Business Development Manager

BC Pavilion Corporation (owner and operator of BC Place and Vancouver Convention Centre)•Vancouver, BC

20d•Onsite

About The Position

At BC Place, a division of BC Pavilion Corporation (PavCo), we work to create unforgettable moments, world-class experiences and stronger connections to community, industry and culture. As Western Canada's leading venue for live events, we host a year-round schedule of sporting events, concerts, consumer shows and more each year while also supporting the community through an array of ongoing partnerships and initiatives. BC Place is hiring a Business Development Manager who will be at the forefront of driving business growth and revenue increase with a focus on developing new business across all markets. Reporting to the Director, Business Development and Event Sales, we are seeking a strategic, analytical, self-motivated professional, and research savvy candidate. The Business Development Manager will be accountable for maximizing stadium revenues through a wide range of business development initiatives, including the creation of new business opportunities across multiple sectors within the venue including many of our newly developed and reimagined spaces. The role requires a flexible and open-minded approach to sales strategies, focusing on both new business and multi-year opportunities. Key responsibilities include identifying potential new business, negotiating facility terms, financial evaluations and managing relationships with clients. This position demands an exceptional relationship builder, skilled at evaluating business opportunities through a multi-layered approach.

Requirements

Post-secondary education, with business, sport and entertainment and/or related degree
Understanding of event logistics, operations and provincial stakeholders
Experience using Momentus (EBMS), or a similar business management system
IT, digital and media literate including the use of desktop programs, and social media; proficient in Microsoft Office and other related software
Must possess a professional demeanor and have the ability to interact with all levels of the organization and outside contacts
Demonstrated creativity and imagination with creation of unique sales opportunities
Ability to multi-task and handle several projects at one time both individually and through cross functional teams.
Strong organizational skills with impeccable attention to detail and the ability to prioritize work activities effectively and use time efficiently
Ability to communicate efficiently and effectively – both verbal and written
Ability to work flexible hours supporting events including evenings, weekends and holidays

Nice To Haves

5 - 7 years’ sales experience at a similar type venue an asset

Responsibilities

Identifies, generates, and develops potential business by proactively prospecting new clients through sales calls, presentations, and by exhibiting at and attending industry trade shows and events
Develops a strategic sales plan that not only identifies prospective business but also ascertains the unique needs and requirements of each client so that with the collaboration with industry partners we can then create compelling proposals in order to win business
Identifies and develops promotional opportunities in partnership with key industry stakeholders continually evaluating market intelligence, trends, industry developments, and research insights
Negotiates business in an extremely competitive marketplace, balancing the Province’s economic objectives with the facility’s need to secure high yielding revenue events and maintain a diversified business mix
Works with industry partners to support opportunities in all markets providing the resources required to win bids.
Prepares, coordinates, and conducts strategic client hosting opportunities (FAMs, site inspections, chef’s tables) as a means for securing new and repeat business
Spearheads discussions and collaboration with different departments, internal and external suppliers to collect and present a wide variety of logistical details in response to complex RFPs
Maximizes space utilization not only within each event to ensure an efficient delegate flow and appropriate room usage but also within the facility as a whole so that BC Place can host as many simultaneous events as possible (“yield management”)
Develops and maintains strong, strategic relationships with industry partners to generate new business and sustain existing business
Develops compelling proposals that may include internal supplier support
Negotiates contracts and event components such as legal amendments, space needs, date requirements, rental rates, payment schedules, and addendums
Implements a proactive re-booking strategy to secure repeat business
Obtains the necessary level of information to ensure that accounts/events are populated with the most current and correct information in our Event Management system so that reports to our stakeholders are accurate and our inter-departmental colleagues are set up for success
Conducts financial review and provides recommendations related to ticketing to the Director for all publicly ticketed events
Supports long-term strategic planning by contributing insights on market shifts, revenue optimization, and new business channels.
Prepares financial projections, business cases, and ROI analyses to support decision-making for new events