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SUMMARY:
The Director, Revenue works closely with the COO on the development and implementation of departmental strategic plans and supporting tactical and operational plans Corporate Partnership Sales & Partnership Marketing, Ticket Sales (Membership, Flex, Single, Partial and Group Sales), Membership Service, Premium Sales and Premium Experience and will lead the teams supporting these business units.
ESSENTIAL DUTIES AND RESPONSIBILITIES:
(Other duties may be assigned as required)
PARTNERSHIP SALES & MARKETING:
- Work with COO on the development of an overall sales team strategic plan designed to maximize revenue from corporate partners for the Abbotsford Canucks / Rogers Forum and where applicable, our portfolio of teams at CSE
- Personally find prospects, build trust while cultivating relationships, develop a deep understanding of prospect needs and challenges, present solutions and close deals
- Collaborate with COO on new ideas and current assets / inventory for new prospects and current partner upsell, ensuring that ideas and assets are all used in a way to maximize revenue
- Monitor revenue performance for Abbotsford Canucks / Rogers Forum, while working toward revenue goals and maximization of all assets. Present updates on a weekly basis to the COO.
- Lead the valuation process for all assets for the Abbotsford Canucks / Rogers Forum – via valuation process, establish data backed asset values for each asset that partners can access
- Build & nurture strong relationships with current and new corporate partners
- Establish clear and open lines of communication with partners and key stakeholders – establish regular connects with each partner to maximize partnership effectiveness and flawless execution
- Prioritize face-to-face opportunities with our partners
- Maintain a solution-oriented approach to problem solving and managing feedback
- Oversee all partner executions
- Lead Partnership Marketing staff to meet partnership deliverables, enabling a value-add approach to deliver best-in-class partnerships and provide a high level of service to our partners
- Actively track value delivery of partnership terms and ensure delivery of all contractual benefits
- Manage all aspects of the sales process through Partnership CRM to ensure full organizational visibility for the purposes of reporting all opportunities as well as demonstrating status of goals and objectives as identified in the strategic plan
- Serves as a committed and responsible member of the Abbotsford Senior Leadership Team
SALES – TICKETS & PREMIUM:
- Coach, lead, and mentor the ticket sales staff towards hitting the department goals and team members’ individual development plans
- Execute product sales plan of full season, partial season, group and single game ticket sales
- Lead the sales team to deliver on all premium sales opportunities (Suites, Loges & KPMG Club)
- Collaborate with relevant stakeholders to develop and implement technology tools
- Work closely with sales personnel on supporting sales goals and retention plans
- Support overall department member service and renewal strategies
- Identify new group opportunities to drive ticket revenues
- Collaborate with the marketing and live entertainment teams to ensure we getting our offers out to the general public and/or our membership/data bases.
PREMIUM EXPERIENCE:
- Oversee menu planning for each new hockey season; provide menu planning assistance for suite owners
- Develop strong professional relationships with all of our Premium members along with all other premium seating areas in Rogers Forum, to meet standards of excellence and efforts to retain each account
- Manage client requests, expectations and assist with any game day requirements related to these requests as appropriate
- Oversee Suite Notes process for each event; ensure Magic List is created and issued
- Follow up with staff about suite holders / loge seat holders on post event related issues (i.e. lost and found, complaints or requests)
- Special projects as assigned
- Work all Canucks game nights along with many Concerts and Special Events
MEMBERSHIP SERVICE:
- Coach, lead, and mentor the membership team towards hitting the department goals and team members’ individual development plans
- Manage a select number of Membership accounts, as required
- Supports the Membership Team Lead on overall delivery of our membership program
- Execute new member onboarding plan in conjunction with the Membership Sales team
- Work closely with other members of the membership team on the planning and execution of member events and value add service programs
- Work with the Business Intelligence team to build CRM tracking, data collection, and analytics that will assist in improving member retention, communications, and program development
- Actively seek industry best practices and provide recommendations to COO
- Primary problem solver for member concerns brought forward by the Membership team
- Act as liaison between Premium Membership, Premium Sales, Hospitality, Housekeeping, Ticket Centre, Engineering, Corporate Partnerships Activation, and Event Service teams on event day operational and service requirements
EXPERIENCE & QUALIFICATIONS:
- Bachelor’s degree in business or a directly related study
- 5-10 years’ sales experience with a minimum of five years of experience in partnership marketing in sports & entertainment or brand-side/agency experience purchasing and/or activating corporate partnerships
- Highly effective sales strategies without losing focus on premium experience
- Experience in a ticketing role within a professional sports league (i.e. AHL, NHL, NLL etc.) an asset
- High level of knowledge of interactive properties and demonstrated success in web-based sales
- Established / Strong relationships with a network of senior contacts – cultivates strong relationships
- Experience developing strategic sales directions for a business, including the development of tactical details, while maintaining a clear view of the strategic big picture
- Possesses strong conceptual and strategic skills and can think “outside the box”
- Brings a strong customer satisfaction orientation to the business
- Comfortable working in a flat, non-hierarchical, cross-functional, fast paced organization that requires a high level of hands-on execution
- A strong track record of personal and team achievement with the ability to make things happen
- Demonstrated creativity in the development of innovative and effective sales campaigns
- Possesses strong project management skills and sales proposal experience
- Computer literate with specific advanced experience with MSWord, Excel and PowerPoint
- Availability to work flexible hours including nights, weekends and holidays as required
- Committed to a vision of service that will thrill fans and provide an ultimate fan experience
- Proven ability to build, motivate and lead teams
- Superior communication, conflict resolution skills, with the ability to relate professionally to all levels of staff, management, clientele, suppliers, and partners.
- Excellent planning, organizational and problem-solving skills
- Ability to handle conflicting deadlines and prioritize
- To best support our dynamic sports & entertainment operations, we work 100% at the office/arena
This position will remain open until filled.
