POSITION DESCRIPTION ASSISTANT VENUE SALES MANAGER

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1 POSITION DESCRIPTION ASSISTANT VENUE SALES MANAGER February 2015

2 POSITION DESCRIPTION Company: Position Title: Reports To: Employment Status: Melbourne Stadiums Limited Assistant Venue Sales Manager Venue Sales Manager Permanent Full-Time MSL VISION Etihad Stadium to become the leading, financially viable multipurpose sport and entertainment stadium in Australia for the benefits of all stakeholders. MSL STRATEGIC PRIORITIES Deliver growth in Medallion Club Securing Event & Function Content Revenue Creation AFL & AFL Partner Club Relationships Identify and maintain organisational efficiencies Client & Patron Experience MSL VALUES Accountability, Teamwork, Passion, Respect, Service Excellence, Innovation Position Overview: As a member of our Venue Sales team, reporting to the Venue Sales Manager, the position is primarily responsible for leading the Etihad Stadium functions sales team, delivering desired financial and service outcomes and assisting in the procurement of event content and scheduling for the Stadium. Primary Objectives Successfully lead the sale of non-event day functions and conferences Lead, develop and coach the functions sales team to deliver business plan targets Assist with the procurement of event content Maximise the commercial outcomes of event merchandising operations Secondary Objectives Manage the function and conferencing area s financial performance to ensure budget targets are achieved Develop and implement a detailed functions sales and marketing plan Develop key relationships with major clients both external and internal that encourages new sales opportunities and retention of business Diary management to ensure yield is maximized

3 Maintain and foster relationships with key hirers and relevant sporting bodies Key Responsibilities Leadership and Management Lead functions sales team both tactically and by example by securing high yielding function business. Mentor direct reports to ensure further skill development and professional development for all staff Provide performance feedback to team and complete performance reviews as required Manage resourcing requirements to ensure leave periods are covered and service delivery is maintained Deputise in the role of Venue Sales Manager as required Generating Functions Sales Manage sales and financial performance of function, ensuring maximum revenue whilst managing operational costs Achieve agreed sales budget targets year on year including budgeted customer retention rate/s Monitor functions yield with a view to maximise revenue in peak periods Proactively engage and drive business development opportunities through relationship management Provide sales support through quoting, contract management and invoicing as required Develop and maintain strong network of key functions and conference industry leaders. Attract and account manage major clients to ensure retention of key clients and maximum revenue opportunities Liaise with relevant MSL staff to develop sales and marketing platforms for all areas of responsibility Assist with event specific function and corporate hospitality requirements if required Venue Sales and Merchandise Proactively engage and drive event content procurement opportunities through relationship management Provide venue sales support through booking and quoting, as required Develop and maintain strong network of industry leaders.

4 Attract and account manage major clients to ensure retention of key clients and maximum revenue opportunities Liaise with relevant MSL staff to develop sales and marketing platforms for all areas of responsibility Assist the Venue Sales Manager in specific event procurement opportunities, as required Manage the financial and commercial outcomes of event merchandise sales at the Stadium through effective contract and relationship management. Look to expand and improve the event merchandise operations on an event by event basis. Positively work to and actively demonstrate MSL s workplace values Other duties as required or as directed. Key Relationships Internal MSL Executive Team Marketing Management Operations Department Delaware North Catering Audio Visual Dynamics Catering Services Department Finance Department External Melbourne Convention Bureau Professional Conference Organisers Key corporate and association clientele All Function clients Docklands based Companies Venue Management Association Event Promoters and Owners Merchandise Concession Rights Holders Direct Reports Functions Sales Executive Expenditure Authority Authority to incur company expenditure in line with delegated authority limits Position Requirements - Knowledge, Skills & Experience (What are the required skills and knowledge to successfully perform the job role?) A proven successful track record in high volume conference and function sales A strong and established network within the event, conference and function industry Outstanding written and verbal communication skills (including experience preparing documentation for clients) Demonstrated leadership and management capability, including previous experience in motivating sales teams to deliver outstanding results Strong commercial acumen, which includes the ability to understand, manage and deliver on budget requirements Previous experience and demonstrated capability to take full responsibility and accountability for the operation of the venue during an event

5 Familiarity and experience with Ungerboek (EBMS) CRM system a distinct advantage Strong competency level with all Microsoft Office products Desired Qualifications//Education Tertiary qualifications in a relevant or related field Previous event, conference and functions industry experience and knowledge Involvement in professional groups/associations Please note this position requires flexibility in hours, and the incumbent will be required to work nights, weekend/s, and public holidays as required Behaviours and Attributes (What are the key behaviours and personal attributes required to successfully perform the job role?) Is Customer Focused has a willingness to focus effort on delivering to customer needs (internal and external customers). Is consistently responsive to client needs, striving for continuous improvement, maintaining attention to detail and ensuring follow through and delivery Coaching and Developing Others provides guidance and feedback to help strengthen knowledge, skills and abilities to benefit others to accomplish tasks or solve problems. Trusts in the capability of others. Motivates and engages others by providing scope, support and confidence to make decisions and perform tasks with heightened levels of autonomy. Is focused on developing individual and team capability Drives for Results delivers on what is committed to and goes to extra lengths to ensure that individual and team goals are achieved. Demonstrates an indepth knowledge of the business and uses this to ensure successful delivery of outcomes for MSL. Building Relationships & Influencing Outcomes develops, fosters and maintains good relationships with other parties (e.g.: customers, colleagues, patrons) that often results in return business. Is engaging, personable and able to establish trust and credibility to develop and maintain mutually beneficial relationships. Recognises the value of cross functional team collaboration to achieve success. Communication has the ability to convey information clearly and concisely to groups or individuals either verbally or in writing to ensure that they understand the information and the message. Able to listen and respond appropriately to others.

6 Problem Solving demonstrates an ability to identify problems, determine possible solutions and actively works to trouble shoot and resolve issues. Is action orientated and will work to implement effective solutions to problems identified. Time Management uses a range of techniques to manage their time-use including planning, delegating, allocating time to and setting goals for the successful completion of tasks. Deadlines and timelines are consistently achieved. Teamwork has a strong sense of team and is willing to assist others to achieve shared objectives. Provides support to colleagues and willingly shares information and knowledge to further develop the team. Encourages collaboration

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