Executive Director, Ballpark Enterprises

Washington Nationals

The Executive Director of Ballpark Enterprises is responsible for the success of the Ballpark Enterprises department. This includes developing new ventures to utilize Nationals Park as a destination for non-baseball special events in Washington, DC. The Executive Director will identify and negotiate deals with promoters of large-scale events, market and sell corporate events to be held at the ballpark, develop and market Nationals-branded events, and identify and develop new revenue streams for the organization. This position will own the bottom-line P&L for the non-game events business and be held accountable for the growth and profitability of the business.

Essential Duties and Responsibilities:

• Lead a team of 2-3 people that markets and sells 100-200 non-game day events that utilize the ballpark for meetings, receptions, and other functions
• Develop and implement a marketing and sales strategy to attract events and other revenue generating activities to the ballpark
• Identify and develop new and non-traditional and large scale opportunities for use of space at Nationals Park
• Develop creative new revenue streams for Nationals Park including partnering with third-parties to operate within the ballpark and vertical integrations within the Nationals’ non-game day events business
• Develop strong relationships with national tour promotors and booking agents to identify potential acts that could host profitable concerts and events at Nationals Park
• Strategically negotiate deals with concert promotors to maximize profitability
• Market Nationals Park to corporate Washington, DC and convention event planners which includes: marketing and advertising plan development, research, developing marketing content and presentations, and relationship creation and maintenance
• Develop proposals to win business for Nationals Park and manage start to finish negotiation of non-game day event contracts to maximize revenues
• Act as the primary point of contact for house accounts, maintaining strong relationships with clients to ensure the events are successful, return on an annual basis, and increase in profitability
• Develop and maintain strong relationships with the local events industry, including convention and visitors' bureau, destination management companies, other venues, and vendors
• Work with appropriate departments to manage the on-sales, marketing, communications, and contract administration for concerts, other large-scale events, and select corporate partnership events
• Work closely with the Corporate Partnerships and Suites teams to identify cross-selling opportunities
• Develop and manage the department's annual expense budget, contribute to the development of capital expenditure proposals
• Track sales opportunities in CRM and sales pipeline in Ungerboeck, establish and track key metrics, forecast annual department performance
• Network and attend industry events and conferences to source business
• Other duties as assigned

• Creative mindset with an ability to identify ways to leverage existing assets for new business
• A proven track record of successful performance in meeting targets and objectives
• Demonstrated ability to conduct market research, prepare financial projections, and start to finish negotiation of revenue driving opportunities
• Experience in developing P&L and pro-forma projections for complex business relationships
• Must possess a strong marketing and customer service understanding and orientation
• Respectful and outstanding leadership skills with the ability to articulate a vision and strategy in a way that inspires and motivates a team and focuses their energy on achieving and exceeding business goals
• The ability to take initiative and manage multiple complex priorities within demanding timeframes
• Excellent project management, organizational, and problem-solving skills with meticulous attention to detail within the context of the larger strategic goals
• Excellent communication, persuasion and negotiation skills
• Experience in developing presentations and presenting