Relentless Events - Manager, Private Events Sales

Relentless Events

Manager, Private Events Sales

Dept: Operations

Position Reports To: Director of Private Events

 Full-Time / Exempt

Job Description

M&T Bank Stadium is in an exciting phase of reimagination, with multiple new premium areas to be used for private events on non-gamedays The Relentless Events Manager, Private Events Sales will take the lead in selling, booking, and contracting all areas of the stadium on non-gamedays, spearheading the sales vertical of Relentless Events. They will proactively work with external parties in building out and executing mid-to-large scale events, such as corporate functions, and social events, driving revenue growth for the organization. The Manager, Private Events Sales will build relationships through outreach with hotels, visitors’ bureaus, convention centers, event planners throughout the region, and other essential event industry stakeholders. Their role will ensure successful event outcomes to cultivate M&T Bank Stadium as the preeminent venue in the region for private events.

Job Responsibilities

• Champion M&T Bank Stadium as the premier event venue in the region
• Lead efforts to attain event and annual gross and net sales goals
• Develop go-to-market strategies with the Director, Relentless Events, marketing spaces and experiences unique to the venue
• Work collaboratively with external stadium partners, such as security, parking, furniture rental and A/V vendors, amongst others
• Aggressively prospect new clients through farming relationships throughout the region, and across the industry
• Lead the sales process from outreach/inquiry, through introduction to concessionaire and third-party vendors
  • Contract with clients, overseeing the introduction process to catering and operators
• Seamlessly partner with stadium caterer to ensure events are executed properly, budgets are met, and create opportunities that grow the quality and quantity of events
• Meet regularly with internal partners to build efficiencies in sales process, i.e. finance, legal, marketing, stadium operations, amongst others
• Manage and navigate stadium calendar effectively between internal and third-party events
• Monitor and analyze each event performance metrics to ensure profitability for private events vertical
• Identify cross-selling opportunities through hospitality and sponsorship
• Tour prospective clients in stadium spaces alongside concessionaire and third-party vendors, ideating on expansion of event opportunities
• Negotiate event agreements to deliver win-win outcomes for the business and the client
• Continually analyze pricing structures, find monetization opportunities, creatively establish revenue-bearing solutions that fit client needs
• Attend tradeshows and networking events both local and non-local to ensure M&T Bank Stadium is at the forefront of thought for hosting events in the Balt-Wash region
• Represent the organization in a positive manner while acting as the client liaison, providing the utmost customer service from outreach/inquiry to execution
• Develop marketing materials for all current and future rental spaces at the stadium with Director, Private Events, and internal partners
• Constantly review processes and effectively communicate with clients as the process turns over to catering and event management/operations team

Qualifications

• Minimum 4-year degree (BA/BS)
• Minimum 5 years of related experience in the private events sector, with at least 3 years in a sales capacity
• Understanding of the market, the key relationships, and the private events industry at large
• Proficient with Microsoft platforms, as well as ability to leverage booking and event management software
• Ability to facilitate coordination of multiple stakeholders for each event
• Experience managing event negotiations, with ability to leverage different space opportunities
• Strong organizational and project management skills, with the ability to manage multiple stadium partners and vendors
• Have insights into catering operations, event execution best-practices
• Ability to regularly work evenings, weekends, and holidays as needed

Salary & Benefits

• Range: $78,000 – 93,000 plus incentive bonus
• Company-paid health insurance, including health and vision. Dental insurance also provided with minimal employee contribution
• Competitive 401(K)
• Paid time off to include 3 weeks of vacation and 5 personal/sick days

How To Apply

• To be considered for this position, applicants must complete the online application and submit a resume and cover letter. Any applications that are missing the required information will not be considered.

As an equal opportunity employer, we consider candidates from all backgrounds and identities. We encourage individuals from all ethnicities, sexual orientations, gender identities, socio economic status, as well as military veterans and individuals with disabilities, to apply.