Job Summary:
CLIENT DEVELOPMENT LEAD
Location: Los Angeles, CA, Austin, TX, Chicago, IL or New York, NY
Division: Universe
Line Manager: Director of Sales & Acting Director of Client Support
Contract Terms: Permanent, full-time, 40 hours per week
THE TEAM
We're fans who help fans everywhere get into the live events they love. A proud division of Live Nation Entertainment, Ticketmaster has changed the way the world connects with their favourite artists, teams, and shows, and we continue to shape innovation every day. We're not just selling tickets (though we do that better than anyone else), we're enriching lives one amazing experience at a time. And we think that's pretty amazing. If you're passionate about the magic of live entertainment like we are, and you want to work at a company dedicated to helping millions of fans experience it, we want to hear from you.
THE JOB
The Client Development Lead will focus exclusively on developing new business opportunities as well as managing an assigned set of accounts within the Universe portfolio across the NA market. This role be responsible for prospecting new clients, managing, and supporting the account-related needs of all clients you are assigned to. In addition, this role will work closely with the Director of Sales to develop and execute the sales strategy and the penetration of key markets, such as general admission events and festivals.
WHAT YOU WILL BE DOING
Create, maintain, and develop a sales pipeline through cold calling, email campaigns, and industry knowledge
Identify, qualify, and lead the strategy to pursue and win opportunities by connecting and communicating effectively at the Senior Executive level
Deliver a value and consultative-based sales pitch to position Universe as a strategic partner for prospective clients
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' ticket/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 the 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 the 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 account opportunities, directing the customer 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
Retain accounts through the development of strong relationships with key decision-makers and users within an organization
Proactively develop relationships with key system and product users and provide the product team with client feedback on product improvements
Address client concerns and ensure 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 activity details
Monitor and report on the activities of competitors and potential collaborators and identify business opportunities and threats
Provide product responses and reviews of RFPs
Contract implementation. Working closely with the Director of Sales and Legal to execute and maintain contracts and contract execution for a client base
Our job descriptions evolve with our business needs and priorities. In addition to the description above, your role may include additional duties, responsibilities, and team support as needed.
WHAT YOU NEED TO KNOW (or TECHNICAL SKILLS)
Minimum 5+ years of experience in the live entertainment industry with a strong focus on business development, ticket sales/service, and account development
BA/BS in Business, Marketing or related field
MBA would be a plus but is not required
Excellent customer service, communication, and consulting skills
Analytical and strategic thinking
Strong presentation skills
Expert project manager
Proven track record of exceeding sales targets and understanding of contract structure and negotiations
Strong competence in Salesforce, Microsoft Word, Excel, and PowerPoint
YOU (BEHAVIOURAL SKILLS)
Business Acumen - You understand and can apply general business concept, using external networks to understand market situations and industry.
Problem Solving and Innovation - Gathering appropriate perspective and insights and seeking win-win solutions by remaining open to alternative approaches and being proactive in generating new ideas. Ability to maintain a balances perspective and see all sides of an issue an manage problems in a timely and effective manner. A free and independent thinker, open to new ideas and concepts.
Organizational Skills - Manages competing priorities of several teams/departments/locations. Tasks and project management orientation (with the ability to hold others accountable).
Winning Teamwork - Collaborating with others in a respectful manner and openly sharing information amongst the team to assist in achieving Ticketmaster goals and objectives. Taking the time to empathize and understand where others are coming from, along with showing recognition and appreciation for the contribution of others
NOTE: COVID-19 vaccination will be required for this position subject to legally valid exemptions.
LIFE AT TICKETMASTER
We are proud to be a part of Live Nation Entertainment, the world's largest live entertainment company.
Our vision at Ticketmaster is to connect people around the world to the live events they love. As the world's largest ticket marketplace and the leading global provider of enterprise tools and services for the live entertainment business, we are uniquely positioned to successfully deliver on that vision.
We do it all with an intense passion for Live and an inspiring and diverse culture driven by accessible leaders, attentive managers, and enthusiastic teams. If you're passionate about live entertainment like we are, and you want to work at a company dedicated to helping millions of fans experience it, we want to hear from you.
Our work is guided by our values:
Reliability - We understand that fans and clients rely on us to power their live event experiences, and we rely on each other to make it happen.
