Venues, Director Of Special Events Sales

Job Description

WHAT THIS ROLE WILL DO
I. Essential Duties
• Meet and exceed monthly, quarterly, and yearly financial goals
• Proactively solicit new business opportunities by conducting effective sales calls, facilitating meetings and presentations to potential clients, handling special event inquiry calls, negotiating space, assisting with client catering needs through a local caterer, creating event proposals, and conducting site inspections.
• Negotiate and close contracts
• Build/generate new leads to increase size of potential client database from cold calls and market prospecting to include, but not limited to conventions, corporations, DMCs, tour operators, meeting planners, associations, SMERF (Social, Military, Educational, Religious and Fraternal) groups, concierges, hotels, organizations (i.e. Chamber of Commerce, Convention Center, Convention & Visitors Bureau, etc.) etc.
• Develop a strategic and promotional plan to drive Special Event/Rental sales for the venue/region to reach/exceed the annual goal. Plan to include strategic initiatives, competitive analysis, insights on new areas of opportunity, etc.
• Sales generation – maximize revenue while developing long-term relationships with clients (both local and national)
• Monitor changes in the sales / special events industry and develop strategies to improve and adjust to those changes
• Evaluate/identify potential business from new clients for both local market venues as well as Live Nation's portfolio of opportunities
• Seek out and develop relationships with local industries (i.e,. corporations, hotels, non-profits, etc.)
• Fully integrate into CVB to capitalize on the corporate and convention business that comes to the local market
• Become involved in local and national outside organizations directly related to the hospitality industry (i.e., MPI, PCMA, ISES, HSMAI)
• Attend local trade shows, participate in sales blitzes, and other off-site sales efforts
• Responsible for the overall financial aspects involved in promoting and selling the venue
• Create and implement required reports on the productivity of sales by establishing revenue goals, enhancing the client database, increasing check averages, managing contribution margin, and exceeding goals in all categories
• Oversee and coordinate service vendors to fulfill client proposals and event needs
• File management of Caterease (Special Events software system)
• Strategic planning and forecasting
• Oversee all departmental accounting paperwork
• Development, management, and fulfillment of the Special Event marketing budget
• Weekly reports to the GM on corporate sales trends, bookings, sales recaps, and department productivity
• Submit monthly reports to GM and VP of Sales, including, but not limited to: Special Event Revenue Report, Forecast, Revenue Pipeline, Talent Cost, Event Export Reports, Revenue Breakdown, and Lost Business
II. Supervision of the Department(s)
• Actively train and develop the team on effective sales calls, prospecting, and presentations
• Manage Sales Managers and provide strategic direction on how they can reach/exceed their individual goals, both short-term and long-term
• Execute weekly department meetings to keep staff informed, assess/set goals, and create strategies for new business development
• Provide a positive and creative team environment within the department(s)
• Oversee daily management of the sales team
• Ensure accuracy and delivery of all required reports (SEO's, leads, event calendars, forecasting, sales revenue reports, etc) are distributed promptly for proper planning
• Ensure maximum guest satisfaction and operational communication
• Serve as an advisor to staff members on logistical arrangements, recommend and monitor new business opportunities, and develop professional and personal goals of the staff, maximizing productivity and stimulating growth, both internally and externally
• Monitor office procedures to ensure timely returned calls, maintain filing, trace system, lost business, and proper etiquette
• Handle all recruiting, hiring, disciplinary ,and terminations in accordance with all Live Nation policies
• Maintain open communication and handle conflict resolution with staff
• Conduct evaluations of staff, outline goals and monitor progress, maintain action plans, propose/ raise recommendations
• Ensure staff training is complete and satisfactory. Ensure consistent and ongoing mentoring for department employees
• Monitor department office procedures
WHAT THIS PERSON WILL BRING
• 5+ years of sales experience in the hospitality industry
• 3+ years of team leadership experience
• Working knowledge of local and regional markets, restaurant and venue operations, computers (Windows environment, spreadsheet, databases, word processing), and guest relations
• Skill in Interpersonal communications, organization, financial knowledge, and team building
• Ability to delegate, follow up, relate to staff, guests, and partners in a positive and effective manner
• Tolerance of all cultures, music and art forms
• Bachelor's Degree Preferred
Physical Work Demands:
• Ability to work in a very fast paced environment with considerable noise and interruptions. Must be able to change activity frequently.
• Flexible Schedule (days/nights, weekends).
BENEFITS & PERKS
Our motto is 'Taking Care of Our Own' through 6 pillars of benefits:
HEALTH: Medical, vision, dental and mental health benefits for you and your family, with access to a health care concierge, and Flexible or Health Savings Accounts (FSA or HSA)
YOURSELF: Free concert tickets, generous paid time off including paid holidays, sick time, and personal days
WEALTH: 401(k) program with company match, stock reimbursement program
FAMILY: New parent programs including caregiver leave and baby bonuses, plus fertility, adoption, foster, or surrogacy support
CAREER: Career and skill development programs with School of Live, tuition reimbursement, and student loan repayment
OTHERS: Volunteer time off, crowdfunding match
EQUAL EMPLOYMENT OPPORTUNITY
We aspire to build teams that reflect and support the fans and artists we serve. Every day we aim to promote environments where everyone can be themselves, contribute fully, and thrive within our company and at our events. As a growing business we will encourage you to develop your professional and personal aspirations, enjoy new experiences, and learn from the talented people you will be working with.
Live Nation strongly supports equal employment opportunity for all applicants regardless of age (40 and over), ancestry, color, religious creed (including religious dress and grooming practices), family and medical care leave or the denial of family and medical care leave, mental or physical disability (including HIV and AIDS), marital status, domestic partner status, medical condition (including cancer and genetic characteristics), genetic information, military and veteran status, political affiliation, national origin (including language use restrictions), citizenship, race, sex (including pregnancy, childbirth, breastfeeding and medical conditions related to pregnancy, childbirth or breastfeeding), gender, gender identity, and gender expression, sexual orientation, intersectionality, or any other basis protected by applicable federal, state or local law, rule, ordinance or regulation.
We will consider qualified applicants with criminal histories in a manner consistent with the requirements of the Los Angeles Fair Chance Ordinan

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Jobcode: Reference SBJ-qk854x-216-73-216-3-42 in your application.