Australian National Maritime Museum Position Description
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1 Section 1: Position Details Position Number: Australian National Maritime Museum Position Description Position Title: Business Development Manager M198 Classification: APS 6 Type of Employment: Division: Section: Reports To: Number of Direct Reports: Number of Subordinates: Ongoing APS Employee Commercial & Visitor Services Venues Commercial Events Manager Nil Nil Date PD Finalised: 27 July 2014 Prepared by: HR Valid From: 1 August 2014 Review Date: 31 July 2015 Section 2: Organisation Operating Context The Australian National Maritime Museum (ANMM) is the leading centre for maritime heritage in Australia. Our mission is to promote a broad interpretation of maritime heritage and culture; to preserve it and to bring it to life by:- Developing and managing the National Maritime Collection through research, acquisition, conservation and interpretation Exhibiting the National Maritime Collection and other historical material in our care Presenting maritime heritage information through public and learning programs, events, the internet and publications Expanding our sponsorship, marketing and other commercial revenue sources Section 3: Position Purpose The purpose of the position is to: Strategically develop the venue sales business of the Australian National Maritime Museum (ANMM), by sourcing function and event leads across all market segments including corporate, leisure, incentive, association and government. Through proactive client sales calls, telesales, presentations, site inspections and attendance at industry events, you will actively target event business from a varied domestic and international audience. Be a brand ambassador for the museum, calling on your network of corporate, leisure, incentive, association and government clients and contacts to promote the ANMM brand, its venue spaces and drive new and profitable event business to the museum. Through sound relationship building and by utilising your network of existing contacts; win/confirm new functions and events, identify long term revenue Page 1 of 5
2 building opportunities and play a vital role in growing the annual number of paid and profitable events held at ANMM. Promote the museum as a unique, premium and cultural venue; including sales, promotion, pricing and financial management in relation to venue sales and strategic partnerships. Section 4: Accountabilities and Outcomes (Maximum 5) The position is accountable for other functions and outcomes and may have others assigned from time to time. Accountability 1: Manage business development and growth of the venue sales business. This includes: strategically identify and target new venue event business, c conduct sales calls, meetings and presentations, site inspections with identified clients and client account management. Outcome 1: As part of the venues team, achieve the annual venues revenue budget and ensure all expenses are appropriately on-sold to clients at a minimum mark up of 20% (unless otherwise agreed) Outcome 2: Secure events that drive catering revenue to meet the annual catering budget in line with events of significant food and beverage spend. This role will need to targets events with a catering budget of upwards of $20,000. Outcome 3: Work with the Venues Manager and Caterer to ensure targeted events and target periods are profitable and achieve venues occupancy rates of 90% in peak months and 70% in low months. Outcome 4: Annual number of paid functions and events to be 240 or 10% growth year on year Outcome 5: Conversion rate of 50% for all profitable events identified (once appropriate measurements tools have been established) Outcome 6: Identify the museum s Top 100 clients for Account Management requiring ongoing liaison to drive new venues business. Accountability 2: Grow the museum s client base, and the number of annual paid events for the venues department through proactive sales activities strategic partnerships with Venue finders, Professional Conference organisers and Event Managers Outcome 1: Representation and coordinating at tradeshows and industry events, providing excellence in customer service, securing and rigorously pursuing sales opportunities identified and converting these sales leads. Preparing a pre and post event report outlining expectations of participations and outcomes after. Report finalised within one month of event/ tradeshow and leads tracked accordingly. Outcome 2: Ten clients identified with one off events converted to multiple events within ANMM from past clients of 2011, 2012 or Outcome 3: Events secured and targeted will be profitable events as identified by the Assistant Director CAVS. Conduct at least client face to face interactions per week including an average of 5 new client site inspection per week Page 2 of 5
