LN Venues, Director of Special Events Sales- Minneapolis

LIVE NATION ENTERTAINMENT INC•Minneapolis, MN

53d•$70,000 - $88,000

About The Position

Live Nation Entertainment is the world's leading live entertainment company, comprised of global market leaders: Ticketmaster, Live Nation Concerts, and Live Nation Media & Sponsorship. Ticketmaster is the global leader in event ticketing with over 620 million tickets sold annually and approximately 10,000 clients worldwide. Live Nation Concerts is the largest provider of live entertainment in the world promoting more than 50,000 events annually for nearly 7,000 artists in 40+ countries. These businesses allow Live Nation Media & Sponsorship to create strategic music marketing programs that connect more than 1,200 sponsors with the 145 million fans that attend Live Nation Entertainment events each year. For additional information, visit www.livenationentertainment.com. Live Nation's Concerts Division is where tours are born, artists come to life, and fans get to experience the rush of live music. From our dozens of owned/operated Amphitheaters to our Global Touring team, from Ticketing and Venue Operations to Marketing and Sales... we foster a fun and upbeat work culture with no shortage of opportunities. With perks ranging from free concert tickets to dog-friendly offices, to progressive benefits like student loan reimbursement and adoption/fertility support... it's no wonder we are certified as a Great Place to Work organization and one of People Magazine's "50 Companies that Care". We want everyone to feel like they belong and can thrive in our community, so we strive to help you achieve your career and personal goals. Live music is our passion and where we find our common ground. There has never been a better time to join Live Nation. Passionate and motivated. Driven, with an entrepreneurial spirit. Resourceful, innovative, forward thinking and committed. At Live Nation Entertainment, our people embrace these qualities, so if this sounds like you then please read on!

Requirements

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

Nice To Haves

Bachelor's Degree Preferred

Responsibilities

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
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

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

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