Cleveland, OH
Full time
R100126482
LEGENDS GLOBAL
Legends Global is the premier partner to the world's greatest live events, venues, and brands. We deliver a fully integrated solution of premium services that keeps our partners front and center through our white-label approach. Our network of 450 venues worldwide, hosting 20,000 events and entertaining 165 million guests each year, is powered by our depth of expertise and level of execution across every component - feasibility & consulting, owner's representation, sales, partnerships, hospitality, merchandise, venue management, and content & booking - of world-class live events and venues.
The Legends Global culture is one of respect, ambitious thinking, collaboration, and bold action. We are committed to building an inclusive workplace where everyone can be authentic, make an impact, and grow their career. Winning is an everyday thing at Legends Global. We have the best team members who understand every win is earned when we come together as one unified team. Sound like a winning formula for you? Join us!
Essential Duties and Responsibilities
Revenue Growth and Business Development
Develop and execute revenue strategies to achieve or exceed annual revenue targets.
Identify and develop new revenue opportunities, including ancillary services, corporate/show advertising, sponsorships, naming rights, and strategic partnerships.
Identify and secure high-value business across conventions, association, trade shows, corporate, and special event markets.
Prepare and execute the annual Sales Strategy Plan and revenue forecasts, aligned with the facility's budget.
Oversee pricing, rate, and rental strategies to maximize occupancy and revenue.
Track and report on booking pace, lead conversion, and revenue against goals.
Analyze market trends, competitor activity, and historical data to guide sales and revenue decisions.
Develop and implement effective strategies to optimize facility utilization, booking pace, revenue performance, and overall event mix.
Monitor and evaluate sales pipelines, tentative bookings, definite bookings, cancellations, and lost business to identify opportunities and address revenue gaps.
Establish and monitor key performance indicators (KPIs) to measure sales productivity, revenue generation, market penetration, and departmental performance.
Develop and implement long-term sales and marketing strategies to strengthen the facility's market position, increase market share, and enhance its competitiveness within the convention, exhibition, and event industry.
Sales, Events and Customer Experience
Develop and maintain a strong, collaborative partnership with the Destination Marketing Organization (DMO), serving as an extension of one another's sales teams to align sales strategies, establish and uphold booking guidelines, jointly evaluate business opportunities, and maximize convention and event bookings that drive economic impact and destination-wide success. - Actively solicit the association and trade show markets and other target sectors.
Lead sales efforts to maximize bookings, long-term client relationships, and client value.
Oversee and prepare strategic bid proposals and convert booking status from pending to definite in a timely manner.
Represent the facility at industry-related regional and national trade shows.
Prepare and ensure compliance with all rental agreements.
Maintain and update the facility booking calendar.
Ensure seamless, high-quality client experience from prospecting through contract execution.
Act as liaison with building personnel, CVBs, clients, partners, and stakeholders to represent Legends Global and ensure client needs are met.
Develop strategies to retain existing clients, encourage repeat business, and increase long-term client value.
Cultivate relationships with national associations, event organizers, meeting planners, promoters, and other industry stakeholders.
Work collaboratively with Operations, Event Services, Finance, Food & Beverage, and other departments to ensure sales commitments align with operational capabilities and financial objectives.
Actively participate in Legends Global Regional Sales meetings and maximizing the Legends Global portfolio including the efficient utilization of the rotational business opportunities database.
Marketing and Communications
Develop, implement, and oversee the annual marketing strategy and plan, encompassing advertising, digital marketing campaigns, social media, website content, email marketing, and promotional materials. Leverage market research, audience segmentation, and performance analytics to strengthen the facility's market position, enhance brand awareness, engage target audiences, and achieve measurable marketing results.
Ensure a unified narrative across all marketing materials and digital touchpoints.
Oversee the development and optimization of the facility's digital campaign and lead-to-booking conversion performance. Utilize analytics tools to monitor effectiveness and performance.
Identify and develop opportunities to generate revenue through digital assets, including digital advertising, digital sponsorship packages, and virtual event services.
Collaborate with the team to develop pricing models and packages for sponsorships and advertising.
Coordinate with CVBs, tourism partners, and industry organizations on joint marketing and lead generation.
Track marketing KPI's and ROI to measure impact on lead generation and revenue and ensure marketing initiatives align with the facility's sales objectives, brand strategy, and overall business goals.
Oversee the facility's social media strategy and presence across relevant platforms, ensuring consistent branding, engaging content, and effective audience development.
