Washington Nationals Baseball Club

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SENIOR DIRECTOR, EVENT SALES

at Washington Nationals Baseball Club

Posted: 10/12/2019
Job Status: Full Time
Job Reference #: 0939f79c-027d-49aa-a00d-cc27237d8876

Job Description

Summary:

The Senior Director of Event Sales is responsible for the success of the Ballpark Enterprises department. This includes developing new ventures to utilize Nationals Park as a destination for non-baseball special events in Washington, DC. The Senior Director will identify and negotiate deals with promoters of large-scale events, market and sell corporate events to be held at the ballpark, develop and market Nationals-branded events, and identify and develop new revenue streams for the organization. This position will own the bottom-line P&L for the non-game events business and be held accountable for the growth and profitability of the business.

Essential Duties and Responsibilities:

  • Lead a sales team of 2-3 people that markets and sells 100 - 200 non-game day events that utilize the ballpark for meetings, receptions, and other functions;  
  • Implement a marketing and sales strategy to attract events and other revenue generating activities to the ballpark;
  • Identify and develop new, non-traditional, and large-scale opportunities for use of space at Nationals Park;
  • Market Nationals Park to corporate Washington, DC and convention event planners which includes: marketing and advertising plan development, research, developing marketing content and presentations, and relationship creation and maintenance;  
  • Develop proposals to win business for Nationals Park and manage start to finish negotiation of non-game day event contracts to maximize revenues;  
  • Act as the primary point of contact for house accounts, maintaining strong relationships with clients to ensure the events are successful, return on an annual basis, and increase in profitability;
  •  Develop and maintain strong relationships with the local events industry, including convention and visitors’ bureau, destination management companies, other venues, and vendors;
  •  Work with appropriate departments to manage the on-sales, marketing, communications, and contract administration for concerts, other large-scale events, and select corporate partnership events;
  •  Work closely with the Corporate Partnerships and Suites teams to identify cross-selling opportunities;
  •  Establish competitive rates and pricing packages for space and services provided at Nationals Park and ensure event P&L statements are maintained accurately;
  •  Develop and manage the department’s annual expense budget, contribute to the development of capital expenditure proposals;
  •  Assign leads and track sales opportunities in CRM and sales pipeline in Ungerboeck, establish and track key metrics, forecast annual department performance;
  •  Network and attend industry events and conferences to source business;
  • Other duties as assigned

Requirements:

Minimum Education and Experience Requirements

  • Bachelor’s Degree (or equivalent military experience) in Business, Marketing, or Hospitality a plus. MBA preferred.
  • Minimum of 8 years’ of related business experience.
  • Minimum of 5 years sales management experience.
  • Hospitality sales background preferred.

Knowledge, Skills, and Abilities necessary to perform essential functions

  • Creative mindset with an ability to identify ways to leverage existing assets for new business
  • A proven track record of successful performance in meeting targets and objectives
  • Demonstrated ability to conduct market research, prepare financial projections, and start to finish negotiation of revenue driving opportunities
  • Experience in developing P&L and pro-forma projections for complex business relationships
  • Strong skills in Excel and other database programs
  • Must possess a strong marketing and customer service understanding and orientation
  • Respectful and outstanding leadership skills with the ability to articulate a vision and strategy in a way that inspires and motivates a team and focuses their energy on achieving and exceeding business goals
  • The ability to take initiative and manage multiple complex priorities within demanding timeframes
  • Excellent project management, organizational, and problem-solving skills with meticulous attention to detail within the context of the larger strategic goals
  • Excellent communication, persuasion, and negotiation skills
  • Experience in developing presentations and presenting
  • Uphold Core Values: Excellence, Performance, and Accountability. These core values set the tone in everything we do, help us succeed on and off the field, make a difference in the community and provide the best guest experience in sports.

Physical/Environmental Requirements

  • Office: Working conditions are normal for an office environment. Position will require weekend and/or evening work.