Live Nation Director of Sales in Phoenix, Arizona
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 500 million tickets sold annually and more than 12,000 clients worldwide. Live Nation Concerts is the largest provider of live entertainment in the world promoting more than 40,000 shows and 100+ festivals annually for nearly 4,000 artists in over 40 countries. These businesses allow Live Nation Media & Sponsorship to create strategic music marketing programs that connect over 1,000 brands with the 98 million fans that attend Live Nation Entertainment events each year. For additional information, visit www.livenationentertainment.com.
Live Nation’s Concerts Division is where tours are born, artists come to life, and fans get to experience the rush of live music. From our dozens of owned/operated Amphitheaters to our Global Touring team, from Ticketing and Venue Operations to Marketing and Sales... we foster a fun and upbeat work culture with no shortage of opportunities. With perks ranging from free concert tickets to dog-friendly offices, to progressive benefits like student loan reimbursement and adoption/fertility support... it’s no wonder we are certified as a Great Place to Work organization and one of People Magazine’s “50 Companies that Care”. We want everyone to feel like they belong and can thrive in our community, so we strive to help you achieve your career and personal goals. Live music is our passion and where we find our common ground. There has never been a better time to join Live Nation.
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. Essential Duties
Meet and exceed monthly, quarterly and yearly financial goals
Proactively solicit new business opportunities by conducting effective sales calls, facilitate meetings and presentations to potential clients, handle special event inquiry calls, negotiate space, assist with client catering needs through local caterer, create event proposals and conduct site inspections.
Negotiate and close contracts
Build/generate new leads to increase size of potential client database from cold calls and market prospecting to include, but not limited to conventions, corporations, DMCs, tour operators, meeting planners, associations, SMERF (Social, Military, Educational, Religious and Fraternal) groups, concierges, hotels, organizations (i.e. Chamber of Commerce, Convention Center, Convention & Visitors Bureau, etc.) etc.
Develop strategic and promotional plan to drive Special Event/Rental sales for the venue/region to reach/exceed annual goal. Plan to include strategic initiatives, competitive analysis, insights on new areas of opportunity, etc.
Sales generation – maximize revenue while developing long-term relationships with clients (both local and national)
Monitor changes in the sales / special events industry and develop strategies to improve and adjust to those changes
Evaluate/identify potential business from new clients for both local market venues as well as Live Nation’s portfolio of opportunities
Seek out and develop relationship with local industries (i.e. corporations, hotels, non-profits, etc)
Fully integrate into CVB to capitalize on the corporate and convention business that comes to the local market
Become involved in local and national outside organizations directly related to the hospitality industry (i.e. MPI, PCMA, ISES, HSMAI)
Attend local trade shows, participate in sales blitzes and other off-site sales efforts
Responsible for overall financial aspects involved in promoting and selling the venue
Create and implement required reports on the productivity of sales by establishing revenue goals, enhancing client database, increasing check averages, managing contribution margin and exceeding goals in all categories
Oversee and coordinate service vendors to fulfill client proposal and event needs
File management of Caterease (Special Events software system)
Strategic planning and forecasting
Oversee all departmental accounting paperwork
Development, management and fulfillment of the Special Event marketing budget
Weekly reports to the GM on corporate sales trends, bookings, sales recaps and department productivity
Submit monthly reports to GM and VP of Sales including, but not limited to: Special Event Revenue Report, Forecast, Revenue Pipeline, Talent Cost, Event Export Reports, Revenue Breakdown and Lost Business
II. Supervision of the Department(s)
Actively train and develop team on effective sales calls, prospecting and presentations
Manage Sales Managers and provide strategic direction on how they can reach/exceed their individual goals, both short-term and long-term
Execute weekly department meetings to keep staff informed, assess/set goals and create strategies for new business development
Provide a positive and creative team environment within the department(s)
Oversee daily management of sales team
Ensure accuracy and delivery of all required reports (SEO’s, leads, event calendars, forecasting, sales revenue reports, etc) are distributed in a timely manner for proper planning
