Business Development Director

3 days ago

Calgary, Alberta, Canada Calgary Stampede Full time
About the Calgary Stampede

The Calgary Stampede is a not-for-profit community organization that preserves and promotes our western heritage, cultures, and community spirit with a vision to create a world-class, year-round gathering place for the community. Exemplifying the theme We're Greatest Together, the Stampede is one of the most respected volunteer-based organizations in the world governed by a Board of Directors with over 2,500 passionate volunteers and 1,200 year-round employees.

Position Summary

The Director - Business Development, Conventions and Events is a critical senior leadership role that leads the business development for the BMO Centre. This role builds upon and is accountable for all phases of the sales lifecycle, including ideation on growth opportunities, lead generation, event funnel management, contract negotiations, relationship management, and tracking to targets.

Responsibilities
  • Manage a team of sales managers and provide leadership to achieve periodic production targets.
  • Develop sales strategies for all phases of the sales lifecycle.
  • Collaborate with the team to set and achieve financial goals, monitor key performance indicators, and drive revenue generation to achieve financial targets.
  • Develop long-term strategy and business planning to grow Calgary as a meeting and convention destination, supporting the organization with sustainable financials and future growth.
  • Execute and develop tactics to support achievement of annual and long-term financial targets.
  • Report on achievement of revenues in comparison to prior year pace and current year targets.
  • Develop a sales culture focused on strategically achieving growth objectives.
  • Shared accountability with other Directors as it relates to the daily oversight of the Calgary Stampede sales, marketing/branding, sponsorship, and financial goals.
Strategic Focus
  • Know and comply with all Calgary Stampede safety standards, competencies, policies, and procedures.
  • Develop, contribute to, and support the organization's strategic direction through the cascading of goals from the division to the department to individual employees.
  • Communicate organizational messages ensuring that employees are engaged and knowledgeable about organizational matters.
  • Develop a Sales and Marketing plan to achieve longer-term strategy and annual goals.
  • Proactively manage monthly, quarterly, annual revenue targets with consideration for related expenses, yield on space, and guest experience scores.
  • Financial and strategic approach to evaluating growth opportunities.
  • Function as a partner to cross-functional departments and look to create efficiencies.
  • Strategically prospect and relationship development to grow events at BMO Centre.
Operational Focus
  • Create innovative and effective means of achieving Conventions and Events business and reputational objectives, including pricing, product development, sales strategies, marketing, and advertising activities.
  • Business development work includes identifying and developing optimal revenue models for each event class, identifying and negotiating strategic partnerships, and prioritizing and tracking investments across new product development initiatives.
  • Financial Management: Manage Business Development investments to maximize return on investment, analyze potential markets, competitor positioning, and customer buying patterns to project demand/profitability for potential products, and partner with industry stakeholders to ensure client needs are incorporated into product design, communication, pricing, and experience.
People Management
  • Mentor, coach, develop, and lead people who are trusted business partners who are collaborative, knowledgeable, and results-oriented.
  • Lead, motivate, and mentor Sales Managers to ensure alignment with divisional strategic plan and achievement of individual production targets.
  • Provide strong leadership, fostering a culture of collaboration, accountability, and continuous improvement, and develop team initiatives and processes, including recruitment and selection, succession planning, engagement, professional, and leadership development.
Skills and Competencies
  • Greatest Together - Ability to work co-operatively within diverse teams, work groups, and across the organization to achieve goals.
  • Supporting Organization Success - Commitment to ensuring the longevity of the Calgary Stampede by balancing brand and culture with a commitment to safety, service, and operational excellence.
  • Being Future Ready - Adapting to new contexts through being open-minded and seeing the big picture, balancing tradition with innovation.
Qualifications
  • University degree in Finance, Business, or Hospitality Management, or a related discipline.
  • Minimum 10 years of related experience, with at least 5 years of senior leadership experience working in the meetings, convention, and trade show industry.
  • Minimum 5 years of experience leading a team.
  • Advanced skills in MS Office Suite, Enterprise.
  • Knowledgeable in marketing technology software or tools, including Customer Relationship Management (CRM), SEO/SEM, Slack, Google Analytics, etc.
  • Effective leadership skills, including strong strategic thinking, business acumen, relationship building, and successful sales and marketing execution.
  • Strategic business development and client relations.
  • Hands-on experience strategizing and negotiating complex agreements to arrive at mutually advantageous relationships with corporations, partners, advertisers, and other stakeholders.
  • Able to develop and lead a high-performing team and foster a collaborative working environment ensuring the team achieves both long-term strategic, short-term operational, and career development goals.
  • Strong public speaking and verbal communication skills, including high comfort level in delivering presentations to senior audiences and serving as an institutional representative when appropriate.
  • Capacity to engage and communicate highly complex issues with an ability to operate at both a strategic/conceptual level and at a detailed, operational level.
  • Able to work in an environment with diverse systems, multiple stakeholders, and competing priorities.
  • Exceptional planning and organizational skills with the ability to handle multiple assignments and meet tight deadlines.
  • Knowledge of trending and emerging marketing and branding ideas and solutions.
Physical Demands
  • Willingness to work a flexible schedule during peak periods.
  • Involves repetitive arm, hand, and finger movements.
  • Occasional lifting up to 20 lbs.
  • Pushing, crouching, bending, kneeling, and reaching, daily stair climbing.
  • Fast-paced environment, work under pressure, attention to detail.
  • Accurate visual acuity and color vision are required.
Working Conditions
  • Office environment with occasional exposure to animals in action, noise, dust, fumes, gases, odors, animal dander, and changes in temperature.

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