Director - Client Development, Arts & Theaters

Posted Date:3/23/2018 8:29:47 PM
Job Type: Full Time
Req #: JR-13064
Location: Chicago, IL
Job Category:Sales

Job Summary:

Awesome Job:                     Director, Client Development – Arts & Theaters

Great Location:                  Chicago, IL (or Midwest)

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 our people. We offer comprehensive health benefits and 401k matching, student loan assistance, plus career-boosting opportunities like tuition reimbursement and targeted development sessions to help all eligible employees thrive. At Ticketmaster, 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 Client Development Director (CDD) will focus exclusively on our client accounts, concentrating on the needs of clients within a given segment. The CDD is responsible for managing, supporting, and servicing the account related needs of an assigned set of clients in addition to sourcing and securing new business.

What the job is:

  • Proactively solicit new business opportunities by conducting effective sales calls, make out-of-the-office sales calls and presentations to potential 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’ tickets & 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 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 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 business opportunities, directing the client 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
  • Development relationships with key system and product users providing product team with client feedback on product enhancements
  • Assist in the identification of opportunities for new products and enhancements for development of existing products
  • Address client concerns and ensure for 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 account details
  • Monitor and report on the activities of competitors and potential collaborators identifying new business opportunities and threats
  • Coordinate responses of RFP’s
  • Retain accounts through the development of strong relationships with key decision makers and users within an organization

What a qualified candidate should possess:

  • BA/BS in Business, Marketing or related field (MBA preferred)
  • Minimum 5+ years of experience in the live entertainment industry with a strong focus on account management and account development
  • Excellent customer service, communication, and consulting skills
  • Experience with live event ticketing or real-time inventory management systems preferred
  • Analytical and strategic thinking
  • Proven track record of exceeding sales targets
  • Experience leading change in a complex matrix-oriented organization with strong emphasis on team development
  • Strong competence in Microsoft Word, Excel, PowerPoint & Salesforce
  • 25%-50% travel required

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, for applicants in Los Angeles, California, and consistent with applicable laws in other areas.

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.

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