The 10 NEXT 2011

44 | SportsProMedia.com SportsPro Magazine | 44

SPECIAL FEATURE | THE 10 NEXT

Presented by:

The Ivy Sports Symposium-SportsPro 10 NEXT was conceived as an award both to recognise the outstanding achievements of the ten most exceptional young executives across the sports industry and to shed some light as to where, how and by whom the industry will be shaped in the future. Founded and envisioned by Chris Chaney, founder and executive director of the Ivy Sports Symposium, the 10 NEXT provides a glimpse into the future of the sports business. “Our mission has always been to advance the sports business by promoting young leaders in the industry,” Chaney says. Whereas the numerous ‘40 under 40’ awards across the media landscape often honour top-level contributions to any given industry, the 10 NEXT aims to dig deeper, like a comprehensive sports executive scouting mission, unearthing the next leaders in the world of sport before they hit the age of 30.

Unashamedly meritocratic, the key criterion was of course exceptionality. While ten was decided on as a suitable number to find – and honour – a risk was taken in this inaugural year in that, however many nominations were received, if the required number of nominees did not attain the outstanding level deemed acceptable by the judging panel, the final awards would reflect that accordingly.

It is to the credit of each individual in the remarkable batch of nominations that were received that you are not now reading about the inaugural 8 or 9 NEXT.

Over the course of a five-week period across September and October, nominations were received from across the globe via our website, sportspromedia.com. An independent, transatlantic judging panel then whittled the nominations down to 20 or so of the most exceptional candidates. Several weeks of research and lively debate within the judging panel ensued before an anonymous vote decided on the final ten. Under the key measuring sticks of uniqueness and exceptionality, the guiding criteria that informed the judges’ decisions were measurable accomplishments and business results; the age-to-achievement ratio; size and scope of responsibilities; and creativity, innovation and leadership.

The final ten were then informed of their achievement and honoured by the Ivy Sports Symposium, our partner organisation on the 10 NEXT, at a luncheon ceremony during the 2011 event on Friday 18th November in Philadelphia. All ten are worthy of the award.

All that remains to be said is congratulations to the inaugural 10 NEXT Class of 2011. Do remember us when you’re leading your respective fields.

SportsPro and the Ivy Sports Symposium present the ten exceptional young sports executives that make up the inaugural 10 NEXT class.

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Presented by:

Harrie Bakst graduated with Magna Cum Laude honours from New York University, where he

was presented with the Allie Sherman Business Leadership Award and the President’s Service Award. Since his studies, he has worked to integrate business acumen with philanthropic purpose in the sports and entertainment industry.

His company, Carnegie Sports & Entertainment, stemmed from a discovery Bakst made after he was diagnosed with cancer of the salivary glands at just 22. Having noticed the low level of funding for research in his rare form of cancer, Bakst saw an opportunity to tap into the corporate marketing budgets for research funds and, as a result, founded Carnegie. His company specialises in two key areas; cause marketing and social responsibility, and represents non-profit organisations, brands, events and properties and athletes and celebrities. He has featured in the Wall Street Journal, The New York Times and the SportsBusiness Journal and serves on a number of committees and boards for charities and foundations. Landmark moment of your career so far?“On one hand it would be surviving cancer, which was really the driving force behind my business both from a concept point of view and as a basis for how we treat people. More generally, starting a business and being an entrepreneur

is challenging, and I think keeping a business afloat and helping it thrive during one of the hardest financial times is another landmark of mine.”

Sports industry idol?“Billy Beane. I’ve not seen the film but I read the book Moneyball when it came out in 2003 and it provided the basis for my first push at getting into the sports industry. It taught me how to see value in certain things when a lot of people don’t and that really helped me grow my business.”

Favourite franchise/team/athlete/brand in sport?“Franchise: Yankees – I am a Bronx boy; athletes: Derek Jeter and Lance Armstrong; brand: Nike.”

