Regional Vice President, West Region - Client Development, Music

Posted Date:2/13/2017 8:29:05 PM
Job Type: Full Time
Req #: JR-03661
Location: Hollywood, CA
Job Category: Sales

Job Summary:

Awesome Job:

Regional Vice President, Client Development – Venues & Promoters

Great Location:                 Hollywood, San Francisco, Scottsdale

Who we are.
We’re fans who help fans everywhere get in to the live events they love.  A proud division of Live Nation Entertainment, Ticketmaster has changed the way the world connects with their favorite 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.

Why you should work with us.
Our biggest investment is in people like you. We offer comprehensive health benefits and 401k matching, student loan assistance, plus career-boosting opportunities like tuition reimbursement and targeted development sessions to help you thrive. At Ticketmaster you can expect the fast-paced excitement of a startup with the rock-solid support from an industry leader – with plenty of ticket perks on the side.

See what it’s like working at Ticketmaster.

The role:

The Regional Vice President’s (RVP) primary role is to lead a team of account executives (Client Development Directors or “CDDs”), who manage our client relationships, focusing on overall client satisfaction, client profitability, revenue growth and ultimately retention.  Additionally, the RVP and team have primary responsibility for sourcing and securing new ticketing accounts.  It is critical for the RVP to thoroughly understand the fundamentals of the CDD job—development of account plans, management of the renewal cycle (including RFP management and the development of winning financial proposals), effective client communication, operational problem solving, etc.—as well as Ticketmaster’s overarching strategy and priorities.   The RVP must be deeply connected to our clients, principally at the executive level.  This allows the RVP to set and adjust priorities as the environment changes, particularly with respect to client needs and the competitive environment.   The RVP must successfully balance strategic and operational roles, and display the judgment, work ethic, creativity and commitment to results necessary to make the RVP an outstanding role model for the CDDs.

What you’ll be doing:

  • Effective account management and sales knowledge for our industry
  • Deep understanding of Ticketmaster’s current corporate positioning and value-proposition
  • The characteristics of the segment—industry trends, special needs or requirements, key buying patterns or criteria for clients in this segment, success factors, etc.
  • Enough product knowledge (Host, Archtics and ancillary systems) to present the product positively without overstating its capabilities
  • strong knowledge of the competition in this segment and our competitive positioning vs. those firms
  • The characteristics of a good CDD (i.e., the skills, experience and personal factors that predict success)
  • Internal processes; how to get things done with Ticketmaster (other Field Ops departments, other HQ functions, etc.)
  • Establish (and model for the CDDs) high performance expectations on various dimensions (work ethic, attitude, teamwork, creativity, business ethics, etc.)
  • Be highly directive in creating plans and evaluating results with all CDDs
  • Help the CDDs carry out the territory planning and territory revenue management functions
  • Create a development plan for each CDD to improve his/her effectiveness
  • Ensure that each CDD receives appropriate product training and skills development
  • Set clear, quantifiable objectives/goals in writing: Number of calls per week, Number of executive presentations or demos per month, Number of client and prospect interactions per week or other types of interactions
  • Be sure we have a solid account plan in place amongst all clients in the segment
  • Maintain executive level contact with each client (quarterly conversations with all top accounts and new clients)
  • Ensure that client feedback is shared with product management and other functions at Ticketmaster
  • Territory planning
    • Help each CDD assess his/her territory, identifying special opportunities and challenges that exist in each territory
    • Set growth targets for current clients and help the CDD translate those into action plans
    • Set new prospect sales targets
    • Help identify and qualify the specific prospects we want to pursue and win
  • Territory revenue management: a quantitative approach to “backing into” the intermediate results and activities that will result in achieving the year’s objectives
  • Deal and P&L management: be closely involved in designing solutions, setting pricing, executive selling, setting competitive strategy, deal closing, etc.
    • Profitability: make sure that each territory is contributing to Ticketmaster’s overall profitability (GM/ticket, AOI, etc.)
    • Forecasting: help make accurate and timely forecasts to help manage the business

What you need on your resume:

  • BA/BS in Business, Marketing or related field; an MBA or relevant graduate degree is preferred
  • Minimum 5-7 years’ experience in the live entertainment industry with a strong focus on account management and account development
  • Proven effective leadership skills
  • Proven performance in enterprise software/services sales (or similar) individual contributor roles
  • Proven track record of exceeding sales targets
  • Experience leading change in a complex matrix-oriented organization with strong emphasis on team development
  • Excellent customer service, communication, and consulting skills
  • Must be collaborative, responsive, flexible, and results-driven
  • Analytical and strategic thinking
  • Excellent presentation skills
  • Experience in the live entertainment industry or real-time inventory management systems with a strong focus on account management and account development is preferred
  • Strong competence in Microsoft Word, Excel, PowerPoint & Salesforce
  • Extensive travel required (up to 50%)

If this sounds like your dream job, jump on it! Apply now at

Equal Employment Opportunity
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.

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.