VP, Sales & Business Development


The key objective of the VP, Sales & Business Development is to optimize revenue results by selling IMG’s portfolio of Event rights 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 events and assets into the Japanese market.
This role will also be responsible for the commercial planning, segmentation, pricing, and implementation of sponsorship event inventory within scope. He or she will be expected to have a high level of engagement with the various operating units within the Media & Events business, whilst leveraging their relationships and understanding of the Japanese marketplace to enhance revenue opportunity and growth mandates of each division.
Job Title
VP, Sales & Business Development
IMG Events
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


Revenue Generation
• Develop, create, and sell commercial programs, sponsorship opportunities, contra offers and other activities that significantly increase the profitability of key events and the business generally
• Drive sales and marketing efforts with various business units to execute 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 event & talent portfolio
• Help facilitate and engineer revenue generation opportunities for the Company’s international assets with Japan headquartered/domiciled organizations
Event Management
• In conjunction with each division head locally and globally, contribute to the overall delivery of allocated event inventory
• Contribute to devising and refining annual event strategy and vision, including new inventory opportunities
• Liaise with key stakeholders and contacts from governments, tourism entities, municipalities, venue holders, media, sponsors and partners, as required.
New Business
• Develop strategies to acquire new clients (with governments, rights holders, federations, etc.) and revenue opportunities across IMG’s Events 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

Skills & Abilities

• Creative thinking – how to utilize the collective IP of IMG & Endeavor to create new event assets
• Exceptional problem solving and negotiation skills
• Outstanding revenue generation and business development acumen
• Proven ability to devise, commercialize and implement events in complex stakeholder environments
• Adaptability to rapidly changing situations/environments and proven capability to deliver results in highly matrixed organizations

Qualifications and Experience

• Great history of creating high value sponsorship programs for large-scale live events (10k+ attendees, multi-city)
• Passion for the entertainment and/or live event 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 sponsorships and brand activation
• Well-versed in complex and nuanced contract negotiations involving, but not limited to venues, 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
• Demonstrated ability to sell to and exceed stretch financial targets
• Demonstrated ability to formulate, sell and grow new business assets
• Proven team management experience in mid to large organizational structure
• Relationships with Japanese global brands
• Excellent oral and written communication skills
• Strong organization skills, ability to prioritize and multi-task
• Must be attentive and patient
• Native in Japanese and fluent in English (TOEIC 900 or above) both speaking and writing
• Excellent Microsoft Office skills (word, excel, outlook, power point)


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