Manager, Private Events Sales

Job Description:

M&T Bank Stadium is in an exciting phase of reimagination, with multiple new premium areas to be used for private events on non-gamedays. The Relentless Events Private Events Sales Manager will take the lead in selling, booking, and contracting all areas of the stadium on non-gamedays, spearheading the sales vertical of Relentless Events. They will proactively work with external parties in building out and executing mid-to-large scale events, such as corporate functions, and social events, driving revenue growth for the organization. The Private Event Sales Manager will be responsible for generating private event revenue from sales through various outreach channels including their own network of contacts and incoming leads.

Essential Job Duties & Responsibilities:

• Exceed monthly and yearly revenue targets set forth by Director
• Build relationships to provide repeat business
• Proactively create opportunities for new business with existing customers
• Provide superior and professional customer service to clients
• Perform some responsibilities on day of events, including entertaining clients and fulfilling large group commitments
• Communicate regularly with food & beverage team and provide updates on market trends or needs for sales offerings
• Provide event client feedback to food & beverage team after events
• Research, analyze, and develop special event profit generating opportunities
• Proactively solicit new business by, among other things, making sales calls and presentations, attending local trade shows, and engaging in other client prospecting in order to increase the size of the Organization’s potential client database
• Create leads and develop long-term relationships in the event planning, production, and promotion communities, and with other relevant companies, organizations, and groups
• Prepare and provide required reports to the Director of Sales including special event revenue reports, profit and loss statements, sales recaps, and departmental projections
• Obtain feedback from clients following each special event to determine and analyze client satisfaction, Organizational performance, and event-related risks and liabilities
• Perform other related duties, tasks, and responsibilities as required
• Lead efforts to attain event and annual gross and net sales goals
• Work collaboratively with external stadium partners, such as security, parking, furniture rental and A/V vendors, amongst others
• Aggressively prospect new clients through farming relationships throughout the region, and across the industry
• Meet regularly with internal partners to build efficiencies in sales process, i.e. finance, legal, marketing, stadium operations, amongst others
• Manage and navigate stadium calendar effectively between internal and third-party events
• Monitor and analyze each event performance metrics to ensure profitability for private events
• Negotiate event agreements to deliver win-win outcomes for the business and the client
• Continually analyze pricing structures, find monetization opportunities, creatively establish revenue-bearing solutions that fit client needs
• Represent the organization in a positive manner while acting as the client liaison, providing the utmost customer service from outreach/inquiry to execution
• Develop marketing materials for all current and future rental spaces at the stadium with Director, Private Events, and internal partners
• Constantly review processes and effectively communicate with clients as the process turns over to catering and event management/operations team

Required Education and/or Experience:

• Minimum 4-year degree (BA/BS)
• Minimum 5 years of related experience in the private events sector, with at least 3 years in a sales capacity
• Experience managing event negotiations, with ability to leverage different space opportunities

Requisite Abilities and/or Skills:

• Understanding of the market, the key relationships, and the private events industry at large
• Proficient with Microsoft platforms, as well as ability to leverage booking and event management software
• Ability to facilitate coordination of multiple stakeholders for each event
• Strong organizational and project management skills, with the ability to manage multiple stadium partners and vendors
• Have insights into event execution best-practices
• Ability to regularly work evenings, weekends, and holidays as needed
• Able to simultaneously manage a high level of detail across multiple projects
• Working knowledge of local/regional markets, venue operations, and special events industries
• Be adept at negotiating with clients when required within the guidelines set

Salary & Benefits

• Range: $78,000 – 93,000 plus incentive bonus
• Company-paid health insurance, including health and vision. Dental insurance also provided with minimal employee contribution
• Competitive 401(K)
• Paid time off to include 3 weeks of vacation and 5 personal/sick days

How To Apply

• To be considered for this position, applicants must complete the online application and additional screening questions, as well as submit a resume and cover letter. Any applications that are missing the required information will not be considered.

As an equal opportunity employer, we consider candidates from all backgrounds and identities. We encourage individuals from all ethnicities, sexual orientations, gender identities, socio economic status, as well as military veterans and individuals with disabilities, to apply.