LN Venues, Special Events Sales Manager - Northern California

Live Nation Entertainment • San Francisco, CA

3d • $76,000 - $96,000 • Onsite

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.

This role is responsible for aggressively ensuring that revenue is generated in accordance with individual sales quotas, assisting in creating annual sales plans, meeting and exceeding individual sales goals, fulfilling sales call quotas, understanding the competitive set, handling inquiries, developing targeted client lists, building and maintaining client databases, developing and maintaining positive relationships with various organizations, maintaining Live Nation Standards, ensuring required reports are fulfilled, maintaining accurate event financial records, generating proposals and Special Events Orders, contract negotiations, post-event correspondence, client relations, maintaining event information, ensuring accurate file maintenance, and managing affiliated software programs. The role also requires an understanding of all operational department responsibilities to ensure guest satisfaction and operational communication. The sales aspect involves soliciting new and existing clients, creating promotional programs, developing sales strategies, building client databases, actively soliciting business through local organizations, assisting in sales collateral and website updates, attending tradeshows and networking events, and extensive outbound business prospecting. This is an in-venue position and not work from home.

Requirements

• Professional Appearance
• Punctuality and Attendance
• Attitude and Teamwork
• Job Skills / Productivity
• Communication (Written and Verbal)
• Adherence to Company Policies
• Working Relationships
• Responsible Alcohol Awareness Training Certification or Equivalent
• Working knowledge of local and regional markets, special event operations, computers (Windows environment, spreadsheet, databases, word processing) and guest relations
• Must have comprehensive knowledge of food and beverage preparations, service standards, guest relations and etiquette
• Skilled in interpersonal communications, organizational concepts and financial knowledge
• Ability to delegate, follow up, relate to staff and guests / clients in a positive effective manner
• High school diploma required
• Three to five years sales experience in the hospitality industry; experience in catering sales/social/wedding markets highly preferred
• Tolerance of all cultures, music and art forms

Nice To Haves

• Bachelor’s Degree
• Local market experience and relationships

Responsibilities

• Aggressively ensure that revenue is generated in accordance with individual sales quota established by DOS and track financials per market segment, per month and per quarter.
• Assist DOS in creating annual sales plans for each market segment; Convention, Association, Incentive, Tour &Travel, Social, Local, Corporate; SMERF, DMC, etc.
• Meet and exceed individual sales goals
• Consistently fulfill sales call quotas and required tracking protocol
• Complete understanding of competitive set as well as key points to sell against such venues
• Handle initial phone call and electronic inquiries in a timely manner (within 24 hours)
• Develop a complete, comprehensive targeted list of companies/organizations within assigned categories
• Build, maintain and target client database (from internal and external sources): convention business, tour operators, meeting planners, party planners, corporate, social, concierges, non-profit, fundraisers, DMC’s, etc.
• Develop and maintain positive relationships with Convention & Visitors Bureau, professional organizations, local chambers of commerce, local hotels and vendors
• Help to ensure optimal perception of the venue within the community as well as within professional organizations
• Maintain Live Nation Standards for policies and procedures as outlined in the Code of Conduct and Employee Handbook
• With DOS, ensure and monitor that all required reports (SEO’s, monthly calendar, contacts made, forecasting, trackers, financial rectification, ROME flashes, initiatives, etc.) are fulfilled and distributed in a timely manner for proper planning
• Maintain accurate event financial records and adhere to required departmental and organizational processes/protocol
• Generation of proposals
• Generation of Special Events Orders
• Contract negotiations
• Generation of contracts
• Post-event correspondence
• Supply requisitions
• Client relations
• Maintain and communicate current event information on talent calendar
• Ensure accurate file maintenance (Caterease and Rome)
• Working knowledge and expertise in use of Caterease, Cendyn, Exact Target, Rome, Hoovers, etc.
• Management of software programs affiliated with the department; Caterease, Cendyn, Exact Target, Rome, Hoovers, etc.
• Understanding of all operational department responsibilities, capabilities and limitations, to smoothly ensure maximum guest satisfaction, event execution and operational communication
• Ensure staffing levels are fulfilled by the Logistics Manager
• Solicit new and existing clients to meet / exceed budgetary sales expectations
• Create internal/external promotional programs and track results
• Fulfill expectations outlined within the strategic monthly sales plan, monthly initiatives, SMART plan, annual goals, competitive analysis and other reports requested / required
• Develop sales strategy for defined market segments, industries & conventions
• Build and maintain client database(s) in Caterease & Exact Target
• Actively solicit business through local civic and business organizations (Convention Bureau, Chamber of Commerce, MPI, HSMAI, ISES, PCMA etc.)
• Assist in development of sales collateral material
• Assist in updating of venue sales website, on-line venue listings and assigned social media applications
• Attends tradeshows, networking events, sales blitzes and other off-site sales efforts at the direction of the Director of Sales
• Geographically determine and participate in marketing the venue to trade shows, both locally and nationally at the Director of Sales direction
• Role will require extensive strategic outbound business prospecting

Benefits

• 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)
• Free concert tickets, generous paid time off including paid holidays, sick time, and personal days
• 401(k) program with company match, stock reimbursement program
• New parent programs including caregiver leave, plus fertility, adoption, foster, or surrogacy support
• Career and skill development programs with School of Live, tuition reimbursement, and student loan repayment
• Volunteer time off, crowdfunding match

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: High school or GED