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VP Sales and Business Development
Job Opportunity at
The McCandlish Group
Posted on Aug 15
Our client is the world’s largest public facility management company, operating 233 facilities world-wide in the U.S., Puerto Rico, Europe and the U.K. Through its network of full and part-time employees, they provide operational services to convention centers, arenas, stadiums and performing arts theaters. In addition, their hospitality division provides catering and concessions services in many of the facilities they manage.
The majority of clients include cities, states and county governments, although certain facilities in the management portfolio are owned by private organizations. The client has assembled an experienced team of facility operators, administrators, financial analyst and event management professionals to provide the highest level of service to our clients. Operational ‘best practices’ and established management systems allow them to deliver in a consistent, timely and responsible manner.
Our client is seeking a skilled professional to identify and secure new business opportunities that are consistent with the company’s core areas of service delivery (i.e. management and operation) of stadiums, arenas, performing arts theaters, amphitheaters and other purpose built facilities, including agricultural and equestrian facilities. Candidates must have demonstrated industry knowledge of large-scale public facility operations, sports and entertainment facilities, and experience leading a business development/sales effort with a diverse and interdisciplinary team. The Vice President of Sales and Business Development will serve as the primary point of contact for all new leads generated and a resource for various accounts renewals, as needed.
PRINCIPAL DUTIES and RESPONSIBILITIES
Identify and secure new business opportunities
Identify and develop new business opportunities for facility management services, operations consulting and other lines of business targeted by management.
Closely monitor government information service websites and other portals to source RFP’s, RFQ’s and other similar solicitations for facility management services
Develop an overall ‘win’ strategy for each competitively bid RFP, RFQ or solicitation requiring a response .
Understanding of the public procurement methodology utilized by various government entities when soliciting management proposals from private industry.
Establish relationships with stakeholders, clients and other groups and individuals who are considered ‘key’ to the management selection process
Attend industry-related functions, special events, trade shows, presentations, forums and other programs as required to source new leads
Assist senior management in evaluating each lead, or new business opportunity to determine: 1) economic viability, 2) pricing, 3) business terms and 4) message development.
Assist with account renewals (as appropriate):
Coordinate with other staff (most notably Regional VP and Account GM) to ensure appropriate levels of stakeholder outreach and engagement.
Manage positive relationships with all governmental agencies related to the facilities and maintain a positive relationship with client representative in each market.
Assist senior management team in developing a sales strategy for each account renewal, which includes specific task and action items necessary to ‘win’ the renewal.
Ability to describe key client objectives for purposes of customizing proposal responses for renewals.
Manage and Supervise the Sales and Business Development process
Create and maintain a ‘sales pipeline’ document specifying active leads, client type, service category, capital requirements, close date and approximate fee values for purposes of forecasting and work-planning.
Provide market-specific client and stakeholder research, as necessary.
Oversee content development, production and delivery of RFP, RFQ and Solicitation response documents
Develop presentation and messaging materials including, but not limited to: 1) leave-behinds, 2) scope of services briefings, 3) power point, or multi-media presentations.
Assist SMG Senior management and local GM’s in creating business opportunities in markets where SMG has existing infrastructure and resources.
Attend public hearings, City Council or other governmental meetings as require.
Knowledge Skills and Abilities
Bachelor’s degree or advanced degree in business, public administration or sports administration with a concentration on marketing, administration or finance is preferred.
Minimum of ten (10) years of progressively responsible sales and marketing experience, with emphasis on facility management, facility services, or food service in sports venues.
Must have strong working knowledge of the sports and entertainment including, the structure of certain business agreements relating to these areas.
Proven ability to source and manage leads, develop a sales strategy and close deals.
General knowledge of various public procurement methodologies used in selecting third-party service providers.
Working knowledge of how facilities operate with emphasis on understanding of revenue and expense categories that are important to a successful operating environment.
Experience in negotiating various types of contractual agreements related to sports teams, live entertainment, special events, sponsorship and advertising.
Ability to make prepare and deliver presentations to government or municipal bodies in a public forum
Salary is commensurate with experience. A retirement plan and insurance benefits are offered.
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