Client Development Director, Venues & Promoters

at  Live Nation

TECHNICAL SKILLS

• Minimum 5-7 years’ experience in the with a strong focus on account management and account development.
• BA/BS or College diploma in Business, Marketing or related field and/or equivalent work-related experience.
• Excellent customer service, communication, and consulting skills.
• Strong competence in Microsoft Word, Excel, and PowerPoint.
• Experience in the live entertainment industry is highly desirable.
• Analytical and strategic thinking.
• Strong presentation and project management skills.
• Proven track record of exceeding sales targets.
• Experience leading change in a complex matrix-oriented organization with strong emphasis on team development.
• High level knowledge of digital media and industry trends.
• Experience with live event ticketing or real-time inventory management systems preferred.
• An understanding of Ticketmaster’s Core Marketing engine and how it works on behalf of our clients is considered an asset.
• Effective communication (both written and verbal) skills in English required.
• Up to 25% of travel may be required.

BEHAVIOURAL SKILLS

• Ability To Be Nimble – You’re nimble and don’t get stressed by last minute priority changes or asks. You understand that this role is public-facing, and with that sometimes comes input or feedback from across the organization. You can interact with and influence stakeholders while adapting quickly to new approaches without losing sight of other priorities.
• Motivator – The role will require energy, optimism and a desire to deliver every day on behalf of our strategic accounts and fellow Ticketmaster team members.
• Inclusive Communicator – You understand and appreciate different cultures and identities and treat individuals with respect and foster a sense of belonging with your team and clients.
• Strategic Thinker – This role requires that you are simultaneously a marketer, a salesperson, and change agent. You’re proactive and effectively communicate your expectations broadly across multiple audiences while having the courage to challenge others and drive your strategic ideas through completion, with buy in from stakeholders.
• Leader – Demonstrate inclusive leadership skills and the ability to influence others in terms of both team and client behaviour.
• Relationship Builder – In this role, you are developing rapport with clients to gain their trust and leverage that relationship to offer best-in-class service while balancing the priorities of the business.
• Strong Organizational Skills – You’re calm in a storm with the ability to prioritize the most urgent needs, while looking ahead and anticipating what’s in the pipeline.

• Direct and collaborate on the development of an account management blueprint, ensuring maximization of revenue and renewals within our client base.
• Develop and implement strategies to upsell existing clients on products, programs, or services that drive ticket sales and revenue for your segment; track, monitor, and adjust plans to maximize results.
• Develop, share, and implement best practices for assigned market segments.
• Forecast clients’ tickets & revenue contribution to the segment’s annual business plan by developing client level business plans, including account strategy, profitability analysis, and program projections.
• Complete ad hoc sales operations support as requested.
• Monitor service levels provided by support teams to ensure SLA’s are being met.
• Coach and collaborate with others on client support, marketing, and account management teams to ensure effective, consistent communication of Ticketmaster’s capabilities, services, and relevant offerings for our clients.
• Responsible for retention of all clients within assigned portfolio, ensuring maximum margin levels through the renewal engagement.
• Comprehensively collaborate with a cross-functional team, providing distinct support functions to clients, ultimately maximizing client satisfaction scores.
• Identify new business opportunities, directing the client acquisition process against a set of annual sales goals.
• Proactively conduct strategic account reviews with all assigned clients on a regular basis to review service needs and sales trends. Identify products and pricing that meet client needs and business objectives.
• Development relationships with key system and product users providing product team with client feedback on product enhancements.
• Assist in the identification of opportunities for new products and enhancements for development of existing products.
• Address client concerns and ensure for the resolution of issues in a timely manner, with follow-up when appropriate.
• Deliver ongoing market analysis and assessment of competitors and market intelligence with a focus on the future and value creation.
• Maintain company’s contact management database (Salesforce) with accurate, up-to-date contact and account details.
• Monitor and report on the activities of competitors and potential collaborators identifying new business opportunities and threats.
• Coordinate responses of RFP’s.
• Retain accounts through the development of strong relationships with key decision makers and users within an organization.