights associated with IMG’s portfolio of Tennis clients and events to corporate sponsors/brands and media/marketing agencies. He or she will also be responsible for creating new revenue opportunities through business development and supporting the introduction of new IMG & Endeavor Talent and Events into the Japanese market.
This role will also be responsible for the commercial planning, segmentation, pricing, and implementation of sponsorship inventory within scope.
He or she will be expected to have a high level of engagement with the various operating units within the Tennis business, whilst leveraging their relationships and understanding of the Japanese marketplace to enhance revenue opportunity and growth mandates of the division and wider business.
Critical components of the role include the ability to foster sizeable, long-term partnerships through a considered approach to the market, building innovative partner strategies with extensive knowledge of the evolving sponsorship landscape, and continuously showing value to partners to maximize their investments.


Revenue Generation
• Develop, create, and sell commercial talent endorsement programs, event sponsorship opportunities, contra offers and other activities that significantly increase the revenue success and profitability of key Talent and Event generally
• Drive sales and marketing efforts with the Tennis division to execute endorsement / sponsorship programs, including servicing of a significant and reputable client & agency base
• Meet and exceed revenue targets set by the business
• Retain, manage, and develop a portfolio of existing clients whilst maximizing revenue opportunities across the company’s Japanese talent portfolio
• Help facilitate and engineer revenue generation opportunities for the Company’s international Talent and Events with Japan headquartered/domiciled organizations
• Exploit market dynamics and relationships to promote revenue opportunities and conversion
New Business
• Develop strategies to acquire new Talent clients and revenue opportunities across IMG’s divisions
• Introduce Japanese brands/clients to Endeavor’s suite of international events and assets
• Develop and pitch new business opportunities to existing and prospective clients
• Extend and financially optimize Endeavor’s suite of assets across Japan
Strategy, Reporting and Compliance
• Develop and execute the overall strategy for designated priorities in line with Tennis division objectives
• Develop and implement collaborative strategies and activity plans for revenue optimization
• Prepare and present a periodic report for senior management on sales and new business activity
• Abide by internally established control systems and authorities, comply with all applicable laws and Endeavor Japan’s standards and policies
Communications and Industry Relations
• Communicate in a productive and co-operative manner with all stakeholders including divisional leadership and shared services
• Always represent IMG / Endeavor to the highest professional standard, with internal & external clients and stakeholders
• Develop relationships with major agencies, stakeholders, rights owners & federations in Japan
• Forge a leading presence in the corporate sponsorship landscape in Japan and cultivate and enhance commercial relationships that build Company equity and marketplace presence

Skills & Abilities

• Creative thinking – how to utilize the collective IP of IMG & Endeavor to create new opportunities for IMG Tennis
• Exceptional problem solving and negotiation skills
• Outstanding revenue generation and business development acumen
• Adaptability to rapidly changing situations/environments and proven capability to deliver results in highly matrixed organizations
• Outstanding interpersonal communication and influencing skills across all levels of business management
• Exceptional written and oral communication and presentation skills
• Demonstrated planning and follow-through capabilities
• Highest personal integrity and ethics
• Fluent in written and spoken Japanese and English (TOEIC 880 or above)

Qualifications and Experience

• A minimum 5-7 year ad-agency / sponsorship sales / international business experience
• Great history of creating high value endorsement / sponsorship programs
• Passion for sports / entertainment space: you are knowledgeable and curious about the goings-on of new experiences and happenings in culture
• Active long-term and trusting relationships with decision makers at industry-relevant companies and agencies
• Excellent application and knowledge of endorsements, sponsorship sales and brand activation
• Well-versed in complex and nuanced contract negotiations involving, but not limited to talent, sponsors, brands, agencies, media, and distribution rights
• A sound working knowledge of the sponsorship/partnership/events marketplace including but not limited to common industry vernacular and terminology, competitive intelligence, data analytics/performance metrics and sponsorship value measurement
• Self-motivated, resourceful individual with a strong working knowledge of the digital, mobile, and social media spaces and how marketers are utilizing these platforms
• Relevant event planning and operational experience
• Demonstrated ability to sell to and exceed stretch financial targets
• Superior understanding of brand & communications / marketing mix and sponsorship market
• Marketing/BA qualifications highly regarded


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