Executive Director, Nationals Events

MLB•Washington, DC

14h

About The Position

The Executive Director of Nationals Park Events is responsible for the success of the Nationals Park Events department. The role develops new ventures that use Nationals Park as a destination for non-baseball special events in Washington, DC, and leads a team of event professionals who market and sell non-gameday corporate events and produce self-produced events at the ballpark. The Executive Director identifies and negotiates deals with promoters of large-scale events, markets and sells corporate events, develops and markets Nationals-branded events, and identifies new revenue streams. The position builds a long-term, sustainable, scalable operating model and owns the non-game events business’s bottom-line P&L, with accountability for growth and profitability. The Executive Director leads a team of five responsible for marketing and selling 100–200 or more non-game-day events, including meetings, receptions, and other functions. The role works with internal stakeholders and external clients, promoters, vendors, and industry partners to develop the business, manage event contracts, and maximize revenue. It also manages departmental budgeting, performance metrics, and forecasting.

Requirements

Strong leadership skills.
Industry knowledge.
Ability to create clear strategies and plans.

Responsibilities

Lead a team of five people marketing and selling 100–200 or more non-game-day events at the ballpark, including meetings, receptions, and other functions.
Develop and maintain key internal working relationships with the CRO, SVP Ballpark Operations, CLO, Chief of Staff, and other stakeholders to maximize communication and deliver results.
Develop and implement marketing and sales strategies to attract events and revenue-generating activities, including market research, marketing content, proposals, and presentations for corporate and convention event planners in Washington, DC.
Identify and develop new and non-traditional large-scale uses of Nationals Park, including revenue streams through third-party partnerships and vertical integrations in the non-game-day events business.
Build relationships with national tour promoters and booking agents, identify acts for profitable concerts and events, and negotiate deals to maximize profitability.
Evaluate, assess, and negotiate contracts with key vendors and suppliers, implementing deal structures suited to business needs.
Manage end-to-end negotiation of non-game-day event contracts to maximize revenue.
Serve as the primary point of contact for house accounts, maintaining client relationships to ensure successful events, repeat annual business, and increased profitability.
Develop and maintain relationships with the local events industry, including the convention and visitors’ bureau, destination management companies, other venues, and vendors; attend industry events and conferences to source business.
Oversee booking of post-game concerts and coordinate with relevant departments on on-sales, marketing, communications, and contract administration for concerts and other large-scale events.
Work with Corporate Partnerships, Ticketing, food and beverage partners, and Suites teams to identify cross-selling opportunities.
Develop and manage the department’s annual expense budget and contribute to capital expenditure proposals.
Establish and track key metrics and forecast annual department performance.
Perform other duties as assigned.