Salary negotiable according to experience
Liz Hobbs Group (LHG) is the leading producer of 'music with sport' events and one of the country's leading producer and promoter of a wide range of outdoor and indoor music concerts and tours. 2017 will be our most successful year to date, in excess of 200 concerts, events and shows already confirmed - and still growing!
We are looking to appoint an experienced Commercial Manager to join our team. Ideally with a clear understanding of the live music and events industry, the Commercial Manager will lead on maximising opportunities to commercialise our concerts and events portfolio.
The successful applicant will be able to demonstrate a clear track-record in building and managing successful and sustainable client relationships and delivering sales growth and profitability. As an innovative and creative individual, they will also have the breadth of vision to identify commercial opportunities with the ability and confidence to influence decision making.
A copy of the job description can be found on our website www.lizhobbsgroup.com Applications by CV and a covering statement on why you wish to join LHG should be addressed to Joe Sharphouse, Head of Sales and Marketing via email to firstname.lastname@example.org with Commercial Manager in the subject line.
JOB TITLE: Commercial Manager
REPORTS TO: Head of Sales and Marketing
DIRECTOR REPORT: Events Director
DEPARTMENT: Sales and Marketing Department
JOB PURPOSE To maximise opportunities to commercialise LHG and LHG Live Events to meet and exceed agreed sales targets.
DUTIES AND RESPONSIBILITIES
1.Develop and implement a commercial strategy that identifies, exploits and maximises business development opportunities and secondary income generation to includeEvent Sponsorship
2.Demonstrate innovative ways of generating revenue, contributing to the business plan and continued growth of the LHG Group of Companies.
3.Advocate and adopt varied approaches to prospecting new clients and venues, stakeholders, partnerships and commercial relationships, maximising new revenue opportunities.
4.Build and maintain a client bank which is genuinely self-generated, with an accurate record of all sales being credited for salary validation purposes
5.Through effective client relationship management, convert all effective and profitable relationships to long term agreements with favourable commercial terms.
6.Lead the development and creation of commercial collateral, pre-prepared content and marketing materials to manage the sale, delivery and activation of sponsorship and partnership packages.
7.Develop the business profile by enhancing, informing and changing the customer perspective of LHG's strengths and services available.
8.Drive awareness of the LHG brand and enhance and uphold the LHG and LHG Live brand reputation in the industry.
9.Look at creative ways to engage with local partners to support the marketing and PR in order to drive ticket sales and secondary income opportunities.
10.Work in conjunction with the Venue, Operations Team, and the artist management to ensure the seamless integration of any corporate partnerships
11.Attend networking events and industry based initiatives with a view to creating new business opportunities.
12.Ensure the CRM database (Event Booking) is fully utilized and kept up to date throughout the relationship building and subsequent commercial process.
13.Ensure effective Diary Management to plan all weekly sales activity at least one week in advance.
14.Be fully prepared for a monthly one to one meeting with the Head of Sales and Marketing, to discuss past & future sales activity, and actual sales performance against targets to date.
15.Ensure the service is of the highest quality and consistently review best practices.
16.Attend each event, where LHG calendar permits, to ensure delivery of all sponsor assets are delivered to the agreed standard.
17.Host a number of potential partners at LHG events with a view to long standing relationships.
18.Monitor workloads and provide flexibility where necessary.
19.Carryout any other duties or projects as designated.
BACKGROUND INFORMATION AND KEY ACTIVITIES:
- The job largely reflects the workload and responsibility of the Department. The jobholder is expected to understand interrelating issues and show initiative in support of the all departments, but in particular the Sales and Marketing, Contracts and Finance and Operations departments.
- The job holder must be capable of maintaining very clear lines of communication with all senior functions within the Company and be completely reliable and effective in ensuring that all information is collated and presented in a clear, concise manner at all times.
- The nature of this role involves sensitive material and a high degree of confidentiality and integrity is essential.
- A high degree of flexibility is required and the jobholder will need to use judgment and experience when considering priorities for delivery.
- Whilst the day-to-day operational management remains the responsibility of the line manager, the jobholder should offer effective support on an ongoing basis.
KNOWLEDGE, EXPERIENCE, SKILLS NEEDED:
-A clear understanding and experience of the live music and events industry, artist management, event booking, event management, Marketing & PR and on-site operational functions of events.
-An ability to keep fully abreast of internal and external industry developments, with a fundamental appreciation of the business environment.
-Proven track record in managing client expectations and delivering sales growth and profitability.
-Strategic and commercial acumen with ability to drive sales and margin and an ability to use business intelligence to drive innovation.
-Adept at managing key client relationships, as well as managing internal teams with ability to develop and motivate.
