Jerry McBurney
Normal,IL
Summary
Results-driven Sales and Management Executive with nearly three decades of experience in sales, marketing, customer service, event management, administration and college instruction. Proven track record of strategic business growth and product marketing. Adept at cultivating productive client relationships through positive rapport, tailored solutions, and client engagement.
Overview
26
26
years of professional experience
Work History
Manager Of Business Development
Fighting Illini Sports Properties/Learfield Sports
Champaign, IL
06.2012 - 11.2018
- Assisted from day one in opening Fighting Illini Sports Properties (FISP) at the University of Illinois/University of Illinois Athletics on behalf of Learfield Sports
- Responsible for prospecting and managing all multi-media corporate partnerships for Fighting Illini athletics. Partnerships included signage, radio, digital, promotional, display, print and use of marks
- Attained goal-hitter status twice (top 30% of company nationwide), managing a book of business exceeding two million dollars ($2,000,000)
- Initiated into Learfield's Lucky Seven Society, representative of being one of the first seven team members to hit goal (was the second to hit goal nationwide in 2014-15) in any fiscal year
- Sold and managed two of the top four deals since the inception of FISP, Dynegy Energy Services and Niemann Foods
President/General Manager
Arizona Sundogs - Central Hockey League
Prescott Valley, AZ
06.2010 - 03.2011
- Recruited by the CHL to resurrect a non-operational professional hockey franchise by the start of the 2010-11 hockey season
- Hired staff in mid-June to facilitate ticket renewals, sponsorship renewals, marketing, public relations and administration
- Held Town Hall meetings to meet with fans and allow them to have input into how we moved forward operationally and to alleviate their concerns regarding previous ownership that left in the middle of the previous season.
- Developed new strategic business plan and 5 year budget
- Acted as a liaison between the league and the previous ownership group to valuate acquired team inventory and determine final franchise value
Professor - Graduate Level
Western Illinois University
Macomb, IL
07.2009 - 06.2010
- Full-time graduate level instructor, teaching courses in Sport Marketing, Sport Finance and Facility and Event Management
- Advised students on career and internship searches and helped some directly obtain internships
- Held two University-wide seminars on Selling in Sport and Careers in Sport
- Received over 94% rating from student evaluations
Vice President/General Manager
Bloomington PrairieThunder/Bloomington Extreme
Bloomington, IL
03.2006 - 01.2009
- Responsible for dual role of overseeing the start-up and day-to-day operations of professional indoor football team and professional hockey team
- Developed annual budgets and strategic plans for both franchises
- Worked with local media on all public relations, marketing and advertising initiatives
- Responsible for oversight of all sales functions including tickets, sponsorships and merchandise
- Managed all community and charitable partnerships
- Represented the teams regarding all league matters, including annual meetings
- Named 2007 UIF Executive of the Year and 2007 UHL Merchandiser of the Year
Director Of Sales
Utah Blaze - Arena Football League
Salt Lake City, UT
03.2005 - 03.2006
- Part of five-person management team that launched the Arena Football League franchise in Salt Lake City
- Set initial pricing structure and strategic sales plan for new franchise
- Developed sales collateral, marketing and advertising plan to launch initial sales campaign in 2005
- Led the entire AFL and broke a 20-years record for ticket revenues in a season
- Organization received the Commissioner's Award for best front office in the league, 2006
Executive Vice President/Chief Operating Officer
Utah Grizzlies - American Hockey League
West Valley City, UT
09.2003 - 04.2005
- Responsible for overseeing day-to-day operations of AAA professional hockey team
- Developed annual strategic plans and budgets
- Managed all departments, including sales, marketing, community relations, public relations and administration
- Served as liaison between NHL primary affiliates Dallas Stars and Phoenix Coyotes
- Served as Governor and represented the franchise at all league meetings
Director Of Premium Sales
San Diego Chargers - National Football League
San Diego, CA
01.1997 - 09.2003
- Hired to set up the sales and operations of a $78 million club seat and executive suite expansion to Qualcomm Stadium
- Developed initial sales and operational plan for the new premium seat assets
- Hired initial sales staff and launched marketing campaign for the new seating level
- Sold out entire club seat inventory in first year
- Promoted to oversee all sales in 1998
- Responsible for nearly $80 million in team revenue
- Developed all strategic sales and marketing plans and submitted annual budgets to ownership
- Appointed Chairman of the National Football League Ticket Sales Committee in 2002, presented plan to increase league wide ticket revenues at annual owners meeting
- Responsible for suite services at Super Bowl XXXII and Super Bowl XXIX
Sales Manager
Miami Dolphins - National Football League
Miami, FL
08.1992 - 01.1997
- Responsible for the sales and servicing of Executive Suites and Club Seating for the Miami Dolphins and Florida Marlins at Joe Robbie Stadium
- Developed annual sales plan and all sales and marketing collateral
- Managed and evaluated a sales staff of five (5)
- Was top salesman in 1996 when the Dolphins set an all-time franchise attendance record
- Responsible for executive suite services at Super Bowl XXIX
Education
Master of Science - Sports Management
St. Thomas University
Miami, FL05.1993
Bachelor of Science - Economics
Illinois State University
Normal, IL05.1990
Skills
- Key account development
- Brand-building strategies
- Sales process
- Consultative and relationship selling
- Recruiting and Hiring
- Profit and revenue-generating strategies
- Multidisciplinary team leadership
Accomplishments
- Named Chairman of the National Football League Ticket Sales Committee by League Management, presented plan at annual owners meeting
- Named United Football League Executive of the Year, 2007
- Named United Hockey League Merchandiser of the Year, 2006-07
- Goal hitter award, Learfield sports, 2014 and 2015
- Lucky 7 Society, Learfield Sports, 2015 (2nd to hit goal nationwide)
- Manager of AFL staff that won Commissioners Award for best front office, 2006
- Guest speaker, National Sports Forum, Association of Luxury Seat Directors, Illinois State Sports Symposium, numerous colleges
Timeline
Manager Of Business Development
Fighting Illini Sports Properties/Learfield Sports
06.2012 - 11.2018
President/General Manager
Arizona Sundogs - Central Hockey League
06.2010 - 03.2011
Professor - Graduate Level
Western Illinois University
07.2009 - 06.2010
Vice President/General Manager
Bloomington PrairieThunder/Bloomington Extreme
03.2006 - 01.2009
Director Of Sales
Utah Blaze - Arena Football League
03.2005 - 03.2006
Executive Vice President/Chief Operating Officer
Utah Grizzlies - American Hockey League
09.2003 - 04.2005
Director Of Premium Sales
San Diego Chargers - National Football League
01.1997 - 09.2003
Sales Manager
Miami Dolphins - National Football League
08.1992 - 01.1997
Master of Science - Sports Management
St. Thomas University
Bachelor of Science - Economics
Illinois State University
Similar Profiles
Natalie CredicoNatalie Credico
Associate Coordinator, Partnership Services at Penn State Sports Properties/LEARFIELDAssociate Coordinator, Partnership Services at Penn State Sports Properties/LEARFIELD
YU WANGYU WANG
Head Property Assistant at Gators Sports Properties X LearfieldHead Property Assistant at Gators Sports Properties X Learfield
David RansomDavid Ransom
Corporate Partnerships Intern at Learfield SportsCorporate Partnerships Intern at Learfield Sports
Gwen KnippGwen Knipp
Water Office Associate at Town Of NormalWater Office Associate at Town Of Normal
Riley StancilRiley Stancil
Caregiver at SYNERGY HomeCareCaregiver at SYNERGY HomeCare