Title:  Dir. Equine Industry Relations & Experience

JOB SUMMARY

In this role as Premium Sales – Director, Equine Industry Relations and Experience at Churchill Downs Racetrack you will be responsible for building relationships with premium and VIP customers and a particular focus working with horsemen and women both nationally and internationally to provide excellent customer service and drive the new sales of our world-class Premium areas. You will be reaching out to potential prospects, clients, referrals, and networking relationships to renew and sell new premium offerings to both companies and consumers.  

This Director will maintain and grow long-standing industry relationships while advancing premium ticketing strategy, particularly surrounding Oaks, Derby, and race meet experiences. The role balances revenue generation, relationship stewardship, and cross-department collaboration to ensure measurable growth in equine-driven premium revenue and enhanced stakeholder satisfaction.

. This position will also help with the overall day-to-day needs and processes of the Premium Business department to ensure we are set up for success and have the ability to provide an unsurpassed level of customer service. 

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Meet or exceed all new sales goals provided by the Executive Team.
• Sell all the Premium offerings that Churchill Downs Racetrack has via outbound prospecting.
• Lead renewal and upsell strategy within the equine industry segment, identifying expansion opportunities across CDI properties as applicable.
• Prospect and cultivate new premium sales opportunities through industry partnerships, referrals, syndicates, and established equine networks.

• Oversee Oaks and Derby Owner’s premium ticketing strategy, identifying opportunities to enhance experience while maximizing revenue.
• Own the development and annual updating of Owner & Trainer Kits in collaboration with cross-functional departments to ensure accurate and revenue-supportive communication.
• Develop and maintain Horsemen Hospitality guides and related industry-facing premium materials.
• Serve as the primary Premium Sales liaison for owners, trainers, and equine stakeholders, ensuring world-class service and high retention rates.
• Lead and help maintain the CRM initiatives with a focus on equine stakeholders, ensuring accuracy, sensitivity, and long-term revenue tracking.
• Implement and educate industry stakeholders on new ticketing initiatives, including mobile ticketing platforms and request portals.
• Represent Churchill Downs Racetrack and CDI at select industry events (race days, horse sales, nonprofit events, syndicate gatherings, etc.) to cultivate goodwill and generate premium sales opportunities.
• Collaborate with Corporate Partnerships to identify and support equine-focused sponsorship opportunities that may enhance premium offerings and revenue growth.
• Support Racing Office initiatives to promote racing and stabling at CDI owned properties with a focus on CDRT.
• Foster buy in from horsemen and women of aftercare programs at CDI properties and support programs as requested.
• Support efforts to promote CDI’s commitment to equine industry related charitable partners and increase recognition of the racing and breeding industry contributions made by CDI.
• Conduct high-level sales presentations, negotiations, and deal closings with equine industry clients.
• Provide strategic feedback to Premium leadership regarding equine market trends, service enhancements, and growth opportunities.
• Collaborate with internal departments to facilitate Oaks, Derby, and race meet premium seating execution for equine stakeholders.
• Address client concerns and ensure effective short-term and long-term resolution to preserve high-value relationships.

• Other duties as assigned

REQUIRED SKILLS AND ABILITIES

To perform this job successfully, the candidate must be able to perform each duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions. The candidate must have a strong work ethic and a burning desire to build a career in professional sports.

• Proven premium sales experience managing both processes and the sales performance required of such a position at a sports or entertainment venue, with vast amounts of knowledge about entertaining, selling, and servicing Premium & VIP customers is preferred.
• Demonstrated experience managing high-level client relationships, including owners, trainers, syndicates, VIP guests, and industry stakeholders.
• Able to secure racing and other licenses as required in Illinois, Kentucky, Louisiana, Ohio, Pennsylvania, Virginia and other states as necessary.
• Proficient in basic software programs
• Creative and enthusiastic with excellent interpersonal skills
• Available to work race days and special events
• Possess a willingness to work long hours, evenings, weekends, and holidays.
• People-oriented, able to multi-task, organized, motivated and detail focused
• Established credibility and relationships within the thoroughbred racing and breeding industry strongly preferred.
• Proficiency in Microsoft Office, Salesforce, and other related software, and open to learning new technologies

SUPERVISORY RESPONSIBILITIES:

No direct reports at this time, but could eventually oversee seasonal and/or full-time employees.

LANGUAGE SKILLS:

Ability to communicate effectively (oral & written) with all types of clients, co-workers, and the general public. Ability to communicate effectively under pressure and when working under a deadline.

MATHEMATICAL SKILLS:

Knowledge to apply mathematical operations to such tasks as analyzing costs, return on investment, and analyzing metrics and statistics in comparison to company goals and performance.

REASONING ABILITY:

Ability to define problems, collect data, establish facts and draw valid conclusions. Ability to interpret directions and technical diagrams.

PROBLEM-SOLVING REQUIREMENTS:

When dealing with prospects and clients, the employee must show discretion when making recommendations regarding options and event details for a Churchill Downs Racetrack event.

MACHINE, TOOLS, AND EQUIPMENT:

Computer, printer, calculator, copy and scanning machine, telephone, software packages, etc.

EDUCATION AND EXPERIENCE

EDUCATION AND/OR EXPERIENCE: 

A Bachelor’s degree (B.A.) from a four-year college or equivalent combination of education and experience is preferred.

Experience or existing relationships within the thoroughbred racing industry is preferred.

PHYSICAL REQUIREMENTS & WORKING CONDITIONS

Travel Requirements: Limited travel as applicable to CDI properties and industry events

• Physical Demands: This position requires the ability to lift up to 10 pounds.

• Work Environment: The incumbent primarily works in an office environment, however, is expected to attend Churchill Downs race days.

This work is performed primarily in a business office setting within a sports and entertainment facility. Events often take place outside of traditional business hours, on weekends, and on holidays. Some areas of the facility may be noisy and subject to changing weather conditions. Churchill Downs Racetrack spans 175 acres and more than 1.5 million square feet under roof with additional entertainment facilities not protected from weather conditions.

The ability to move swiftly throughout the facility and stand for long periods is necessary. The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.

The above-noted job description is not intended to describe, in detail, the multitude of tasks that may be assigned but rather to give the associate a general sense of the responsibilities and expectations of the position. As the nature of business demands change so, too, may the essential functions of this position.