NY Liberty - Account Executive


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It costs a lot of money these days to maintain a professional team and the Liberty is no exception. An Account Executive is responsible for generating revenue for the team, or for several teams, by selling sponsorship, promotions and advertising. This means meeting with executives from large companies who may be interested in sponsoring the team through the advertisements you see when you go to a game or through a promotional campaign such as a giveaway at the arena with the team logo and the company's name.

The Account Executive not only needs to seek out and meet with possible new sponsors, but he or she has to make sure the companies currently advertising and sponsoring the team are satisfied about the way their money is being allocated. Some sponsors may want an ad on the scoreboard, others may want a sign somewhere in the arena. It is important that the advertising meets the needs of each sponsor, including ensuring that radio, television and print all appear the way the sponsor wants them to and are presented at the correct time. For example, if a sponsor wants their logo on the scoreboard just prior to the tip-off with the words "Liberty tip-off sponsored by So-and-So," then the Account Executive needs to coordinate this.

Frank Huckabone is the Account Executive for the New York Liberty, as well as the other two major teams that call Madison Square Garden home, the Knicks and the Rangers. Besides contacting potential sponsors daily, he sets up appointments with companies that have expressed interest in advertising at the Garden. Prior to each game, he makes sure that clients' advertisements, contests or promotions are scheduled as planned. During the game, Huckabone entertains current and potential clients while continually making sure all ads and promotions are being properly executed.

Graduating from Hartwick College in Oneonta, New York, with a B.A. degree in Business Management and Economics was the starting point for Huckabone's career. He participated in a four-week leadership program called Outward Bound in the Florida Keys as well as three internships prior to graduation. Huckabone continued to develop his sales skills selling ad space for a real estate magazine in Boston and a manufacturer of golf clubs and golf apparel in Washington D.C..

"When I learned about this available position through a friend, I contacted the right people, scheduled an interview and was persistent at following up with phone calls expressing my interest in the position." He credits persistence, a desire to succeed, strong negotiating skills, and the ability to communicate well with others as the characteristics that have most helped him in this busy position.

"You should get involved in as many extra curricular activities as possible in college to help expose yourself to many different opportunities as possible" suggests Huckabone for anyone thinking about a sports business career. "Meet as many people as you can along the way - a network of contacts, associates and friends is crucial in making the most of any opportunity."

If being an Account Executive is what you desire, it's important to hone your communication and negotiating skills, and be able to accept a lot of rejection. "For every one person that says yes to advertising, 20 to 30 people say no," adds Huckabone about his challenging, yet rewarding job. "That's the nature of the business and I wouldn't give it up for anything."