Senior Director of Sales

POSITION:                 Senior Director of Sales

DEPARTMENT:         Convention Center Division

REPORTS TO:             SVP of Convention Center         

FLSA STATUS:           Salaried/Exempt

Summary

As the world’s leading venue management company and producer of live event experiences, ASM Global is the preeminent management and content partner with over 350 venues worldwide. Operating and investing in the world’s most important stadiums, arenas, convention centers, and theaters requires unmatched dedication and the most profound expertise. Our focus is YOU! Through investments in growth, resources, and technology we strive to enhance the experience of our internal Team Members and to continue creating amazing live experiences for the guests that we serve.

The Senior Director of Sales will plan, direct, and implement sponsorship sales campaigns, digital advertising, and event media (out-of-home, place-based, web, mobile, etc.) takeovers at the Pennsylvania Convention Center (PACC) and additional ASM Global venues as directed.

Working closely with clients, the role will drive revenue growth through high-value sponsorship and media campaigns across a first-of-its-kind live-event-based media platform.

This position will be responsible for selling to a variety of prospects, including convention center show organizers and exhibitors, ad agencies, and local and national brands. Well-established contacts within these organizations and markets are critical to success.

Essential Duties and Responsibilities

• Establish and deliver on sales goals to increase and improve the venue and ASM’s profitably and annual recurring net revenues.

• Develop and execute sales plans and programs, both short—and long-term, to ensure revenue growth and expansion.

• Develop a strong understanding of ASM’s technology and digital media solutions; identify, own, and grow high-value digital media, sponsorship, and advertising partnerships from prospecting to closing and renewing. 

• Conduct market analysis and devise strategies for generating new business; prepare presentations, pitch deals, structure deals, negotiate, and close deals.

• Develop and recommend pricing strategies for the organization which will result in the profitable growth of the digital media and sponsorship business lines over the short, medium, and long term.

• Prepare bi-weekly reports on sales revenue pipeline and projections.

• Utilize the Company’s preferred CRM platform to determine the best contacts, strategies, and solutions for prospective buyers.

• Develop new accounts, maintain existing accounts, and implement sales strategies to achieve revenue goals and maximize profits while maintaining client satisfaction.

• Define, develop, coordinate, and implement Digital Signage solutions for client events (e.g., conferences, shows, sporting events, etc.), including pre-planning and planning meetings with the client and venue.

• The position requires frequent work onsite at the Pennsylvania Convention Center for a minimum of 10 business days per month.

• Co-develop and achieve yearly sales goals.

• Prepare and deliver oral presentations internally and externally as appropriate.

• On occasion, work may be extended to include irregular hours, nights, weekends, and holidays.

• Other duties as assigned.

Qualifications

• To perform this job successfully, this individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.

• 7-10 years of sponsorship, advertising, or event and hospitality sales experience with a history of exceeding revenue goals.

• Strong knowledge of sponsorship and digital media landscape and ability to easily articulate value propositions and technical concepts.

• Local and regional in-market contacts with brands and agencies.

• Digital out-of-home or place-based advertising experience is a huge plus.

• Outstanding attention to detail and a high degree of intuition. 

• A growth mindset & proactive approach.

• Excellent communication skills; will work closely with remote teams.

• Ability to travel via air, train, or auto required.

• Ability to work irregular hours in addition to regular business hours, including nights, weekends, and holidays as needed.

• Must maintain a productive, team-oriented relationship with staff, clients, and agencies.

Education and/or Experience          

• Bachelor's Degree from technical college with major in Management or Maintenance Engineering.

• Additional experience may be substituted for education.

Skills and Abilities  

• Demonstrate knowledge and experience in the principles, practices, and terminology of sponsorship, media, and event sales. 

• Strong communication and presentation skills both written and oral.

• Proven ability to drive a sale from presenting to closing.

• Solve practical problems and deal with various complex variables in selling and servicing sponsors, media, and event partners.

• Operate a personal computer using Windows 2000, PowerPoint, Word, Excel, Outlook, and other standard office equipment.

• Follow oral and written instructions and communicate effectively with others in both oral and written form.

• Organize and prioritize work to meet deadlines.  Work effectively under pressure and/or stringent schedule and produce accurate results.

• Work independently, exercising judgment and initiative.

• Remain flexible and adjust to situations as they occur.

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

NOTE:

The essential responsibilities of this position are described under the headings above. They may be subject to change at any time due to reasonable accommodation or other reasons. Also, this document in no way states or implies that these are the only duties to be performed by the employee occupying this position.

ASM Global is an Equal Opportunity/Affirmative Action employer, and encourages Women, Minorities, Individuals with Disabilities, and protected Veterans to apply. VEVRAA Federal Contractor.