Where do you see yourself in ten years’ time?“I love what I’m doing now so on the one hand would love to still be doing this in ten years. But on the other hand, I hope I’m not; I truly hope that my job becomes obsolete in ten years because things like cancer and HIV have cures.”

One piece of advice for someone looking to start out in the industry?“In a world where there are a lot of things one cannot control, such as the economic climate and whether a job opportunity comes up or not, there are two things everyone has the ability to control - their work ethic and their sincerity. People who possess and are authentic with those two things are those who succeed and I believe that’s the true value of wealth.” iPhone, Blackberry or Android?“iPhone all the way! We’re exclusively Mac here and I’m a proud Apple investor.”

Twitter, Facebook or Foursquare?“Mainly Facebook.”

One particular line you use to close a deal with?“We try to get across that you can’t fit a square peg in a round hole. We’ll say something along the lines of, ‘Whatever it is, we will find a way to work with you.’ I think it shows that we want to work with them and are willing to adapt to their needs to get the job done.”

Harrie BakstPresident and Founder, Carnegie Sports & Entertainment, Inc

What his nominators said about him: “Harrie’s experience and leadership, even at 26 years old, have transformed the world of philanthropy by integrating sports and entertainment business platforms with altruistic endeavours.”

Age: 26Location: New York, New York, USAEducation: New York University (B.A)

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Brett Clarke was just 27 when he was made general manager of sales and marketing at Wests

Tigers, becoming the youngest person to hold such a position at any National Rugby League (NRL) or Australian Football League (AFL) club. With limited resources compared to some rivals, Clarke presided over a doubling in sponsorship revenues as the club became the leading Australian team in terms of media value. Fan engagement is another success – the Tigers’ season ticket and membership programme has grown 200 per cent over the past three years at the best-attended stadium in Sydney. Away from the Tigers, Clarke works on several NRL steering committees and in 2010 coordinated efforts to bring Usain Bolt to the Athletics All-Stars event at Sydney Olympic Park. He already has an eye on the generation to follow him, conducting sessions for university students and creating a work experience programme at the Tigers. A volunteer lifesaver with over 100 hours’ service, the ‘Pink Jersey’ campaign he instigated to raise funds for breast cancer research has now been adopted across the NRL.

Landmark moment of your career so far?“I guess if I was to put one thing above all else it would be the fact that we’ve managed to be number one in our market when it comes to team metrics. We’re still number one across the Sydney market – that’s a really standout achievement for me.”

Sports industry idol?“Stephen Humphreys, the current chief executive, is one of the smartest brains in world sports. He’s a fantastic inspiration, as was our previous chief executive, Scott Longmuir. Lou Imbriano was the former chief marketing officer at the New England Patriots and author of a fantastic book - ‘Winning the Customer’.”

Favourite franchise/team/athlete/brand in sport?“I think you’ve got to respect the global brands in sport and what they’ve achieved - the Manchester Uniteds of the world, Real Madrid, Dallas Cowboys, Lakers. At the same time, though, I’ve got a real place in my heart for teams in the Japanese soccer league or teams in Major League Soccer. I firmly believe that the large majority of professional cycling teams are an outstanding example of how successful sporting franchises should be operated.”

Where do you see yourself in ten years’ time?“I’ve always had an ambition to be the youngest chief executive in the NRL but in saying that I wouldn’t be surprised to see myself working overseas at some stage.”

One piece of advice for someone looking to start out in the industry?“It’s really important that working in the sports business industry that we don’t get caught up in the here and now and we improve things for generations further down the line.”

iPhone, BlackBerry or Android?“At this stage I use my Blackberry more from a business sense but my iPhone more from a marketing point of view.”

Twitter, Facebook or Foursquare?“It’s important to work on all the platforms in their own ways and they all come with a range of pros and cons.”

One particular line you use to close a deal with?“We only talk substance and therefore there’s not just one line, it’s a sum of all its parts. I love the idea of the one line though - if somebody knows of one line that’s a guaranteed deal sealer they’ll make millions!”

