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Senior Director of Sales
4 months ago
Allegiant StadiumLocated adjacent to the world-famous Las Vegas Strip and home to the Las Vegas Raiders, Allegiant Stadium is an award-winning global events destination. A state-of-the-art, multipurpose venue with a capacity of 65,000, Allegiant Stadium has hosted world-class music artists such as Garth Brooks, The Rolling Stones, Guns N' Roses, Illenium and BTS with more legendary concerts to come. The fully enclosed stadium is also home to the UNLV Rebels football team and has hosted premier sporting events such as the CONCACAF Gold Cup Final, Pac-12 Championship Game, Las Vegas Bowl, and WWE SummerSlam. The venue also hosted the NFL Pro Bowl in 2022 and Super Bowl LVIII in 2024. Allegiant Stadium is committed to giving back to the community though numerous diversity, inclusion, and community outreach initiatives.Job SummaryUnder the direction of the Senior Vice President of Sales, the Senior Director of Sales will manage all aspects of private event sales including, but not limited to managing and providing guidance to the private event sales team, budgeting and forecasting annual private event revenue, reporting and creating strategic sales plans based on data, producing and analyzing P&L's, developing and reviewing venue collateral, representing Allegiant Stadium locally and while traveling to various shows and events, as well as overseeing all aspects of the sales process from prospecting to event contract. The Senior Director of Sales will maintain positive and impactful relationships with hotels, DMC's, CVB's, clients, and event industry professionals. The Senior Director will develop and grow each salesperson while building and sustaining a positive, results-driven sales culture with an emphasis on client satisfaction and cultivating the venue's positive reputation within the industry.Essential Functions
- Develop and execute a sales plan with a focus on maximizing dates, growing relationships, and creating experiences designed to enhance client satisfaction and boost revenue.
- Provide consistent support to sales managers by working through challenges, creating strategic solutions, and ensuring sales managers are meeting annual revenue targets.
- Meet annual sales budgets and accurately forecast revenue.
- Enhance and strengthen relationships with local hotels, DMC's, CVB's, clients, and event industry professionals while assisting the sales managers and providing guidance that will strengthen their relationships with their individual client base.
- Effectively prospect new clients through a variety of ways such as growing local relationships and utilizing resources to identify new clients.
- Maintain accurate information and continuously develop CRM system while monitoring and producing reports daily, weekly, monthly, and annually.
- Thoroughly review P&Ls to develop sales plans and accurately forecast gross and net revenue.
- Independently write and review agreements as well as work closely with legal counsel on redlined event agreements.
- Attend local and non-local tradeshows and networking events resulting in strengthened relationships with previous clients/industry colleagues, cultivating relationships with new clients, and fostering a positive reputation of Allegiant Stadium.
- Consistently review internal sales processes including tracking the event sales cycle, communicating effectively with clients, and turning contracted events over to the event management team.
- Work closely with internal departments to create positive relationships and ensure the success of each private event within the venue.
- Maintain positive relationships with the Las Vegas Raiders and effectively service events for sponsors, suite holders, and various stakeholders within the organization.
- Continuously monitor and review the Stadium calendar while working closely with the booking team to ensure accurate information is provided and dates are maximized.
- Incentivize and rewards sales team in a manner that motivates and creates a results-drive and positive culture.
- Create marketing materials with a forward-thinking and strategic mindset to satisfy various initiatives for immediate and future needs.
- Assign and monitor sales coordinator projects that will create efficiencies for the sales team and drive leads.
- Hire, train, and supervise sales team with a focus on growth and sustained positive internal and external relationships.
- A minimum education level of: BA/BS Degree (4-year)
- A minimum of 7-10 years of related work experience
- Experience managing leading, coaching, or mentoring teams.
- Must be proficient with Microsoft Office Suite (Word, Excel, PowerPoint, Outlook) and ability to learn other required business systems.
- Ability to communicate effectively, both verbally and in writing.
- Proven success in prospecting and achieving annual sales goals.
- Ability to develop, grow, and incentive a sales team.
- Experience interacting effectively in a professional, diplomatic, and mature manner with clients, guests, and colleagues.
- Comfortable creating and delivering effective presentations to clients, colleagues, and leadership.
- Knowledge of and experience applying basic accounting principles.
- Previous experience at a high-profile sports arena or convention center setting.
- Previous experience with budget development, tracking and management.
- Must be able to operate within budget.
- Ability to work extended hours, including evenings, weekends, and/or holidays.