Teamwork - We believe individual achievement pales in comparison to the level of success that can be achieved by a team
Integrity - We are committed to the highest moral and ethical standards on behalf of the countless partners and stakeholders we represent
Belonging - We are committed to building a culture in which all people can be their authentic selves, have an equal voice and opportunities to thrive
EQUAL EMPLOYMENT OPPORTUNITY
We are passionate and committed to our people and go beyond the rhetoric of diversity and inclusion. You will be working in an inclusive environment and be encouraged to bring your whole self to work. We will do all that we can to help you successfully balance your work and homelife. As a growing business we will encourage you to develop your professional and personal aspirations, enjoy new experiences, and learn from the talented people you will be working with. It's talent that matters to us and we encourage applications from people irrespective of their gender, race, sexual orientation, religion, age, disability status or caring responsibilities.
Ticketmaster strongly supports equal employment opportunity for all applicants regardless of age (40 and over), ancestry, color, religious creed (including religious dress and grooming practices), family and medical care leave or the denial of family and medical care leave, mental or physical disability (including HIV and AIDS), marital status, domestic partner status, medical condition (including cancer and genetic characteristics), genetic information, military and veteran status, political affiliation, national origin (including language use restrictions), citizenship, race, sex (including pregnancy, childbirth, breastfeeding and medical conditions related to pregnancy, childbirth or breastfeeding), gender, gender identity, and gender expression, sexual orientation, or any other basis protected by applicable federal, state or local law, rule, ordinance or regulation.
We will consider qualified applicants with criminal histories in a manner consistent with the requirements of the Los Angeles Fair Chance Ordinance, San Francisco Fair Chance Ordinance and the California Fair Chance Act and consistent with other similar and / or applicable laws in other areas.
We also afford equal employment opportunities to qualified individuals with a disability. For this reason, Ticketmaster will make reasonable accommodations for the known physical or mental limitations of an otherwise qualified individual with a disability who is an applicant consistent with its legal obligations to do so, including reasonable accommodations related to pregnancy in accordance with applicable local, state and / or federal law. As part of its commitment to make reasonable accommodations, Ticketmaster also wishes to participate in a timely, good faith, interactive process with a disabled applicant to determine effective reasonable accommodations, if any, which can be made in response to a request for accommodations. Applicants are invited to identify reasonable accommodations that can be made to assist them to perform the essential functions of the position they seek. Any applicant who requires an accommodation in order to perform the essential functions of the job should contact a Human Resources Representative to request the opportunity to participate in a timely interactive process. Ticketmaster will also provide reasonable religious accommodations on a case-by-case basis.
HIRING PRACTICES
The preceding job description has been designed to indicate the general nature and level of work performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of employees assigned to this job.
Ticketmaster recruitment policies are designed to place the most highly qualified persons available in a timely and efficient manner. Ticketmaster may pursue all avenues available, including promotion from within, employee referrals, outside advertising, employment agencies, internet recruiting, job fairs, college recruiting and search firms.
About Us
Recognized three years in a row by Great Place to WorkR and named one of People Magazine's top 50 Companies that Care, Live Nation Entertainment is the global leader in live entertainment and ticketing. Our world-class portfolio reaches all aspects of the live event and ticketing industry, from ground-breaking software in Ticketmaster, mix of legendary venues and restaurants in House of Blues, production leaders in Concerts, exceptional brand partnerships in Media & Sponsorship, and unparalleled team of artist managers in Artist Nation supported by diverse professionals in all facets of Corporate operations.
We recognize that our most important assets are our employees, the rock stars who keep the live experience going. Generous vacation, healthcare, and retirement benefits are just some of the great perks we offer to support our global workforce of more than 38,000. For any stage in your career, our many unique benefit programs are designed to help you live life to the fullest. We offer student loan repayment to support recent grads, six months of paid caregiver leave to support new parents, perks like Roadie Babies (bring your little ones & a caretaker along with you on work trips) and Music @ Home (stipend to cultivate your little ones' music interest), and tuition reimbursement to fuel your ongoing professional development. Plus, working for the world's largest live event and ticketing company means you'll have access to free concerts, festivals, sports games, and more through our exclusive employee ticket concierge.
There is no bigger stage for your career. See what your future looks like at Live Nation Entertainment.