Brett ClarkeGeneral Manager, Sales and Marketing, Wests Tigers Rugby League Football Club

What his nominators said about him: “Brett’s skills will continue to be dominant well into his later years and sports marketing around the world will be healthier for people with commercial acumen like Brett in the field.”

Age: 28Location: Sydney, AustraliaEducation: Bachelors degree in Business Management (B.B.M.), majoring in marketing, law and entrepreneurship

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Ben Hartman worked as an assistant manager at Extreme Surf and Ski before graduating in 2007. He

quickly secured an internship in Octagon Australia’s marketing division and hasn’t looked back since. Playing a key role in activation and leverage projects with global brands including MasterCard, Coca-Cola and Unilever, Hartman soon found a previously unexploited niche in the Australian sports market. Seeing an opportunity to reinvigorate Octagon’s athletes and

personalities division in the region, Hartman built a business case and presented it to Octagon’s global chief executive. A promotion to his current role and the scope to single-handedly drive the marketing agency’s business unit for Australia and the Asia Pacific region was duly granted. Thanks to Hartman, who counts Australian Formula One driver Mark Webber and rugby union player James O’Connor among his clients, Octagon’s offering in the region shifted from a traditional athlete management model to one based purely on athlete marketing, and one with more emphasis on catering to the needs of brands. Hartman was recently selected in B&T magazine’s 30 under 30; he volunteers for ethical water brand One Water and is listed as a ‘corporate hero’ on the onedifference.org website.

Landmark moment of your career so far?“The part where I really felt like my contribution had been recognised was being asked to be a lecturer at the University of New South Wales for a sports law and marketing masters. It allowed me to feel that I’d been recognised

by my peers and less than five years out from being a student myself.”

Sports industry idol?“It would probably be another Octagon employee in Peter Carlisle. The work he has done with Olympic sports athletes has been groundbreaking. He has really created an athlete marketing sphere that hasn’t been touched before.”

Favourite franchise/team/athlete/brand in sport?“It would have to be Newcastle United FC. I’m a huge Alan Shearer fan and the reasoning behind that would be the fact that he decided not to play for Manchester United and played for Newcastle when he had the chance. That was his boyhood club and where he wanted to be. I had so much respect for him for that and the way his team played football. Unfortunately you get stuck with these choices and it hurts a bit now.”

Where do you see yourself in ten years’ time?“Hopefully still working with people that inspire me. The great thing about my job is the variety of people that I meet day in day out – whether it’s brands, athletes or colleagues.”

One piece of advice for someone looking to start out in the industry?“I think the sports industry is definitely one filled with egos. The biggest lesson that I have learned is that it’s more important to listen to people, find out what their challenges are, than it is to put forward your own opinion. Once you’ve listened and heard a problem, it’s easier to come up with a marketing solution.”

iPhone, Blackberry or Android?“iPhone – I’m addicted.”

Twitter, Facebook or Foursquare?“Twitter.”

One particular line you use to close a deal with?“I don’t have one! I’ll work on that for next year’s 10 NEXT.”

Ben HartmanDirector, Athletes & Personalities, Octagon Australia

What his nominators said about him: “Ben envisioned a transformation of the traditional athlete representation business in Australia that won endorsement by senior Octagon management and resulted in a 900 per cent revenue increase and a tripling of the division’s staff.”

Age: 28Location: Sydney, AustraliaEducation: University of Woolongong (double degree in Law and Science), majoring in Exercise Science

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Since graduating from the University of Florida, where he was named class valedictorian in 2007

after receiving a perfect 4.0 GPA for his undergraduate work, Darren Heitner has been relentless in his march up the sports industry ladder. He is the founder and chief executive of his own sports agency, Dynasty Athlete Representation, which he started at the age of 22. The company now boasts a host of athletes and coaches on its books including professional boxer James ‘Buster’ Douglas. Heitner also founded the niche industry website Sports Agent Blog which has had over five million views. Outside of these commitments and alongside his current position as an attorney at the Koch, Parafinczuk, & Wolf firm, Heitner is a regular panellist on CBS West Palm Beach’s ‘Beyond the Game’ and regularly gives interviews on a range of other radio broadcasts. He has been nominated for Miami’s ‘Power 30 Under 30’ award in the sports category, and is currently a professor at Indiana University Bloomington.

