Strategic Partnerships Manager

1 month ago

Vancouver, British Columbia, Canada BC Place Full time

Premium Product Development Lead

At BC Place, a division of BC Pavilion Corporation (PavCo), we are dedicated to crafting exceptional experiences and fostering connections within our community, industry, and culture.

As the premier venue for live events in Western Canada, we host a diverse array of sporting events, concerts, and consumer shows throughout the year, while also engaging with the community through various partnerships and initiatives.

We are seeking a Premium Product Development Lead who will play a pivotal role in driving business expansion and enhancing revenue through the development of innovative premium offerings. Reporting to the Director of Business Development and Event Sales, the ideal candidate will be a proactive, self-driven individual with a keen analytical mindset.

The Premium Product Development Lead will be responsible for optimizing stadium revenues through a variety of business development strategies, including event sales, premium hospitality, and asset management.

This role requires a flexible and adaptive approach to sales tactics, focusing on both new business ventures and long-term opportunities. Key responsibilities include:

  • Leading discussions and collaborations with various departments and external partners to gather and present comprehensive logistical details in response to complex requests for proposals (RFPs).
  • Ideating and creating innovative premium offerings.
  • Identifying, generating, and nurturing potential business by proactively reaching out to new clients through sales calls, presentations, and participation in industry trade shows and events.
  • Maximizing space utilization within each event to ensure efficient delegate flow and appropriate room usage, as well as optimizing the facility's overall capacity for simultaneous events.
  • Recognizing and developing promotional opportunities in collaboration with relevant industry partners, while continuously evaluating market intelligence, trends, and research.
  • Cultivating and maintaining strong, strategic relationships with industry partners to generate new business and sustain existing relationships.
  • Negotiating contracts and rental rates in a highly competitive marketplace, balancing the economic benefits for the organization with the need to maximize opportunities for high-yield revenue events.
  • Preparing, coordinating, and conducting strategic client hosting opportunities as a means to secure new and repeat business.
  • Collaborating with industry partners to support opportunities across all markets, providing the necessary resources to win bids.
  • Developing compelling proposals that may involve internal supplier support.
  • Negotiating contracts and event components, including legal amendments, space requirements, rental rates, and payment schedules.
  • Formulating a strategic sales plan that identifies prospective business while addressing the unique needs of each client, enabling the creation of compelling proposals to win business.
  • Implementing a proactive re-booking strategy to secure repeat business.
  • Ensuring that accounts/events are accurately populated with the most current information in our Event Management system, facilitating accurate reporting to stakeholders and supporting inter-departmental success.
  • For all publicly ticketed events, overseeing and approving ticket fee structures and negotiating business terms.

Qualifications:

  • Post-secondary education in business, sports management, entertainment, or a related field.
  • 5 - 7 years of sales experience in a venue or convention center setting is an asset.
  • Understanding of logistics, operations, and stakeholder engagement.
  • Familiarity with event business management systems.
  • Proficiency in IT, digital media, and desktop applications, including Microsoft Office.
  • Professional demeanor with the ability to interact effectively with all organizational levels and external contacts.
  • Demonstrated creativity and innovation in developing premium sales.
  • Strong organizational skills with attention to detail and effective time management.
  • Excellent verbal and written communication skills.
  • Flexibility to work varied hours, including evenings and weekends, to support events.

What We Offer:

  • Hybrid work model for eligible positions.
  • Competitive salary and excellent benefits.
  • Strong government pension plan.
  • Engaging projects and a supportive team environment.

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