3 Outcome 4: Identify third parties that will deliver return to the museum. The Museum s top 20 clients should include at least 5 third parties that consistently deliver profitable or target events for the museum. Accountability 3: Input and maintain the Venue Booking System for function and event enquiries and requests developed from sales activities including: Providing promotional/marketing collateral, accurate pricing and written quotes (as required) to clients and customers; Outcome 1: 100% accurate records maintained in CRM and accurate quotes presented to clients Outcome 2: Same day client contact on all enquiries received before 3pm and quotes or contracts delivered within the agreed timeframe with the client.. Outcome 3: Maintain the ANMM agreed pricing structure and negotiate within the agreed financial parameters. Outcome 4: Operate within the Venues pricing policy and seek approval for all discount requests. Operational elements to be negotiated in partnership with the Venues Manager to ensure all operational costs are covered within the quote. Outcome 5: Event Handover meetings conducted with the client and Venues Manager (or representative) for all events including all documentation related to correspondence with the client. 98% client satisfaction of clients based on seamless sales process from sales to event delivery. Accountability 4: Develop and implement a proactive sales plan with the Venues Manager and Business Analyst in-line with the Caterer and agreed budget. Outcome 1: Weekly sales reporting must also identify the proactive activity scheduled for the next two weeks Outcome 2: Demonstrated outcomes from proactive sales activities Outcome 3: Identify new marketing initiatives required to enhance proactive sales activities particularly for new exhibitions, new opportunities (such as Corporate family days) and in-line with the Master plan. Outcome 4: Competitor and industry information shared weekly at team meetings and in weekly report Accountability 5: Identify and negotiate strategic partnerships that drive business partnerships and facilitate proactive sales activities that convert new business events. This may include sponsorship of events such as charity events or partnership with key corporates such as CBA or third parties such as event management companies. Page 3 of 5
4 Mandatory Accountability: Takes all reasonable care that their actions or omissions do not impact on the health and safety of others and complies with all health and safety policies and procedures. Applies all legislative and APS requirements in relation to anti-discrimination, workplace diversity, APS Values & Code of Conduct and equal opportunity Outcome 1: Safe workplace environment is provided for self and others Outcome 2: Workplace culture is free from harassment, bullying and discrimination; workplace culture is fair; flexible; safe; upholds and promotes the APS values and code of conduct Section 5: Knowledge, experience & Capabilities (Selection Criteria) The occupant is required to have: 1. Proven ability to identify new event business and grow existing event client base in the venues department. Past employment experience to preferably be for a major attraction, leading cultural institution, event centre, events industry association or business. A good understanding of the events landscape is desirable. 2. Professional oral and written communications skills, attention to detail and well developed selling, influencing and negotiation skills. An adept team player, confident and able to work independently in an on the road role. 3. Proven ability to handle multiple tasks, clients, accounts concurrently whilst delivering excellence in customer service for internal and external clients and optimises revenue generating opportunities. 4. Demonstrated strong desire and ability to achieve and exceed sales targets, cold call and develop a new client database in a cultural attraction context. 5. Demonstrated ability in managing multiple clients, working to set budgets and targets and in developing long term business partnerships combined with a working knowledge of events management and CRM systems. 6. An in-depth understanding of event management in a cultural, tourism or attraction context and the ability to convert new business monthly. 7. Willingness and ability to work weekends and evenings is essential. 8. A demonstrated network of key event industry contacts that have potential for ANMM is highly desirable Mandatory Criterion: Knowledge of and commitment to legislative and APS requirements in relation to WHS responsibilities, equal opportunity, APS values & code of conduct; commitment to workplace diversity and working in a team environment. Section 6: Mandatory APS Core Capabilities (APS staff only) To perform the job successfully, an individual should demonstrate the capabilities as defined and described by the Integrated Leadership System, ILS: A detailed description of the capabilities and the behavioural indicators for each is available for viewing or download at the APSC website Page 4 of 5
5 Section 7: Qualifications Diploma or Advanced Diploma of Business, Sales & Marketing, Events or Event Management or Tourism. A high level of competency in Sales, Marketing, Communications, Events, Business or Tourism experience is essential Page 5 of 5
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