LN Concerts, Director Of Special Events Sales

Special Events Sales Manager

Complete responsibility and accountability for the success of the Special Events Sales department.

What This Role Will Do:

1. Meet and exceed monthly, quarterly and yearly financial goals
2. Proactively solicit new business opportunities by conducting effective sales calls, make out-of-the-office sales calls and presentations to potential clients; handle special event inquiry calls; negotiate space, assist with clients catering needs through local caterer, create event proposals and conduct site inspections.
3. Negotiate and close contracts
4. 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.
5. Develop strategic and promotional plan to drive Special Event/Rental sales for the venue/region to reach/exceed annual goal. Plan to include strategic initiatives, competitive analysis, insights on new areas of opportunity, etc.
6. Sales generation – maximize revenue while developing long-term relationships with clients (both local and national)
7. Monitors changes in the sales / special events industry and develop strategies to improve and adjust to those changes
8. Evaluate / identify potential business from new clients for both local market venues as well as Live Nations portfolio of opportunities
9. Seek out and develop relationship with local industries (i.e. corporations, hotels, non-profits, etc)
10. Fully integrate into CVB to capitalize on the corporate and convention business that comes to the local market
11. Become involved in local and national outside organizations directly related to the hospitality industry (i.e. MPI, PCMA, ISES, HSMAI)
12. Attend local trade shows, participate in sales blitzes and other off-site sales efforts
13. Responsible for overall financial aspects involved in promoting and selling the venue
14. Create and implement required reports on the productivity of sales by establishing revenue goals, enhancing client database, increasing check averages, managing contribution margin and exceeding goals in all categories
15. Oversee and coordinate service vendors to fulfill client proposal and event needs
16. File management of Caterease (Special Events software system)
17. Strategic planning and forecasting
18. Oversee all departmental accounting paperwork
19. Development, management and fulfillment of the Special Event marketing budget
20. Weekly reports to the GM on corporate sales trends, bookings, sales recaps and department productivity
21. 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
22. Serve as an advisor to sales venue staff members on logistical arrangements, recommend and monitor new business opportunities, develop professional and personal goals of the staff maximizing productivity and stimulating growth, both internally and externally
23. Provide a positive and creative team environment within the venue departments.
24. Ensure accuracy and delivery of all required reports (SEO's, leads, event calendars, forecasting, sales revenue reports, etc) are distributed in a timely manner for proper planning
25. Understand all operational department responsibilities, capabilities and limitations to smoothly ensure maximum guest satisfaction and operational communication
26. Maintain office procedures to ensure timely returned calls, maintain filing, trace system, lost business and proper etiquette
27. Maintain open communication and handle conflict resolution with staff

What This Person Will Bring:

• Working knowledge of local and regional markets, restaurant and venue operations, computers (Windows environment, spreadsheet, databases, word processing), guest relations
• Skill in interpersonal communications, organization, financial knowledge, and team building
• Ability to delegate, follow up, relate to staff and guests / clients in a positive effective manner
• Special requirements: High school diploma required
• Minimum of five years sales experience in the hospitality industry
• Bachelor's degree
• Working environment is fast-paced
• Flexible schedule (days/nights, weekends) and regular overnight travel

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:

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 Ordinance, San Francisco Fair Chance Ordinance and the California Fair Chance Act and consistent with other similar and / or applicable laws in other areas.

We also afford equal employment opportunities to qualified individuals with a disability. For this reason, Live Nation will make reasonable accommodations for the known physical or mental limitations of an otherwise qualified individual with a disability who is an applicant consistent with its legal obligations to do so, including reasonable accommodations related to pregnancy in accordance with applicable local, state and / or federal law. As part of its commitment to make reasonable accommodations, Live Nation also wishes to participate in a timely, good faith, interactive process with a disabled applicant to determine effective reasonable accommodations, if any, which can be made in response to a request for accommodations. Applicants are invited to identify reasonable accommodations that can be made to assist them to perform the essential functions of the position they seek. Any applicant who requires an accommodation in order to perform the essential functions of the job should contact a Human Resources Representative to request the opportunity to participate in a timely interactive process. Live Nation will also provide reasonable religious accommodations on a case-by-case basis.

Hiring Practices:

The preceding job description has been designed to indicate the general nature and level of work performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of employees assigned to this job.

Live Nation recruitment policies are designed to place the most highly qualified persons available in a timely and efficient manner. Live Nation may pursue all avenues available, including promotion from within, employee referrals, outside advertising, employment agencies, internet recruiting, job fairs, college recruiting and search firms.

The expected compensation for this position is: $64,000.00 USD - $80,000.00 USD Pay is based on a number of factors including market location, qualifications, skills, and experience.