Landmark moment of your career so far?“Becoming a professor at the Indiana University. It has always been a goal of mine to educate others on my experiences and what I have been able to learn in my life working from the ground up.”

Sports Industry idol?“Lonnie Cooper, the chairman of CSE, which used to be known as Career Sports Entertainment. I was afforded the unique opportunity to intern for his company in the summer of 2005 in the area of talent management. Hearing the stories and the words of advice from Lonnie really went a long way and I’ve always kept those words of advice with me in my own practice.”

Favourite franchise/team/athlete/brand in sport?“As a University of Florida graduate with a Bachelor of Arts degree and Juris Doctor degree, my favorite team is the Florida Gators. I bleed orange and blue.”

Where do you see yourself in ten years’ time?“I don’t think it’s a matter of where I’d like to see myself, I’d just want to be happy with what I’ve been able to accomplish and to know that I’ve done something to benefit the sports and entertainment industries. I want to make sure that I leave the sports industry in a better place than where it was prior to my involvement.”

One piece of advice for someone looking to start out in the industry?“I would certainly say that it is a very competitive industry. It’s a dream for many individuals to become a part of the sports industry so in order to even find an entry level position one has to separate him or herself from the pack. Really it comes down to having a passion and desire to be in the industry and take whatever opportunities come your way. It’s a grind and it takes time but you need to have the perseverance and knowledge that it’s something that you really want to do.”

iPhone, Blackberry or Android?“Android.”

Twitter, Facebook or Foursquare?“Twitter.”

One particular line you use to close a deal with?“Truthfully, I’m not a believer in clichés and using the same line over and over again. I treat every potential client differently and really my pitch depends on what that person is looking for and I don’t have a specific line.”

Darren HeitnerEntertainment, Sports, Intellectual Property Attorney

What his nominators said about him: “Darren has been one of the only public leaders in the athlete agent community over recent years, and has been a force for change and education.”

Age: 26Location: Miami, Florida, USAEducation: University of Florida (B.A.), majoring in Political Science; University of Florida ( J.O.)

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Monica Lewis started her career in the sports industry as an intern at Madison Square Garden in

2006, after successfully graduating from Hampton University with a degree in Sports Management. As an intern at the Garden, Lewis made a strong enough impression to receive a high recommendation from the New York Knicks vice president of public relations when a position became available at the NBA’s basketball communications department. Lewis boldly left the NBA in 2010 but secured jobs at both the Charlotte Bobcats and the Carolina Panthers. In launching ProMo, however, Lewis confirmed her ambition to be a leading figure in the industry. Her company has attracted such notable clients as the Dwight D. Howard Foundation. Lewis has also contributed to the community through various volunteering initiatives. Serving as a mentor for high school students with academic struggles at New York’s iMentor programme is one example in a distinguished list of her active civil work.

Landmark moment of your career so far?“Outside of this award, being able to secure a corporate position in my desired industry

almost straight out of college was a landmark moment for me because I was so young. A lot of young people worry about figuring out how to break into the industry or how to get their foot through the door. It is a very difficult industry to break into.”

Sports Industry idol?“I know it is clichéd, but Michael Jordan. He is a competitor in everything he does, whether as an athlete or a businessman. The Nike Air Jordans also speak a lot about his brand and the value of longevity of a brand. Those shoes are older than me but are still one of the most sought after trainers in the world.”

Favourite franchise/team/athlete/brand in sport?“The Chicago Bulls and more specifically the 1996 Bulls team. Their 72 season wins will be difficult for anyone to beat. As for an athlete I would say Dwight Howard. He has chosen to use the status and the platform his sport has given him to help others.”

