Senior Manager, Event Sales

Washington Nationals

Reporting to the Executive Director of Ballpark Enterprises, the Senior Manager, Event Sales is responsible for account development and management to drive non-game day event sales.  This position will work in conjunction with the department to create and sell new business ventures for the Washington Nationals. The Senior Manager, Event Sales contributes to the strategic planning and execution of department goals and initiatives. This includes developing new ventures to utilize Nationals Park as a destination for non-baseball special events in Washington, DC. The Senior Manager will assist in identifying and negotiating deals with promoters of medium to large-scale events and market and sell corporate events to be held at the ballpark.

Essential Duties and Responsibilities:

• Implement a marketing and sales strategy to attract events and other revenue generating activities to the ballpark
• 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 new industry relationships by attending numerous networking, marketing, and community events
• Develop proposals to win business for Nationals Park and manage start to finish negotiation of non-game day event contracts to maximize revenues
• Establish competitive rates and pricing packages for space and services provided at Nationals Park and ensure event P&L statements are maintained accurately
• Assign leads and track sales opportunities in CRM and sales pipeline in Ungerboeck
• Assist the Executive Director in developing full ballpark events and in planning for new business ventures to market and exploit the Nationals brand and other revenue-generating uses of the ballpark
• Assist in development of department revenue and expense budgets through research, tracking expenses, analyzing trends, and drafting projections
• Recruit, hire, and manage department interns
• Be on-site for all events sold by the Sr. Sales Manager and other events as needed
• Other duties as assigned

• Knowledge of and experience working in the DC area event production, catering and/or restaurant /hotel industry
• Specific experience in drafting and presenting event proposals, review and negotiation of event budgets; contractor and vendor sourcing; staff recruitment and management; and new client development
• Demonstrated ability to conduct market research, financial projections, and preliminary negotiations of revenue earning opportunities
• Demonstrated ability to assist in the coordination of a wide variety of public and private events
• Strong communicator with the ability to create, organize and prioritize projects in an entrepreneurial, team-based environment
• Ability to take initiative, remain highly organized and meticulous with detail, and demonstrate strong multi-tasking capability
• Exemplary writing skills, along with outstanding communication and relationship-building skills
• 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
• Strong skills in Excel and other database programs
• Must possess a strong marketing and customer service understanding and orientation