-Able to demonstrate a clear track record in building successful and sustainable growth from the ground up and have the breadth of vision to identify opportunities where they may not currently exist.
SKILLS AND ABILITIES
-Possess the authority, empathy and negotiating skills to persuade Board level executives, operating with the highest commercial environments, to adopt our business principles and change business practices to facilitate growth
-Able to contribute corporately as a member of the Senior Leadership Team, and have excellent people management and communication skills, both written and oral
-Exceptional business builder and team player who can define and deliver an innovative commercial development programme
-Able to empower and enable our teams to step up to the challenge of developing innovative models of service delivery
-A professional, sympathetic and understanding manner when dealing with customers and business contacts, set in the context of being able to positively take control of such situations, with the ability to influence client decision making.
-Exceptional presentation, interpersonal and written/verbal communication skills when working with clients and colleagues of all levels, able to present ideas and results clearly and effectively.
-Proactive, enthusiastic and charismatic approach to meeting client objectives and a flexible, can-do attitude to work in general, with the ability to demonstrate a high level of diplomacy.
-An excellent understanding of event management, operational priorities and financial principles is also essential; an ability to keep fully abreast of internal/external industry developments, with a fundamental appreciation of the business environment/issues specific to operational and financial departments of the Company.
-Ability to work under pressure and prioritise workloads whilst maintaining attention to detail and meeting agreed deadlines.
-Ensure best practice and continuous improvement in processes.
-Flexible and able to travel to customers in the UK, Ireland and Europe, willing to put in the hours as and when required.
-Be highly self-motivated and able to work independently in a busy office environment.
-A team player and also a good leader, able to be approachable yet tenacious especially around best practice process and behavior.
-A good working knowledge of the Company, including operational departments, procedures and policies.
-Excellent sales skills and knowledge of sales techniques.
-Word, Outlook, PowerPoint, and Excel skills to advanced level.
ASSIGNMENT AND PLANNING OF WORK:
-Work is received from various sources however most of this workload comes from the Events Director and Head of Sales and Marketing and as such, is usually high priority and time critical.
-There is often little opportunity to plan work and it is very important that the jobholder clearly maps out priorities for themselves and is able to work unsupervised and to strict deadlines.
-The jobholder is expected to identify opportunities for assistance to, as well as managing major specialist projects as agreed with the Head Sales & Marketing to support the business requirements of the organisation.
-The nature of the role will mean that during the event season the post holder will be required to work long unsociable hours including late nights and weekends. The post will require a large amount of travel across the UK, Ireland and on occasions further afield.
SUPERVISION OF OTHERS
-The role does not currently have a supervisory requirement attached to it, although the jobholder is expected to have the ability to manage a team if required to do so.
OTHER WORKING RELATIONSHIPS:
-The jobholder is required to liaise with senior and middle managers throughout the Company. A constant exchange of information is maintained with all levels of management, and especially the direct reports of the Head of Sales & Marketing, Events Director and the CEO.
-The jobholder also liaises with personnel in other departments within the Company e.g. Executive Office, Marketing/PR, Artist Management, Finance, Event Operations and outside organisations such as third party relationships.
DECISION-MAKING AUTHORITY AND CONTROL:
-The nature of the work is such that the jobholder will be called upon to give instruction and direction on a specific project, topic, question etc. This will be often be without any consultation or prior reference to the Events Director, although the job holder should ensure that practical reference is made to Events Director or other senior managers if required or relevant to do so.
-Operating in a dynamic market place at a time when the Company is developing and implementing its seasonal strategies. Appreciate the nuances of complex strategic and operational issues.
-Diversity of the role, conflicting priorities mean that an effectively run department and priority planning is key.
-Dealing with Senior Managers who have different priorities/motivations means that the job holder has to employ effective persuasion skills to ensure achievement of all targets and priorities.
-The highest level of confidentiality of work and needs to be flexible in working practices.
This role requires a degree of flexible working including weekend working. The jobholder may also on occasion be required to undertake other duties as required commensurate with their responsibilities.
Equality and Diversity:
LHG has an equality and diversity policy with which all employees are required to comply. A copy of this policy is available on the LHG Intranet and it is the job holders' responsibility to ensure that they are fully aware of its provisions. Failure to comply may be treated as gross misconduct and may result in dismissal.
It should be noted that aspects of the role (including internal and commercial matters) are of a confidential nature and must not be communicated to unauthorised personnel. Any alleged breach of confidentiality will be investigated and regarded as a potentially serious disciplinary offence that could result in dismissal.
Health and Safety:
It is every employee's responsibility to familiarise themselves with, and observe all LHG's health and safety policies and practice guidelines to ensure all statutory requirements are complied with. Every employee is expected to take reasonable care of their own health and safety and that of other persons who may be affected by their work