Manager of Business Development - Detroit Lions - Closing date 27 Apr 2020
Detroit, MI, USA
Apr 20, 2020
Ford Field Management, LLC is Detroit's premier sports and entertainment destination and is the game day home of the Detroit Lions. Throughout the year, Ford Field hosts events such as concerts, motorsports, college and high school sports, high school and college graduations, and more. Ford Field also has space available for conferences, meetings, and banquets. Ford Field has hosted major events such as Super Bowl XL and the 2009 NCAA Men's Basketball Final Four.
Ford Field Management and the Detroit Lions are currently looking for our next Manager of Business Development. This position is based out of the Ford Field stadium located in Downtown Detroit.
POSITION SUMMARY: This role is responsible for directly managing the Business Development Account Executive team, assuring measurable growth of supervised individuals. This position will focus on sales and service objectives to enhance hospitality partnerships, maximize revenue and ensure long-term growth opportunities.
ESSENTIAL FUNCTIONS: The Manager of Business Development position will have daily responsibilities including, without limitation, the following:
Directly oversee the Business Development Account Executive team to drive ticket sales and retention initiatives with a primary focus on corporate prospects in the mid to large market.
Work closely with the Ticketing & Premium Seating Management team to develop regular training structure and consistent sales processes for the Account Executive team.
Participate in the development of ticket sales business plans, including but not limited to pricing, targets, sales/renewal efforts, inventory management, and relationship strategies while analyzing and evaluating the effectiveness of sales programs, methods, costs and results
Develop and enhance relationships with current clients to increase business development opportunities through exceptional service and referrals
Develop and implement new strategies for B2B account acquisition for long-term suite lease and premium product lines through personalized sales presentations to C-level executives
Maintain and expand upon Premium Sales book of business consistent with the goals of the department as well as achieving personal revenue targets
Administer and maintain the following; account and lead guidelines, daily KPI’s, pacing of revenue objectives, campaign management, pipeline management and general ticketing policies and procedures
Work closely with the Human Resources Management team on recruitment efforts to promote a consistent salesforce pipeline
Participate in managing the Consumer Sales Internship Program which includes defining daily responsibilities, sales training support and overall professional development in order to supplement revenue generating objectives and to create a pipeline for future openings
Provide client engagement and resolution support for direct reports
Work with members of the department to enhance and develop strategies and procedures for the sales process
Will meet or exceed established revenue and prospecting goals and will provide status report on achievement levels and implementation of key initiatives
Research industry best practices, evaluates opportunities to utilize and implement when appropriate
Assist in developing events and experiences that will enhance the customer experience, engage prospects and build loyalty
Execute meetings, calls, and presentations with high-level corporate executives
Develop staff by providing mentoring, direction, support, continual coaching and performance feedback
Conduct regular meetings with staff to exchange information
Influence, develop and implement strategic goal and performance structures and other incentive programs that motivate staff to achieve revenue objectives
Participates and represents the organization at various networking and community events
Will maintain an appropriate level of knowledge of Microsoft Office, web tools and software being used
Will be motivated, reliable, and able to work independently or as part of a team
Maintains professionalism when communicating with internal and external contacts
Will accurately and efficiently meet deadlines while maintaining strong attention to detail
Will adjust work schedule to meet departmental demands
Will keep appropriate information confidential
Will accept other responsibilities and duties required by the supervisor consistent with the objectives and essential functions of this position. Such responsibilities shall be incorporated into the position description if they are ongoing
Bachelor’s degree in Business, Communications, Sports Management or related field required
Minimum of 5 years of professional experience
Experience working with a professional sports team in a high volume and large investment product environment preferred
Experience networking with key decision makers and C level executives
Results driven and demonstrate a competitive nature regarding personal goal setting, achievement, and the ability to consistently deliver
Highly motivated strategic leader who is a self-starter
Works well in a proactive selling environment and has proven success in building winning sales teams
Exceptional organizational, planning, project management, time management and administrative ability
Strong communication skills, both verbal and written, superior presentation/negotiating skills and ability to communicate effectively with prospects, customers and internal colleagues
Strong interpersonal and customer relationship building skills
Possess a high level of poise and professional demeanor
Proficiency with Microsoft Office, CRM and Archtics ticketing platform preferred with the ability and willingness to learn new programs
Will adjust schedule as needed to meet work goals and time constraints, including working nights, weekends, and holidays as football schedule directs
May require work out of both the Ford Field Management Office and the Allen Park Training Facility
A valid Driver’s License and good driving record
To apply, please submit a copy of your resume along with a cover letter detailing your interest and related experience to the position.
Due to the high volume or resumes received, we regret that we are unable to update candidates on the status of their application. Those selected for further consideration will be contacted.
NO CALLS or EMAILS PLEASE.
We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, or any other characteristic protected by law.