SUMMARY:
The Senior Director, Venue Sales & Business Development will lead the strategic growth of NJPAC’s private events business, driving revenue through venue sales, new business development, strategic partnerships, and increased utilization of NJPAC’s portfolio of event spaces.
The Senior Director will lead the launch and market positioning of NJPAC’s new premier event venue while developing strategies to grow rental revenue across NJPAC’s larger rentable spaces. This position will oversee the full sales lifecycle and establish sales strategies, revenue goals, pricing recommendations, partnerships, and market initiatives that expand NJPAC’s presence within the corporate, nonprofit, association, government, and social event markets.
Working closely with the Assistant Vice President, Sales and Planning and senior leadership, the Senior Director will help shape the long-term direction of NJPAC’s private events business and partner with NJPAC’s exclusive catering provider to develop integrated offerings that enhance the client experience and maximize total event revenue. The position reports to the Assistant Vice President, Sales and Planning.
ESSENTIAL DUTIES AND RESPONSIBILITIES:
• Lead the development and execution of NJPAC’s private events sales and business development strategy, establishing annual and multi-year revenue goals, market priorities, and initiatives that increase bookings, venue utilization, and profitability.
• Lead the launch, sales strategy, and market positioning of NJPAC’s new premier event venue, building a strong pipeline and establishing the space as a competitive destination within the regional events market.
• Drive revenue across NJPAC’s portfolio of rentable spaces, identifying opportunities to increase utilization, expand market share, and develop new sources of business.
• Build and maintain a robust pipeline of prospective clients and strategic partners, through direct prospecting, networking, referrals, industry relationships, and community engagement.
• Cultivate high-value client relationships that generate contracted business, repeat events, and referrals, while identifying opportunities to expand relationships across NJPAC’s venue portfolio.
• Oversee the full venue sales lifecycle, including opportunity qualification, venue tours, proposal development, negotiation, and contract execution.
• Develop and recommend pricing strategies, rental policies, packages, and revenue optimization initiatives, based on market conditions, competitive positioning, demand, and financial performance.
• Partner with NJPAC’s exclusive catering provider to develop and sell integrated venue and catering offerings, that strengthen the client experience and maximize total event revenue.
• Serve as a strategic partner to the Assistant Vice President, Sales and Planning and senior leadership, providing recommendations on growth strategy, revenue opportunities, competitive positioning, and the long term development of NJPAC’s private events business.
• Identify and develop new markets, revenue opportunities, and strategic partnerships, across corporate, nonprofit, association, government, social, and special events sectors.
• Collaborate with Marketing to drive awareness and demand for NJPAC’s private event offerings, through targeted campaigns, sales collateral, digital content, public relations, and industry outreach.
• Analyze revenue, pipeline activity, conversion, venue utilization, and market trends, to evaluate performance, develop forecasts, and provide data-informed recommendations to senior leadership.
• Collaborate across Operations, Production, Security, Facilities, Finance, Marketing, and other departments, to ensure contracted business transitions successfully from sales through planning and execution.
• Recommend enhancements to venue offerings, sales processes, and the client experience, that improve efficiency, competitive positioning, and profitability.
• Represent NJPAC within the regional events marketplace, through industry organizations, networking events, trade shows, community functions, and strategic business development opportunities.
• Meet or exceed annual revenue, profitability, booking, and client acquisition goals, while contributing to the long-term financial growth of NJPAC’s private events business.
• Manage and/or attend evening and weekend events and perform other duties and special projects as assigned.
QUALIFICATIONS:
• 12+ years of progressively responsible experience in venue sales, hospitality, catering, hotel, convention center, performing arts, event sales, business development, or a related revenue-generating role, with demonstrated success developing new business, cultivating long-term client relationships, and driving revenue growth.
• Proven success developing and executing sales and business development strategies, managing complex sales opportunities, and achieving or exceeding revenue goals.
• Strategic thinker with experience developing annual and multi-year revenue strategies, identifying new markets and business opportunities, and using data to inform sales, pricing, and growth initiatives.
• Demonstrated ability to build and maintain relationships with corporate executives, nonprofit leaders, event planners, associations, community organizations, and other key decision-makers.
• Strong understanding of venue sales, hospitality, catering, and event operations, with the ability to develop integrated solutions that support client objectives and organizational revenue goals.
• Exceptional communication, presentation, and negotiation skills, with the ability to represent NJPAC effectively with senior-level clients, partners, and stakeholders.
• Strong financial and analytical skills, including revenue forecasting, pipeline management, performance analysis, and data-informed decision-making.
• Demonstrated initiative, entrepreneurial thinking, sound judgment, and the ability to lead independently while collaborating effectively across departments and organizational levels.
• Strong organizational and project management skills with the ability to manage multiple priorities in a fastpaced, event-driven environment.
• Proficiency with Microsoft Office and CRM/sales management platforms.
• Interest in the performing arts and/or commitment to NJPAC’s mission preferred.
• Ability to work occasional evenings and weekends as required for client meetings, venue tours, networking opportunities, and organizational events.
NJPAC is an equal opportunity employer and is proud to offer a generous benefits package which includes medical, vision, dental, 401K with match, life, AD&D, PTO, sick time and discounted show tickets.
