Senior Manager, Stakeholder Business Development - Olympic & Paralympic Games - Tenders Global

Senior Manager, Stakeholder Business Development – Olympic & Paralympic Games

Endeavor Operating Company, LLC

tendersglobal.net

Position description

On Location is a global leader in premium experiential hospitality, offering ticketing, curated guest experiences, live event production and travel management across sports, entertainment, fashion and culture. On Location provides unrivalled access for corporate clients and fans looking for official, immersive experiences at marquee events, including the Olympic and Paralympic Games, Super Bowl, NCAA Final Four, New York Fashion Week and more. An official partner and/or service provider to over 150 iconic rights holders, such as the IOC (Paris 2024, Milano Cortina 2026, LA 2028), NFL, NCAA, UFC and PGA of America, and numerous musical artists and festivals, the company also owns and operates a number of its own unique experiences. On Location is a subsidiary of Endeavor, a global entertainment, sports, and content company.

 

THE ROLE         

The Senior Manager, Stakeholder Business Development position is a key role within the On Location Olympic and Paralympic Games Stakeholder team responsible for the bespoke services sales and business development strategy of all Stakeholders. A strong sales background in a global events position paired with an understanding of the Olympic Movement is critical. This role will also be responsible for developing and/or adapting effective sales collateral and communications that appeal to this specific audience. This role will work closely and liaise with others on the Stakeholder, International Relations, and Custom Groups teams as well as those across On Location workstreams, including but not limited to Sales, Marketing, and Games Services.

 

ESSENTIAL FUNCTIONS & RESPONSIBILTIES

This job description is not designed to cover or contain a comprehensive listing of the employee’s activities, duties, or responsibilities for this job.  Duties, obligations, and activities may change at any time with or without notice.

 

 

Primary Responsibilities:

  • Manage the communication and sales of ON Location’s bespoke agency services to Stakeholders including TOP Partners, Domestic Partners, Broadcasters, National Olympic Committees, International Federations, IOC and IPC; and identify service and program management opportunities that ultimately increase overall revenue and satisfy unique requirements
  • From initial contact to the contracting phase to execution — develop business and  cultivate relationships with all Stakeholder clients and identify how On Location services can enhance their hospitality experiences and help to activate their contractual and standalone assets
  • Leverage the unique hospitality requirements of each Stakeholder to  grow revenue opportunities and design the most optimal service solutions depending on Stakeholder business priorities
  • Maintain and expand revenue opportunities through ongoing communications and understanding of Stakeholder requirements and strategy around their Games investments and activations
  • 360-degree budget creation and management throughout the entire sales and execution cycle (in conjunction with Stakeholder Program Management team): build and manage budgets for sales pitches and/or proposals; monitor and report P&L / expenditure; develop financial road map; provide monthly time sheet tracker for all staff to accounts payable for invoices; manage financial billing, payments with accounting as appropriate, revise budget as necessary through program evolution, lead budget reconciliation and reports (post-event)
  • When required, lead the development and delivery of RFIs, RFPs, and/or other responses to client briefings with support from other functional areas and team members
  • Research, gather, organize, author, edit, assist with design, and/or produce written proposal materials; revise drafts including executive summaries, case studies, and conclusions
  • Assemble information from functional areas, including objectives and deliverables, implementation, processes, timelines, staffing needs, budgets, etc.
  • Develop and lead presentations for all product types and customized solutions
  • Coordinate all contracts and provide content as required to Legal team for LOIs, SOWs, MSAs
  • Manage the sales and contracting process, including negotiations, escalations, and approvals/signatures for mutually “win-win” solutions
  • Onsite attendance at events and client meetings as required
  • Work in close coordination with the Program Management team on all business development opportunities and feasibility of programs and solutions offered
  • Ensure a continued understanding and appreciation of the wider business objectives of On Location and the client
  • Maintain client records in the contact CRM/database (Salesforce)

 

 

Other Duties & Responsibilities:

  • Team Management: one-on-one, performance management, team development, staff training, reinforcement of & accountability for processes, etc.
  • Develop, document, and implement specific procedures, systems, and operational efficiencies
  • Conduct and/or participate in Team and Leadership Team meetings, as needed
  • Provide leadership / feedback on process development / improvement during meetings 
  • Participate in post-event review meetings regularly
  • Conduct process review / improvement meetings regularly  
  • Provide input on performance reviews, bonuses, and merit increases
  • Monthly expense and/or event budget reconciliations, as needed
  • Drive focus on Continuous Quality Improvement
  • Foster an environment for participation and engagement from the Stakeholder and Custom Groups Program Management team and other workstreams
  • Maintain a customer-first approach by looking at the entire event ecosystem through the lens of the customer journey
  • Lead by example, model our core values, and set the pace for the rest of the team while inspiring creativity and innovation  
  • Communicate expectations and establish clarity regarding job responsibility and task ownership; help the team prioritize, stay focused, and organized
  • Extensive collaboration and communication within the team and across workstreams  
  • Situation analysis and decision making; identify, understand, and remove roadblocks

 

Travel:

Must be adaptable with work and travel schedule and be available to travel for work which may include extended work hours during nights, weekends, and holidays. International travel may be required throughout the year, including extended periods of remote work within local offices within host cities.  Expected travel may range from 15-20% annually and 1-2 months of continuous travel during Olympic games depending on location. 

 

 

QUALIFICATIONS

To perform this job successfully, the candidate must be able to perform each essential duty above at the highest levels. The requirements listed below are representative of the knowledge, skill, and/or ability required.

 

Required Education and/or Experience, Knowledge, Skills, and Abilities:

  • Bachelor’s Degree in Hospitality, Business Development, Account Management, or a related field, or equivalent experience required
  • Experience in a management position (minimum of 5+ years), preferably in global events
  • Demonstrated business development, sales, client relations, and consulting skills
  • End-to-end understanding of the Olympic environment and hospitality programs
  • Fluency in English (both oral and written) is required; fluency in French, Italian, and/or other languages is a plus
  • Proficiency in Salesforce, Keynote (Apple), Microsoft Office applications (particularly Excel, Outlook, and PowerPoint), and Adobe (particularly InDesign and Photoshop)

 

Preferred Education and/or Experience, Knowledge, Skills, and Abilities:

  • Passionate about sport from grassroots to high performance
  • Proven record of building and maintaining client relationships and managing complex corporate accounts
  • Experience with global sponsors/stakeholders, B2B, corporate groups, and/or high-touch guest services, experience execution and/or event operations
  • Understanding of the entertainment landscape including the business of sports, fashion, culinary, and other cultural verticals
  • Exceptional interpersonal skills – a collaborative style and ability to communicate effectively at all levels with strong oral, written, and presentation skills
  • A creative, innovative, and strategic thinker with excellent time-management, organizational and supervisory skills as well as the ability to thrive in a high-pressure, deadline-driven environment
  • Balance of creativity / innovation to dream big with the realistic logistical expertise to get things done
  • Ability to use resources effectively and efficiently, can perform multiple tasks at once, and arrange information in a useful manner
  • Produce accurate work, even when under pressure, and check accuracy of information; thrives in a fast-paced, deadline-driven environment
  • Ability to set priorities, quickly zero-in on the “critical few” and put the “trivial many” aside, and to juggle numerous tasks and priorities while maintaining productive flow of work Continually strives for self-development and discovering better means of accomplishing both personal and professional goals
  • Practices attentive and active listening, with flexibility and adaptability, to determine what drives results
  • Comfortable traveling and working within an international environment 
  • Experience with International, Olympic, and/or major sporting events as well as the Travel & Hospitality industry
  • Proactively provide assistance and support with problem solving to the team when required
  • Strong relationships within the events community in Europe is a plus, more specifically in Paris and/or Milan

 

CORE VALUES

As the leading experiences company in the world, we strive to be the most innovative and passionate — the best of the best.  We uphold these values in our quest for excellence:

  • Exceed all service expectations with our customers, our partners, and each other.
  • Create value by enriching people’s lives.
  • Do the right thing and bring others along with us — always.
  • Propel the power of diversity, in thought, team and experience.
  • Partner to generate win-win solutions.
  • Ignite and empower our team’s entrepreneurial spirit.
  • Exude respect and gratitude — treat others as you would want to be treated.

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