Where do you see yourself in ten years’ time?“I hope to have fulfilled what I feel this award has set out to proclaim: that I am up and coming and someone in the industry to

look out for. I also hope to establish myself as one of the top professionals in the sports business, to expand my business, and to be able to help others who come after me.”

One piece of advice for someone looking to start out in the industry?“Put your best foot forward, even when you think no one else is looking. I received an outstanding recommendation while I was an intern at the Garden from someone I didn’t even know knew my name! You never know who is watching and who recognises your work.”

iPhone, Blackberry or Android?“I use a Blackberry in conjunction with an iPod Touch. This keeps me connected with the Blackberry users but then I also have the capabilities and platform of an iPhone.”

Twitter, Facebook or Foursquare?“I use Twitter more often. Everyday, almost all day.”

One particular line you use to close a deal with?“I tell potential clients that ‘at ProMo Strategies we have an unbelievable network of relationships and not just contacts’. I like to stress that.”

Monica LewisSports and Entertainment publicist, ProMo Strategies/Charlotte Bobcats/ Carolina Panthers

What her nominators said about her: “Monica is very respected among her peers and has truly been an example of hard work and dedication. She has proven herself successful, working with some of the biggest names in sports and on the largest platforms.”

Age: 26Location: Charlotte, North Carolina, USAEducation: Hampton University (B.S.), majoring in Sports Management

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After graduating from college in 2006, Jim McCloud entered the sports industry as an account

executive at CBS College Sports Network. From there he moved on to a role at MLB Advanced Media, where he began honing his sponsorship expertise. Alongside work commitments, in 2007 McCloud began studying for a Masters in Sports Management at Columbia University, immediately impressing course directors with his knowledge of sports business. Around the time of his graduation two years later, McCloud gained promotion to his current position as director of sponsorship sales at MLB Advanced Media, and since then he has taken the time to return to Columbia to take seminars and promote the course to prospective students.

Landmark moment of your career so far? “It’s still relatively new, so it’s still to be determined, I guess. There’s not been one landmark event thus far in my career. I’ve learned from a lot of different people, I’ve had a lot of mentors, and hope to continue to build upon that.”

Sports industry idol? “The MLB commissioner for his vision in creating MLB.com and our chief executive Bob Bowman for the execution of that. They saw the whole process through and made sure that MLB is a leader in the industry that people look to, from the technology side to ticketing to e-commerce and mobile.”

Favourite franchise/team/athlete/brand in sport? “I grew up in Boston and now I’m in Yankee country, but I respect the success that Boston has had over the last decade, between the Red Sox, Bruins, the Celtics and the Patriots: it’s been a city of champions, if you will.”

Where do you see yourself in ten years’ time? “I hope to be in a position where I’m at the forefront in the sports industry, adapting to whatever the challenge is that might face the industry as a whole. I’m hoping to be in a position where I can continue to grow and be looked upon in the sports industry

as someone who is well respected.”

One piece of advice for someone looking to start out in the industry?“Work hard, work smart, meet as many people as possible and develop relationships. Relationships are such an important part of this business and if you perform there’s always a place in this business for you.”

iPhone, Blackberry or Android? “I have a Blackberry and an iPhone.”

Twitter, Facebook or Foursquare? “I use Facebook, Twitter, Foursquare – all of those.”

One particular line you use to close a deal with?“Each partnership is unique. So as far as

one line goes, the only thing I can say is that the relationship has to be one of trust.”

Jim McCloudDirector of Sponsorship Sales, Major League Baseball (MLB) Advanced Media

What his nominators said about him: “Jim has all the tools, a first-class mind and a drive to engage it, exceptional communication skills, a work ethic refined by controlled ambition and natural leadership abilities.”

