On Location · 1 day ago
Director, Platinum Access Business Development - LA28 Olympic & Paralympic Games
New York, NY
Full-time
Hybrid
Director/Executive
$116K/yr - $154K/yr
10+ years expOn Location is a global leader in premium experiential hospitality, and they are seeking a Director for Platinum Access Business Development for the LA28 Olympic & Paralympic Games. This role is critical for driving new business development and account management while developing customized hospitality products to meet corporate clients' needs.
Entertainment
Responsibilities
Establish and implement initiatives leveraging technology systems and tools to enhance efficiency and streamline operations
Develop and maintain a strong working relationship with all functional areas / workstreams; available to assist other related projects, as needed
Maintain working knowledge in the following areas: Commercial and Stakeholder/Affiliate Product Offerings and Inventory, Platinum Access Products, for each OL property, Competition venue locations and event schedules, Authentic cultural experiences and local interests, specifically as it relates to B2B, corporate guests, and HNWIs
Author and distribute event-related communications to applicable staff
Ensure a continued understanding and appreciation of the wider business objectives of On Location and the client
Execute all other duties assigned by the team or leadership
Drives pipeline management and sales strategy for a defined revenue target (TBC) for LA 2028 Platinum (most in-demand) products that will be sold across a variety of sales channels: Direct Sales (B2B), Stakeholders (TOPS, Marketing Partners, Rights holding Broadcasters), International Relations (NOCs, IFs, Global Sales Agents), and Internal Stakeholders/Strategic Accounts (including Enterprise clients that purchase across all OL properties)
From initial contact to the contracting phase to execution -- develop and maintain relationships with corporate clients, UWHIs, and other important VIP clients with the goal of driving sales long-term across all On Location properties
Identify the unique hospitality requirements of each client, cultivate the relationship and champion their needs to grow revenue opportunities and design the most optimal product and program solutions depending on client business objectives
Build and manage event budgets during the ideation and curation process, with oversight from Management and other key function areas, to ensure the proposed and sold experiences are financially sound
Author, edit, assist with design, and/or produce proposal materials
Manage the contracting process, including negotiations, escalations, and approvals/signatures for mutually “win-win” solutions and ensure On Location receives the best available rates in the market for guest experiences
When required, support the development and delivery of RFIs, RFPs, and/or other responses to client briefings with support from other functional areas and team members
Maintain client records in the CRM/database (Salesforce) and inventory management system (Optimo)
Work in close coordination with the Program Management team on all business development opportunities and feasibility of programs and solutions offered
Analyze and review financials relating to post-event sales, event expenses, payments, reconciliations, client reporting, and general ledger allocations
Review post-event notes and client surveys to ensure brand quality standards are achieved
Maintain the collection, input, and documentation of event summary information (e.g., historic sales reporting, event survey, and financial client reporting, actuals to accounting, check approval)
Assemble information from functional areas, including objectives and deliverables, implementation, processes, timelines, staffing needs, budgets, etc
Onsite attendance at events and client meetings/site visits as required
Research, gather, organize, author, edit, assist with design, and/or produce written materials; revise drafts including executive summaries, case studies, and conclusions
Team Management: one-on-one, performance management, team development, staff training, reinforcement of & accountability for processes, etc
Develop, document, and implement specific procedures, systems, and operational efficiencies
Conduct and/or participate in Team and Leadership Team meetings, as needed
Provide leadership / feedback on process development / improvement during meetings
Participate in post-event review meetings regularly
Conduct process review / improvement meetings regularly
Provide input on performance reviews, bonuses, and merit increases
Monthly expense and/or event budget reconciliations, as needed
Drive focus on Continuous Quality Improvement
Foster an environment for participation and engagement from the B2B team and other workstreams
Maintain a customer-first approach by looking at the entire event ecosystem through the lens of the customer journey
Lead by example, model our core values, and set the pace for the rest of the team while inspiring creativity and innovation
Communicate expectations and establish clarity regarding job responsibility and task ownership; help the team prioritize, stay focused, and organized
Extensive collaboration and communication within the team and across workstreams
Situation analysis and decision making; identify, understand, and remove roadblocks
Qualification
Required
Bachelor's Degree in Hospitality, Business Development, Account Management, or a related field, or equivalent experience required
Experience in a management position (minimum of 10+ years), preferably in a B2B role or within the travel and hospitality industry
Proficiency in Salesforce, Airtable, Keynote (Apple), Microsoft Office applications (particularly Excel, Outlook, and PowerPoint), and Adobe (particularly InDesign and Photoshop)
Preferred
Proven record of building and maintaining client relationships and managing complex corporate accounts
Experience with B2B, corporate groups, and/or high-touch guest services, experience execution and/or event operations
A hands-on approach with the ability to execute customized and curated solutions for B2B and/or corporate clients
Understanding of the entertainment landscape including the business of sports, fashion, culinary, and other cultural verticals
Exceptional interpersonal skills – a collaborative style and ability to communicate effectively at all levels with strong oral, written, and presentation skills
A creative, innovative, and strategic thinker with excellent time-management, organizational and supervisory skills as well as the ability to thrive in a high-pressure, deadline-driven environment
Balance of creativity / innovation to dream big with the realistic logistical expertise to get things done
Ability to use resources effectively and efficiently, can perform multiple tasks at once, and arrange information in a useful manner
Produce accurate work, even when under pressure, and check accuracy of information; thrives in a fast-paced, deadline-driven environment
Ability to set priorities, quickly zero-in on the 'critical few' and put the 'trivial many' aside, and to juggle numerous tasks and priorities while maintaining productive flow of work
Continually strives for self-development and discovering better means of accomplishing both personal and professional goals
Practices attentive and active listening, with flexibility and adaptability, in order to determine what drives results
Comfortable traveling and working within an international environment
Experience with International, Olympic, World Cup, and/or major sporting events as well as the Travel & Hospitality industry
Fluency in English (both oral and written) is required; fluency in other languages (specifically Italian, Spanish, Portuguese, or Chinese) is a plus
Benefits
Medical
Dental
Vision
Life and disability insurance
Paid time off
401k plan
Company
On Location
On Location is a global leader in premium experiential hospitality, offering ticketing, curated guest experiences, live event production and travel management across sports, entertainment, fashion and culture.
501-1000 employees
Funding
Current Stage
Late StageLeadership Team
Jon Lavallee
Chief Financial Officer
Ben Kanter
Vice President, Partnerships
Company data provided by crunchbase