Senior Director Event Sales

Who are we hiring?

The Sr. Director, Event Sales will lead the sales team’s efforts for all Sphere initiatives.  Responsibilities include developing, teaching, and mentoring a world class sales staff as well as leading other sales leaders on the events team. The role will have a large focus on developing strategy and ensuring their team consistently is exceeding revenue expectations.  For Sphere, this position will collaborate inter- and cross departmentally to develop a strategic event sales plan and specific tactics to exceed organizational goals.  Additionally, the Sr. Director will co-author a calendar plan mapping weekly concentration, outlining and execution key performance indicators, and weekly performance projections. 

What will you do?

• Event Sales Strategy and Planning: Create strategic sales plans for Sphere specifically focused on maximizing event sales efforts that may include corporate, convention, tour and travel and leisure segments
• Lead sales team to build new business pipeline and schedule meetings with prospective new customers from major business conventions, tour operators, top regional and national destination management firms, meeting and event planners for the Fortune 500 and other large companies, and industry associations.
• Cultivate and maintain relationships with key clients, partners, and industry stakeholders to strengthen the company’s position in the market.
• Assist on MSG Sphere sales initiatives with recommendations, trends and support
• Work with Data & Analytics team to maintain and manage detailed engagement and pipeline records and metrics covering all sales activity within CRM system. Implement sales accelerating technology and tools to increase overall efficiency and production.
• Develop sales playbook and training materials that include best practices and standard operating procedures.
• Track, maintain and document necessary information related to generated revenue and sales activity, plus administer performance evaluations throughout the fiscal calendar.
• Work with business operations and finance to develop goals and budgets
• Collaboration with Internal teams: Foster positive, cooperative internal relationships with departmental co-workers as well as key inter-departmental contacts. Work closely with cross functional teams, including marketing, finance, studios, event production, food and beverage, operations, and box office to ensure seamless delivery of services.
• Team Leadership and Development: Lead, mentor and manage a sales team, providing guidance, support, and professional development. Foster a positive, high-performance culture, promoting collaboration, motivation, and customer-focused mindset.
• Lead a sales team that is primary focused on Venue Buy-Outs, Private Experiences, and large-scale events across various Sphere Product Offerings.
• Performance Monitoring and Analysis: Establish and communicate clear sales revenue goals to the event sales team. Provide team with appropriate feedback and direction for development.

What do you need to succeed?

• 10+ years results-oriented sales experience (entertainment and/or sports sales leadership experience a MUST & direct P&L management experience preferred) with 5+ years with Event Sales sales leadership background
  • Preferred experience with Ticketmaster and CRM systems
• Exceptional capabilities in multi-tasking
• Hands-on, direct and consistent experience supervising sales staff with multiple and overlapping priorities
• Proven track record of sales goal achievement along with implemented improvements to past operations resulting in increased revenues
• Strong strategic thinking & analytical skills - ability to analyze data and make strategic decisions within quick turnaround times.
• Hiring, training, mentoring and coaching capabilities to enhance staff development
• Effective communication to internal executives.
• Project Management – ability to influence and motivate across functional teams
• Financial aptitude and Data analysis: P&L understanding, sales analysis and trending modeling, research processes, ticket sales patterns, demographics.
• Creative experience in developing marketing, promotions, special events, etc. with the goal of cultivating new business opportunities and new revenue streams.
• Strong background in leading teams focused on B2B selling.

Special Requirements

• 10% TRAVEL – Ability to travel domestically for client meetings, and to our studios in Burbank, California for content review with customers.
• Works primarily in an office environment but may require attendance at shows and other events on evenings and weekends.
• Reliable transportation for off-property events, sales calls, meetings etc.
• Ability to stand for extended periods.
• Ability to lift and carry up to 30 pounds

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