Age: 28Location: New York, New York, USAEducation: College of the Holy Cross (B.A.); Columbia University (M.S.), Sports Management

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While studying for his Masters at the University of Texas in 2005, Jared Melzer was taken on as an

intern at Capital Sports & Entertainment, the management agency of Lance Armstrong and his Discovery Channel Pro Cycling team. Demonstrating passion, creativity and a results-oriented approach, Melzer was soon hired to help manage sponsorship and marketing for the agency, assisting with the activation of campaigns for several sponsors, including Discovery Channel, Nike, PowerBar and Dasani. When Capital dropped the cycling team in 2007, fellow colleague Johan Bruyneel took up the general manager position at Team Astana and quickly employed Melzer to manage marketing, sponsorship and business development. Melzer helped to significantly elevate the value of the Astana brand and increase sponsors’ financial commitments. In recent years, Melzer has implemented social media fundraising campaigns to raise hundreds of thousands of dollars for the Lance Armstrong Foundation and World Bicycle Relief, the latter’s mission being to supply bikes to underprivileged communities in Africa. In that vein, when Lance Armstrong announced his Livestrong Global Cancer Campaign, Melzer created a team and sponsor initiative to support the campaign and raise funds for cancer research. Throughout his career, Melzer has won a number of awards, and currently features on Sports Business Radio, sharing weekly insights on issues concerning the industry.

Landmark moment of your career so far? “I would have to say creating ‘Ride for Livestrong’, which involved the whole team’s fight against cancer. And then for Johan, working with World Bicycle Relief, which has been able to distribute a few thousand bikes in Africa in the last couple of years and make society better through the sports platform.”

Sports industry idol?“I would have to say my first boss, PJ Rabice.

I admire him for his leadership. He was the first person that gave me a job outside of my Masters education. I’ve learned a lot from PJ, not only about the sport of cycling but how to be a good leader and how to be strategic in my marketing plans.”

Favourite franchise/team/athlete/brand in sport? “My favourite brand is a tie between Nike and Red Bull for their ability to really engage and create relationships creatively with their consumer base. The athlete I would say is [Chad] Ochocinco, he’s a really great personality. The team would be the New York Jets. They don’t have as much respect as the New York Giants have, but they’ve really taken that into account and done some creative marketing partnerships.”

Where do you see yourself in ten years’ time? “Pretty much the same, in terms of I’d like to be on the brand side and strategically helping brands become more successful, effective and efficient via sport.”

One piece of advice for someone looking to start out in the industry? “Work hard; set goals and objectives for yourself; ask questions and be observant.”

iPhone, Blackberry or Android? “iPhone.”

Twitter, Facebook or Foursquare? “Twitter for business; Facebook for personal.”

One particular line you use to close a deal with?“I actually don’t. I think what I’ve learned is that everything really just comes together, building a relationship over time and really showing how value can be achieved and how we can help companies meet their brand and business objectives. And I think the value that you show throughout that relationship speaks for itself.”

Jared MelzerSports Marketing Manager, Johan Bruyneel Sports Management

What his nominators said about him: “Jared is a very bright, motivated business professional with tremendous vision and commitment. One thing that defines him is his ability to work with people from a wide variety of different cultures.”

Age: 29Location: New York, New York, USAEducation: Penn State University (B.A.); University of Texas - Austin (M.S.)

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David Oestreicher was recognised as the top student in the Integrative Core programme at Indiana

University’s Kelley School of Business, where he earned a grade-point average (GPA) of 4.0. His success as a student extended beyond pure academia, though, as he co-founded a sports marketing career panel at the university and was selected from a highly competitive field to partake in Octagon’s signature undergraduate internship programme. Upon graduation, Oestreicher joined American Collegiate Intramural Sports (ACIS), where after just 14 months he led the business team in revenue generation and was promoted to director of business development. Reporting directly to the chief executive, Oestreicher was responsible for securing Slingbox – a subsidiary of pay-TV provider DISH Network – as a seven-figure title sponsor of the property’s national, regional and local events. During his tenure, Oestreicher also led the acquisition and management of other notable clients including Merck, PepsiCo, Perry Ellis and State Farm. After nearly three years with ACIS, Oestreicher joined the NBA as the youngest manager in the organisation’s global business development group. In this position he has played a key role in sourcing and fostering the NBA’s groundbreaking relationship with Boost Mobile – a deal which began arguably the most significant partnership in the 15-year history of the Women’s National Basketball Association (WNBA). Highly regarded within the industry, Oestreicher has been honoured as a Partnership Activation Rising Star, selected as a panelist for the Ivy Sports Symposium’s inaugural ‘Rising Stars’ panel, and has seen his work published in Brandweek, IEG Sponsorship Report, Forbes, and SportsBusiness Journal among others. As a co-founder of the sports marketing career panel at Indiana University,