Direct the creation, scheduling, and monitoring of social media content to promote events, facility initiatives, partnerships, and organizational messaging.
Develop content marketing assets including video, photography, and case studies to drive in-bound leads.
Leverage CRM and marketing automation tools to streamline lead nurturing and funnel tracking.
Public Relations and Media
Lead public relations efforts, including proactive media strategies to promote key events, initiatives, and partnerships. Build media relationships to secure positive coverage and earned media.
Serve as a media contact for the facility, handling media inquiries, public announcements, and crisis communications in coordination with venue executive leadership and Legends Global corporate communications.
Reinforce the facility's reputation and brand integrity through all external communications. Maintain a consistent brand voice across all media channels.
Financial Oversight
Manage the financial performance of the Sales & Marketing department, ensuring budgets and revenue targets are met.
Allocate sales and marketing resources to maximize return on investment.
Provide regular performance reports to the General Manager and executive leadership.
General
Provide leadership, direction, and performance management for the Sales and Marketing department.
Establish individual and team goals, KPI's, conduct regular performance reviews and implement effective accountability measures.
Recruit, develop, mentor, and retain qualified sales and marketing personnel.
Foster a collaborative, positive, results-driven culture focused on revenue growth, customer service, and operational excellence.
Develop and oversee community engagement initiatives that strengthen the facility's relationship with the local community, businesses, civic organizations, educational institutions, and regional stakeholders.
Identify opportunities to position the facility as a community asset through local partnerships, events, sponsorships, and community-focused initiatives.
Build and maintain relationships with community organizations, nonprofit groups, and local business leaders to enhance awareness, visibility, and community support for the facility.
Act as Director on Duty as required.
Maintain professional presentation, appearance, and work ethic at all times.
Monitor, track, and analyze customer satisfaction survey results, identifying trends and opportunities for improvement while developing and implementing strategies to increase survey participation, enhance the customer experience, and improve overall satisfaction.
Perform other duties as assigned.
Supervisory Responsibilities
Directly supervises Managers, Assistants and Coordinators in the Sales and Marketing Departments. The Director of Sales, Marketing and Revenue carries out supervisory responsibilities in accordance with Legends Global policies and applicable laws. Responsibilities include interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; in conjunction with Human Resources; addressing complaints and resolving problems.
The Director of Sales, Marketing and Revenue leads the sales, marketing, communications, and revenue strategy for the facility. This position drives revenue through event bookings, rental income,
sponsorships, partnerships, naming rights, and digital asset monetization, while overseeing the facility's brand positioning, public image, and client experience. The Director works closely with executive leadership to maintain a strong market presence, attract high-profile events and partners, and meet or exceed annual revenue targets.
Qualifications
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Education and/or Experience
Bachelor's degree from four-year college or university in Business, Marketing, Journalism, Public Relations, or related field preferred
Minimum 5-7 years' sales and marketing related experience required.
3-5 years supervisory experience necessary
industry experience required with facility experience preferred.
Skills and Abilities
Excellent communication, organizational and interpersonal skills required.
Ability to effectively supervise, mentor, and develop staff.
Ability to prioritize multiple projects and meet deadlines.
High aptitude for figures, including forecasting, budgeting, pricing, and financial analysis.
Advanced writing, presentation, and media communication skills.
High aptitude for figures and advanced writing skills
Professional presentation, appearance, and work ethic
COMPENSATION
Competitive salary $135,000 to $165,000 with bonus commensurate with experience, and a generous benefits package that includes medical, dental, vision, life and disability insurance, paid vacation, and 401k plan.
WORKING CONDITIONS
Location: On Site Huntington Convention Center of Cleveland
Physical Demands
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is regularly required to move around the facility; to stand for long hours during events; talk and hear. This position may require work inside or outside of the building, as needed by events.
NOTE:
The essential responsibilities of this position are described under the headings above. They may be subject to change at any time due to reasonable accommodation or other reasons. Also, this document in
no way states or implies that these are the only duties to be performed by the employee occupying this position.
Legends Global is an Equal Opportunity/Affirmative Action employer, and encourages Women, Minorities, Individuals with Disabilities, and protected Veterans to apply. VEVRAA Federal Contractor.
Our Work Experience is the combination of everything that's unique about us: our culture, our core values, our company meetings, our commitment to sustainability, our recognition programs, but most importantly, it's our people.
Our employees are self-disciplined, hard working, curious, trustworthy, humble, and truthful. They make choices according to what is best for the team, they live for opportunities to collaborate and make a difference, and they make us the #1 Top Workplace in the area.
