Program Success Manager - Prep Network

Position Summary

Prep Network is looking for a highly motivated and relationship-driven Program Success Manager with a proven track record of success in uncovering new opportunities within existing business and delivering consistent results through upselling strategies. This role will involve cultivating, nurturing, and maintaining strong relationships with Program Directors by managing and prioritizing opportunities, qualifying potential expansion opportunities, understanding client business drivers, building relationships, presenting solutions, and closing business. 

This Program Success Manager will control their own success in our business growth by driving revenue through proactively targeting and building long-term partnerships with existing clients and emerging grassroots basketball programs.

Key Responsibilities

Account Management and Relationship Building

• Establish deep relationships with grassroots basketball programs, acting as a trusted advisor to assess needs, identify growth opportunities, and tailor tournament recommendations aligned with program goals.
• Provide strategic guidance to optimize tournament schedules, maximize value from Prep Network, and position tournaments as an essential ingredient to the program's success.
• Engage in frequent, personalized interactions, conduct regular check-ins, and attend events to anticipate client needs, build long-term loyalty, and demonstrate commitment.
• Build strong relationships through various communication methods, generating referral business, ensuring client satisfaction, and elevating the Brand's profile as a key platform for player and sport development.

Account Development and Growth

• Proactively analyze client programs to anticipate needs, identify growth opportunities, and tailor strategies based on program goals, challenges, and competitive interests.
• Collaborate with cross-functional teams to deliver tailored solutions and strategies that support client business objectives and growth.
• Manage a significant book of business and stay updated on industry trends by actively participating in events, conferences, and networking opportunities.
• Continuously research competitors and seek ways to improve internal processes to enhance efficiency and ensure Prep Network tournaments offer unique value to programs

Client Success and Retention

• Conduct regular business reviews with clients to assess program performance and highlight value delivered, while seeking feedback for continuous improvement.
• Monitor participation and satisfaction levels, tracking key metrics like repeat participation, program feedback, and team competitiveness while maintaining communication records.
• Proactively address client concerns, ensuring satisfaction and retention by delivering exceptional service and exceeding expectations.

Sales Planning

• Develop and execute a growth-oriented sales plan, establishing a baseline for pipeline and opportunities, and regularly communicating progress, adjusting strategies as needed to meet goals.
• Manage a qualified pipeline of opportunities, prioritizing and forecasting activities to achieve goals, while tailoring program plans to strengthen client relationships and drive long-term growth.

Sales Process

• Lead clients through the sales process with a consultative approach, prioritizing their needs and helping them make informed decisions, and expanding their vision positioning Prep Network's events as part of a larger development plan for their athletes.
• Demonstrate proficiency in all stages of the sales process, from researching and qualifying opportunities to presenting tailored solutions and closing deals.
• Engage in deep discovery with clients to understand their goals and challenges, effectively communicating Prep Network's unique value proposition, while addressing objections and securing commitments.
• Create urgency throughout the sales process, gain commitments, effectively handle objections, and successfully ask for referrals

Collaboration and Communication

• Collaborate with the Strategic Program Manager and Emerging Program Manager to share insights and strategies that increase team participation.
• Foster a creative marketing mindset, helping develop campaigns that highlight the involvement of high-profile programs.
• Provide feedback to improve future tournaments based on client input and experiences.
• Provide regular updates to the leadership team on account performance and growth opportunities.

Company Systems and Administration

• Document and maintain detailed client and prospect information in the company CRM, including program size, competitors, tournament commitments, and key contacts.
• Provide timely and accurate forecasts and pipeline reports to management.
• Stay proficient in using MS Office tools and follow all company policies and procedures.
• Utilize EOS (Entrepreneurial Operating System) tools and processes to help drive focus, accountability, and growth within the organization. 

Minimum Qualifications

• Bachelor’s degree or equivalent in Business, Marketing, Public Relations, or related field.
• 3 years of experience in selling professional services, with sports media and tournament industry experience preferred.
• Genuine interest and awareness in Prep Network Brands (basketball, volleyball, or football).
• Proven success in achieving/exceeding sales goals and executing a structured sales process.
• Client-focused with excellent communication, active listening, and problem-solving skills to build long-term relationships and secure profitable outcomes.
• Proficiency in negotiation and business acumen, understanding key decision-making drivers.
• Aligned with company culture and values, committed to ongoing professional development.  
• Familiarity with CRM systems.

 

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