Oestreicher annually gives lectures on the industry and shares his career advice through year-round mentorship.

Landmark moment in your career so far? “Moving to New York after graduation. It’s given me the confidence and toughness to take on new challenges while chasing my dreams.”

Sports industry idol?“Phil Knight. A deep fascination with Nike is why I fell in love with marketing. And his commitment to innovation inspires me to try to see what others don’t.”

Favourite franchise/team/athlete/brand in sport?“There’s nothing like a day at the ballpark in Cincinnati with my family.”

Where do you see yourself in ten years’ time?“Waking up with a smile on my face. Providing meaning and purpose for others.”

One piece of advice for someone looking to start out in the industry?“Relearn everything. This was the first piece of advice I received. And I continue to use this approach each day as a way to stay open-minded and current.”

iPhone, Blackberry or Android?“Blackberry for work and ‘Droid’ for play.”

Twitter, Facebook or Foursquare? “Twitter.”

One particular line you use to close a deal with?“If it were only that easy. Though I do like to ask clients what keeps them up at night, so together we can hone in on their most pressing needs and ultimately deliver the right solutions.”

David OestreicherManager, Global Business Development, National Basketball Association (NBA)

What his nominators said about him: “He’s changing the way people do sports marketing, and the groundbreaking results validate the effectiveness of his work. If he were a stock, I would invest all I could in him.”

Age: 27Location: New York, New York, USA Education: Indiana University Bloomington (B.S.), Marketing

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The list of Jared Schoenfeld’s academic and professional achievements are an impressive

reflection of the rapid development he has made during his short career in the sports industry. In just four-and-a-half years, the New Yorker has been promoted three times. He received a faculty scholarship award at the start of his freshman year at Indiana University and before graduating he took a semester off to intern for the marketing partnerships department at the New York Knicks. While finishing his senior year, he interned at the Indiana University football team’s player operations group. After graduating, Schoenfeld started his sport sales career with the Phoenix Suns, where he was the top sales person. Indeed, after his first year with his new team, he achieved the ‘New Business Team MVP Award’ for top overall sales performance amongst all three properties in the franchise’s ownership group – Phoenix Suns, Phoenix Mercury and the Phoenix Road Runners. In 2009, he returned to his hometown to take a role in corporate hospitality at The Madison Square Garden Company, progressing to a managerial position earlier this year. Schoenfeld helps Fortune 500 companies develop hospitality programmes designed to drive their new business revenue. In 2010, he was nominated for the Partnership Activation Rising Stars. He is also a co-founder of the Indiana University Sports Career Panel, where once a year he speaks to students about the sports industry, and also provides ongoing mentorship throughout the year.

Landmark moment of your career so far?“Achieving the ‘New Business Team MVP Award’ at the Phoenix Suns was particularly rewarding for me as it demonstrated that moving across the country after college, my hard work and

productivity had really paid off. Similarly, at The Madison Square Garden Company, being promoted within a year proved that I was still generating results.” Sports Industry idol?“Rudy Ruettiger. I must have watched the movie Rudy more than 20 times. Rudy defines perseverance and no matter what cards you’re dealt in life, if you believe, have a positive attitude and give it your all… it can be achieved.” Favourite franchise/team/athlete/brand in sport?“As a native New Yorker, whose favourite sport is basketball, it has to be the New York Knicks.”

