Director, Platinum Access Business Development - Olympic & Paralympic Games

On Location

24d

About The Position

The Director, LA 28 Platinum Access Business Development is a key role within the On Location Custom Product Development and Sales Strategy initiative (e.g. Platinum Access, Amplify) with a primary responsibility for driving new business development and account management. Critical to the commercial success of the entire On Location business with a focus on the IOC (and more specifically LA 2028), the Director will be responsible for developing a turnkey strategy solution to build customized hospitality products that meet a variety of corporate group’s and/or individuals’ program needs, while keeping the business’s priorities in mind. Working with a variety of division leads -- including but not limited to pricing & inventory management, sales, marketing, legal, technology, finance, and program management (delivery/operations) -- to meet and exceed client expectations as well as create effective & efficient processes and a positive & productive working environment. More specifically, this role will be responsible for coordinating with the Program Management team to develop a strong operations structure that will support the delivery of the contractual program elements. A strong sales background in a global events position paired with an understanding of the Global Sporting Industry (e.g. Olympic Movement and FIFA Property) is critical. This role will be responsible for developing and/or adapting effective sales collateral and communications that appeal to this specific high-profile and highly invested audience.

Requirements

Bachelor's Degree in Hospitality, Business Development, Account Management, or a related field, or equivalent experience required
Experience in a management position (minimum of 10+ years), preferably in a B2B role or within the travel and hospitality industry
Proficiency in Salesforce, Airtable, Keynote (Apple), Microsoft Office applications (particularly Excel, Outlook, and PowerPoint), and Adobe (particularly InDesign and Photoshop)

Nice To Haves

Proven record of building and maintaining client relationships and managing complex corporate accounts
Experience with B2B, corporate groups, and/or high-touch guest services, experience execution and/or event operations
A hands-on approach with the ability to execute customized and curated solutions for B2B and/or corporate clients
Understanding of the entertainment landscape including the business of sports, fashion, culinary, and other cultural verticals
Exceptional interpersonal skills – a collaborative style and ability to communicate effectively at all levels with strong oral, written, and presentation skills
A creative, innovative, and strategic thinker with excellent time-management, organizational and supervisory skills as well as the ability to thrive in a high-pressure, deadline-driven environment Balance of creativity / innovation to dream big with the realistic logistical expertise to get things done
Ability to use resources effectively and efficiently, can perform multiple tasks at once, and arrange information in a useful manner
Produce accurate work, even when under pressure, and check accuracy of information; thrives in a fast-paced, deadline-driven environment
Ability to set priorities, quickly zero-in on the "critical few" and put the "trivial many" aside, and to juggle numerous tasks and priorities while maintaining productive flow of work Continually strives for self-development and discovering better means of accomplishing both personal and professional goals
Produce accurate work, even when under pressure, and check accuracy of information; thrives in a fast-paced, deadline-driven environment
Comfortable traveling and working within an international environment
Experience with International, Olympic, World Cup, and/or major sporting events as well as the Travel & Hospitality industry Produce accurate work, even when under pressure, and check accuracy of information; thrives in a fast-paced, deadline-driven environment

Responsibilities

Establish and implement initiatives leveraging technology systems and tools to enhance efficiency and streamline operations
Develop and maintain a strong working relationship with all functional areas / workstreams; available to assist other related projects, as needed
Maintain working knowledge in the following areas: Commercial and Stakeholder/Affiliate Product Offerings and Inventory Platinum Access Products, for each OL property Competition venue locations and event schedules Authentic cultural experiences and local interests, specifically as it relates to B2B, corporate guests, and HNWIs
Author and distribute event-related communications to applicable staff
Ensure a continued understanding and appreciation of the wider business objectives of On Location and the client
Execute all other duties assigned by the team or leadership
Drives pipeline management and sales strategy for a defined revenue target (TBC) for LA 2028 Platinum (most in-demand) products that will be sold across a variety of sales channels: Direct Sales (B2B), Stakeholders (TOPS, Marketing Partners, Righstsholding Broadcasters), International Relations (NOCs, IFs, Global Sales Agents), and Internal Stakeholders/Strategic Accounts (including Enterprise clients that purchase across all OL properties)
From initial contact to the contracting phase to execution -- develop and maintain relationships with corporate clients, UWHIs, and other important VIP clients with the goal of driving sales long-term across all On Location properties
Identify the unique hospitality requirements of each client, cultivate the relationship and champion their needs to grow revenue opportunities and design the most optimal product and program solutions depending on client business objectives
Build and manage event budgets during the ideation and curation process, with oversight from Management and other key function areas, to ensure the proposed and sold experiences are financially sound
Author, edit, assist with design, and/or produce proposal materials
Manage the contracting process, including negotiations, escalations, and approvals/signatures for mutually “win-win” solutions and ensure On Location receives the best available rates in the market for guest experiences
When required, support the development and delivery of RFIs, RFPs, and/or other responses to client briefings with support from other functional areas and team members
Maintain client records in the CRM/database (Salesforce) and inventory management system (Optimo)
Work in close coordination with the Program Management team on all business development opportunities and feasibility of programs and solutions offered
Analyze and review financials relating to post-event sales, event expenses, payments, reconciliations, client reporting, and general ledger allocations
Review post-event notes and client surveys to ensure brand quality standards are achieved
Maintain the collection, input, and documentation of event summary information (e.g., historic sales reporting, event survey, and financial client reporting, actuals to accounting, check approval)
Assemble information from functional areas, including objectives and deliverables, implementation, processes, timelines, staffing needs, budgets, etc.
Onsite attendance at events and client meetings/site visits as required
Research, gather, organize, author, edit, assist with design, and/or produce written materials; revise drafts including executive summaries, case studies, and conclusions
Team Management: one-on-one, performance management, team development, staff training, reinforcement of & accountability for processes, etc.
Develop, document, and implement specific procedures, systems, and operational efficiencies Conduct and/or participate in Team and Leadership Team meetings, as needed Provide leadership / feedback on process development / improvement during meetings
Participate in post-event review meetings regularly Provide leadership / feedback on process development / improvement during meetings
Provide input on performance reviews, bonuses, and merit increases
Monthly expense and/or event budget reconciliations, as needed
Drive focus on Continuous Quality Improvement Provide leadership / feedback on process development / improvement during meetings
Maintain a customer-first approach by looking at the entire event ecosystem through the lens of the customer journey
Lead by example, model our core values, and set the pace for the rest of the team while inspiring creativity and innovation
Communicate expectations and establish clarity regarding job responsibility and task ownership; help the team prioritize, stay focused, and organized
Extensive collaboration and communication within the team and across workstreams
Situation analysis and decision making; identify, understand, and remove roadblocks