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SBJ/February 6-12, 2012/Marketing and Sponsorship
IMG College taps pro execs to fill regional positions
Published February 6, 2012, Page 4
IMG College has dipped into the pro ranks to hire new sales hands to beef up its recently reorganized sponsorship sales team.
Tracy White, formerly in charge of revenue streams for the Atlanta Hawks and Spirit, as well as Philips Arena, has joined IMG College as regional vice president of the Southeast. That puts White in charge of the largest region with 21 schools and the Southeastern Conference.
He’s one of five regional vice presidents who now report to Roger VanDerSnick, IMG College’s chief sales and marketing officer. The other regions represented are the West, Southwest, East and Midwest.
The realignment of the 350-person sales staff into five geographic regions will have each group focused on specific markets rather than a list of schools. VanDerSnick said the feedback from buyers is that they’d rather buy markets than schools.
“We went from eight conference vice presidents to five regional vice presidents, so these are large, meaty jobs,” VanDerSnick said.
Joining White as regional vice presidents will be: Rex Hough (East), who came over to IMG from its acquisition of ISP Sports; and Scott Mackenzie (Southwest), a former administrator at the University of Arizona. IMG College is interviewing for the West and Midwest regional chiefs.
In addition, IMG College brought in Joe Mariani, formerly the director of corporate sales for the New England Patriots, to be vice president of sales in the East region. Jeff Huffman, who ran the University of Georgia property, has been added as a vice president of sales in the Southeast.
IMG College now has three ways to go to market, VanDerSnick said. “We’ve got the local sales teams at each school, the new regional teams, and the national team led by [senior vice president] Lawton Logan.”
VanDerSnick said the focus has been to draw salespeople “who are accustomed to selling sponsorships conceptually based on the value of the intellectual property and less on traditional media valuations.”
Logan’s national sales unit also hired Mike Pine as vice president, national sales. Pine comes from World Triathlon Corp., owner of the Ironman brand, and he has sold for the UFC.
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| White |
He’s one of five regional vice presidents who now report to Roger VanDerSnick, IMG College’s chief sales and marketing officer. The other regions represented are the West, Southwest, East and Midwest.
The realignment of the 350-person sales staff into five geographic regions will have each group focused on specific markets rather than a list of schools. VanDerSnick said the feedback from buyers is that they’d rather buy markets than schools.
“We went from eight conference vice presidents to five regional vice presidents, so these are large, meaty jobs,” VanDerSnick said.
Joining White as regional vice presidents will be: Rex Hough (East), who came over to IMG from its acquisition of ISP Sports; and Scott Mackenzie (Southwest), a former administrator at the University of Arizona. IMG College is interviewing for the West and Midwest regional chiefs.
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| Mariani |
IMG College now has three ways to go to market, VanDerSnick said. “We’ve got the local sales teams at each school, the new regional teams, and the national team led by [senior vice president] Lawton Logan.”
VanDerSnick said the focus has been to draw salespeople “who are accustomed to selling sponsorships conceptually based on the value of the intellectual property and less on traditional media valuations.”
Logan’s national sales unit also hired Mike Pine as vice president, national sales. Pine comes from World Triathlon Corp., owner of the Ironman brand, and he has sold for the UFC.
