Director, Event Sales

Job Description

Reporting to the Executive Director of Ballpark Enterprises, the Director, Event Sales is responsible for account development and management to drive non-game day event sales. This position will work in conjunction with the department to create and sell new business ventures for the Washington Nationals. The Director, Event Sales contributes to the strategic planning and execution of department goals and initiatives. This includes developing new ventures to utilize Nationals Park as a destination for non-baseball special events in Washington, DC. The Director will identify and negotiate deals with promoters of large-scale events, market and sell corporate events to be held at the ballpark.

Essential Duties and Responsibilities:
• Lead a sales team that markets and sells 100 - 200 non-game day events that utilize the ballpark for meetings, receptions, and other functions
• Implement a marketing and sales strategy to attract events and other revenue generating activities to the ballpark
• Identify and develop large-scale opportunities for use of space at Nationals Park
• Market Nationals Park to corporate Washington, DC and convention event planners which includes: marketing and advertising plan development, research, developing marketing content and presentations, and relationship creation and maintenance
• Develop proposals to win business for Nationals Park and manage start to finish negotiation of non-game day event contracts to maximize revenues
• Develop and maintain strong relationships with the local events industry, including convention and visitors’ bureau, destination management companies, other venues, and vendors
• Establish competitive rates and pricing packages for space and services provided at Nationals Park and ensure event P&L statements are maintained accurately
• Assign leads and track sales opportunities in CRM and sales pipeline in Ungerboeck
• Assist in development of department revenue and expense budgets through research, tracking expenses, analyzing trends, and drafting projections
• Recruit, hire, and manage department interns
• Network and attend industry events and conferences to source business
• Other duties as assigned

Requirements:

Minimum Education and Experience Requirements
• Bachelor’s Degree (or equivalent military experience) in Business, Marketing, or Hospitality a plus
• MBA preferred
• Minimum of 8 years of related business experience
• Minimum of 5 years of sales management experience
• Hospitality sales background preferred

Knowledge, Skills, and Abilities necessary to perform essential functions
• Creative mindset with an ability to identify ways to leverage existing assets for new business
• A proven track record of successful performance in meeting targets and objectives
• Demonstrated ability to conduct market research, prepare financial projections, and start to finish negotiation of revenue driving opportunities
• Experience in developing P&L and pro-forma projections for complex business relationships
• Strong skills in Excel and other database programs
• Must possess a strong marketing and customer service understanding and orientation
• Respectful and outstanding leadership skills with the ability to articulate a vision and strategy in a way that inspires and motivates a team and focuses their energy on achieving and exceeding business goals
• The ability to take initiative and manage multiple complex priorities within demanding timeframes
• Excellent project management, organizational, and problem-solving skills with meticulous attention to detail within the context of the larger strategic goals
• Excellent communication, persuasion, and negotiation skills
• Experience in developing presentations and presenting
• Uphold Core Values: Excellence, Performance, and Accountability. These core values set the tone in everything we do, help us succeed on and off the field, make a difference in the community and provide the best guest experience in sports.

Physical/Environmental Requirements
• Office: Working conditions are normal for an office environment. Position will require weekend and/or evening work.

All applicants for employment at the Washington Nationals are required to be fully vaccinated against COVID-19 prior to commencing employment. Applicants who receive a conditional offer of employment will be required to produce proof of vaccination status prior to their first day of employment. Applicants with qualifying disabilities or bona fide religious objections may be exempted from this requirement or otherwise accommodated if they are unable to be vaccinated.

Jobcode: Reference SBJ-g66qx9-18-223-106-232-42 in your application.