Special Events Sales Manager

Job Summary:

WHO ARE WE?

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.

WHO ARE YOU?

Passionate and motivated. Driven, with an entrepreneurial spirit. Resourceful, innovative, forward thinking and committed. At Live Nation Entertainment, our people embrace these qualities, so if this sounds like you then please read on! 

WHAT THIS ROLE WILL DO

I.    Financial Performance of Department(s)

• Aggressively ensure that revenue is generated in accordance to 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.

II. Essential Duties

• 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

III.       Sales

• 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

WHAT THIS PERSON WILL BRING

Minimum Requirements:

• 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

Preferred:

• Bachelor’s Degree

• Local market experience and relationships

Our Benefits:

• Competitive compensation and bonus plans

• Professional career development

• Additional benefits

Physical Work Demands:

• Ability to work in a very fast paced environment with considerable noise and interruptions.  Must be able to change activity frequently

• Physical activities include walking, talking, seeing, hearing, pushing, balancing, stooping, crouching, kneeling, handling. Must be able to grasp and hold very small objects

• Ability to walk and stand for long period of time

• Flexible Schedule (days/nights, weekends)

In addition to the performance of essential job functions the Sales Manager will be evaluated on the following qualities:

• Professional Appearance

• Punctuality and Attendance

• Attitude and Teamwork

• Job Skills / Productivity

• Communication (Written and Verbal)

• Adherence to Company Policies

• Working Relationships

BENEFITS & PERKS

Our motto is ‘Taking Care of Our Own’ through 6 pillars of benefits:

HEALTH: 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)

YOURSELF: Free concert tickets, generous paid time off including paid holidays, sick time, and personal days

WEALTH: 401(k) program with company match, stock reimbursement program

FAMILY: New parent programs including caregiver leave, plus fertility, adoption, foster, or surrogacy support

CAREER: Career and skill development programs with School of Live, tuition reimbursement, and student loan repayment

OTHERS: Volunteer time off, crowdfunding match

EQUAL EMPLOYMENT OPPORTUNITY

We aspire to build teams that reflect and support the fans and artists we serve. Every day we aim to promote environments where everyone can be themselves, contribute fully, and thrive within our company and at our events. As a growing business we will encourage you to develop your professional and personal aspirations, enjoy new experiences, and learn from the talented people you will be working with. 

Live Nation strongly supports equal employment opportunity for all applicants regardless of age (40 and over), ancestry, color, religious creed (including religious dress and grooming practices), family and medical care leave or the denial of family and medical care leave, mental or physical disability (including HIV and AIDS), marital status, domestic partner status, medical condition (including cancer and genetic characteristics), genetic information, military and veteran status, political affiliation, national origin (including language use restrictions), citizenship, race, sex (including pregnancy, childbirth, breastfeeding and medical conditions related to pregnancy, childbirth or breastfeeding), gender, gender identity, and gender expression, sexual orientation, intersectionality, or any other basis protected by applicable federal, state or local law, rule, ordinance or regulation. 

We will consider qualified applicants with criminal histories in a manner consistent with the requirements of the Los Angeles Fair Chance Ordinance, San Francisco Fair Chance Ordinance and the California Fair Chance Act and consistent with other similar and / or applicable laws in other areas.

We also afford equal employment opportunities to qualified individuals with a disability. For this reason, Live Nation will make reasonable accommodations for the known physical or mental limitations of an otherwise qualified individual with a disability who is an applicant consistent with its legal obligations to do so, including reasonable accommodations related to pregnancy in accordance with applicable local, state and / or federal law. As part of its commitment to make reasonable accommodations, Live Nation also wishes to participate in a timely, good faith, interactive process with a disabled applicant to determine effective reasonable accommodations, if any, which can be made in response to a request for accommodations. Applicants are invited to identify reasonable accommodations that can be made to assist them to perform the essential functions of the position they seek. Any applicant who requires an accommodation in order to perform the essential functions of the job should contact a Human Resources Representative to request the opportunity to participate in a timely interactive process.  Live Nation will also provide reasonable religious accommodations on a case-by-case basis.

HIRING PRACTICES
The preceding job description has been designed to indicate the general nature and level of work performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of employees assigned to this job.

Live Nation recruitment policies are designed to place the most highly qualified persons available in a timely and efficient manner. Live Nation may pursue all avenues available, including promotion from within, employee referrals, outside advertising, employment agencies, internet recruiting, job fairs, college recruiting and search firms. Live Nation may use artificial intelligence (AI) tools to support application screening and assessment. All hiring decisions are made with human review.

Live Nation Entertainment will never request payment or equipment purchases as part of the hiring process. Recruiters will only contact candidates from official Live Nation or affiliated brand email domains.