Business Development Manager
3 months ago
At BC Place, a division of BC Pavilion Corporation (PavCo), we work to create unforgettable moments, world-class experiences and stronger connections to community, industry and culture.
As Western Canada's leading venue for live events, we host a year-round schedule of sporting events, concerts, consumer shows and more each year while also supporting the community through an array of ongoing partnerships and initiatives.
The Business Development Manager will be accountable to maximize stadium revenues through a wide range of business development initiatives, including event sales, premium hospitality, and asset management.
The role requires a flexible and open-minded approach to sales strategies, focusing on both new business and multi-year opportunities. Key responsibilities include identifying potential new business, negotiating facility terms, and managing relationships with clients and partners. This position demands an exceptional relationship builder, skilled at evaluating business opportunities through a multi-layered approach.
**WHAT YOU WILL DO**:
- Spearhead discussions and collaboration with different departments, internal and external suppliers to collect and present a wide variety of logístical details in response to complex RFPs.
- Responsible for the ideation and creation of premium products.
- Define and develop the strategy for premium product offerings, ensuring alignment with market demands
- Develop and implement strategies to attract and retain high-value customers.
- Identifies, generates, and develops potential business by proactively prospecting new clients through, sales calls, presentations, and by exhibiting at and attending industry trade shows and events.
- Maximizes space utilization not only within each event to ensure an efficient delegate flow and appropriate room usage but also within the facility as a whole so that BC Place can host as many simultaneous events as possible (“yield management”)
- Identifies and develops premium promotional opportunities in conjunction with relevant industry partners including ongoing evaluation of business information from sources such as market intelligence, trends, industry changes, and research
- Develops and maintains strong, strategic relationships with industry partners to generate new business, premium clientele and sustain existing business
- Negotiate contracts and space rental rates in what is an extremely competitive marketplace. While maintaining balance between maximizing economic benefit for the Province through events and the need for the facility to maximize opportunities for high yielding revenue events as well as diversifying the business mix
- Prepares, coordinates, and conducts strategic client hosting opportunities (FAMs, site inspections, chef’s tables) as a means for securing new and repeat business
- Works with Destination Vancouver, and other industry partners to support opportunities in premium and all markets providing the resources required to win bids.
- Develops compelling proposals that may include internal supplier support
- Negotiate contracts and event components such as legal amendments, space needs, date requirements, rental rates, payment schedules, and addendums
- Develops a strategic sales plan that not only identifies prospective business but also ascertains the unique needs and requirements of each client so that the collaboration with industry partners we can then create compelling proposals in order to win business
- Implements a proactive re-booking strategy to secure repeat business
- Design and manage loyalty programs that reward premium customers and encourage repeat business.
- Obtains the necessary level of information to ensure that accounts/events are populated with the most current and correct information in our Event Management system so that reports to our stakeholders are accurate and our inter-departmental colleagues are set up for success
- For all publicly ticketed events, complete & approve ticket fee structures as well as negotiate business terms with Ticketmaster.
**WHAT YOU WILL BRING**:
- Post-secondary education, with business, sport and entertainment and/or related degree.
- 5 - 7 years’ sales experience at a venue or convention building an asset.
- Understanding of logistics, operations and provincial stakeholders.
- Experience using Momentus (EBMS), or a similar event business management system.
- IT, digital and media literate including the use of desktop programs, and social media; proficient in Microsoft Office and other related software.
- Must possess a professional demeanor and have the ability to interact with all levels of the organization and outside contacts.
- Demonstrated creativity and imagination with creation of premium sales.
- Ability to communicate efficiently and effectively - both verbal and written.
- Ability to work flexible hours supporting events including evenings, weekends and holidays.
- Strong organizational skills with impeccable atten
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