Understand all operational department responsibilities, capabilities and limitations to smoothly ensure maximum guest satisfaction and operational communication
Serve as an advisor to staff members on logistical arrangements, recommend and monitor new business opportunities, develop professional and personal goals of the staff maximizing productivity and stimulating growth, both internally and externally
Monitor office procedures to ensure timely returned calls, maintain filing, trace system, lost business and proper etiquette
Handle all recruiting, hiring, disciplinary and terminations in accordance with all Live Nation policies
Maintain open communication and handle conflict resolution with staff
Conduct evaluations of staff, outline goals and monitor progress, maintain action plans, propose/ raise recommendations
Ensure staff training is complete and satisfactory. Ensure consistent and on-going mentoring for department employees
Monitor department office procedures
WHAT THIS PERSON WILL BRING
Minimum of five years sales experience in the hospitality industry
3+ years of team leadership experience
Working knowledge of local and regional markets, restaurant and venue operations, computers (Windows environment, spreadsheet, databases, word processing), guest relations
Skill in Interpersonal communications, organization, financial knowledge, and team building
Ability to delegate, follow up, relate to staff, guests and partners in a positive effective manner
Tolerance of all cultures, music and art forms
- Bachelor’s Degree
Physical Work Demands:
Ability to work in a very fast paced environment with considerable noise and interruptions. Must be able to change activity frequently.
Flexible Schedule (days/nights, weekends).
EQUAL EMPLOYMENT OPPORTUNITY
We are passionate and committed to our people and go beyond the rhetoric of diversity and inclusion. You will be working in an inclusive environment and be encouraged to bring your whole self to work. We will do all that we can to help you successfully balance your work and homelife. 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. It’s talent that matters to us and we encourage applications from people irrespective of their gender, race, sexual orientation, religion, age, disability status or caring responsibilities.
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, 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 PRACTICESThe 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.
**Please note that the compensation information provided is a good faith estimate for this position only and is provided pursuant to the Colorado Equal Pay for Equal Work Act and Equal Pay Transparency Rules. It is estimated based on what a successful Colorado applicant might be paid. It assumes that the successful candidate will be in Colorado or perform the position from Colorado. Similar positions located outside of
Colorado will not necessarily receive the same compensation. Live Nation takes into consideration a candidate’s education, training, and experience, as well as the position’s work location, expected quality and quantity of work, required travel (if any), external market and internal value, including seniority and merit systems, and internal pay alignment when determining the salary level for potential new employees. In compliance with the CO EPEWA, a potential new employee’s salary history will not be used in compensation decisions.
Recognized three years in a row by Great Place to Work® and named one of People Magazine’s top 50 Companies that Care, Live Nation Entertainment is the global leader in live entertainment and ticketing. Our world-class portfolio reaches all aspects of the live event and ticketing industry, from ground-breaking software in Ticketmaster, mix of legendary venues and restaurants in House of Blues, production leaders in Concerts, exceptional brand partnerships in Media & Sponsorship, and unparalleled team of artist managers in Artist Nation supported by diverse professionals in all facets of Corporate operations.
We recognize that our most important assets are our employees, the rock stars who keep the live experience going. Generous vacation, healthcare, and retirement benefits are just some of the great perks we offer to support our global workforce of more than 38,000. For any stage in your career, our many unique benefit programs are designed to help you live life to the fullest. We offer student loan repayment to support recent grads, six months of paid caregiver leave to support new parents, perks like Roadie Babies (bring your little ones & a caretaker along with you on work trips) and Music @ Home (stipend to cultivate your little ones’ music interest), and tuition reimbursement to fuel your ongoing professional development. Plus, working for the world's largest live event and ticketing company means you'll have access to free concerts, festivals, sports games, and more through our exclusive employee ticket concierge.
There is no bigger stage for your career. See what your future looks like at Live Nation Entertainment.