Where do you see yourself in ten years’ time?“In a position that allows me to have a positive impact with people both internally and externally, while increasing the organisation’s overall bottom line.”

One piece of advice for someone looking to start out in the industry?“Fear, discomfort and uncertainty are compasses towards growing and building character.” iPhone, Blackberry or Android?“Blackberry.” Twitter, Facebook or Foursquare?“Currently Facebook but social media is constantly changing and I’m sure my answer will too.” One particular line you use to close a deal with?“I don’t have a specific line that closes a deal but when I’m presenting to a potential client I use the phrase, ‘based on what you told me’. It really showcases to them that you are listening and are aware of their objectives while suggesting a solution.”

Jared SchoenfeldManager, Corporate Hospitality, The Madison Square Garden Company

What his nominators said about him: “Jared is truly gifted in his abilities to drive sales revenue and new business to whatever employer or property he is working for. He is able to do this because of his genuine caring nature for those he interacts with.”

Age: 26Location: New York, New York, USAEducation: Indiana University Bloomington (B.A.)

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In 2005, John Younger began his career as marketing manager for Red Bull Cheever Racing.

Within months he was appointed business development manager at IndyCar rivals Vision Racing, where he was instrumental in adding fashion to the list of IndyCar sponsor categories when he helped bring Rock and Republic Jeans into the sport. In early 2007 Younger switched motorsports, taking up his current position as senior director of business development at the Roush Fenway Racing Nascar team. Leading a prospecting panel and working alongside a team of executives, Younger generated initial contracts with brands such as Aflac, FCC and Hitachi, contributing over US$100 million in sponsorship funds. Indeed, largely down to Younger’s individual efforts, Aflac’s partnership with Roush Fenway driver Carl Edwards has become one of the best known and most successful in Nascar. An avid baseball fan, Younger played throughout his time at Butler and then DePauw University, and he continues to coach children in one of the little leagues in the Charlotte area.

Landmark moment of your career so far? “There’s probably two parts to that. First, bringing in new companies to the sport of Nascar – companies like Aflac, Cargill, Hitachi – was pretty exciting. Also being a part of a winning team – currently we’re leading the points in the Nationwide and the Sprint Cup Series. Being able to go to victory lane knowing you could be there every weekend is exciting.”

Sports industry idol? “I would say Dick Ebersol. I’ve always been fond of him throughout middle school, high school, and college. I’ve always enjoyed the Olympics stuff he did, producing the content and telling stories, especially in sports and non-mainstream sports – I’ve always found that fascinating.”

Favourite franchise/team/athlete/brand in sport? “Personally, I’m a huge NFL fan. I grew up in Indianapolis so I’m a huge Colts fan. From a business standpoint I like

seeing what the Red Sox have done; being able to keep an old ballpark and an old brand and really turn it around and keep the tradition while adding new elements to it. They never really seem like they’ve lost any of the passion or interrupted the game-day experience.”

Where do you see yourself in ten years’ time? “Hopefully doing something that I’m still passionate about; if I’m passionate about it then I’m going to enjoy doing what I’m doing and be successful at it.”

One piece of advice for someone looking to start in the industry? “Work harder than everyone else. Then when you’re not working hard, educate yourself and read all you can about the industry. You’ve got to educate yourself and learn as quickly as possible – it goes a long way.”

iPhone, Blackberry or Android? “iPhone.”

Twitter, Facebook or Foursquare? “Twitter.”

One particular line you use to close a deal with?“I don’t have one. I’d say the thing for me is really just educating companies on the platform and once it gets them to understand how the platform works for their business it’s pretty easy. It’s really about education.”

John YoungerSenior Director, Business Development, Roush Fenway Racing

What his nominators said about him: “John is a consummate professional, and one of the best people I have worked with in the sport of Nascar. He is passionate, hard-working, creative and results-driven.”

Age: 27Location: Charlotte, North Carolina, USAEducation: Butler University/De Pauw University (B.A.)

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