Director, Client Development

Salary depends on experience
Posted on 11/22/17
5 - 7 years experience
Arts & Entertainment
Salary depends on experience
Posted on 11/22/17

The role:

The Client Development Director (CDD) will focus exclusively on our client accounts, concentrating on the needs of clients within a given segment. The CDD is responsible for managing, supporting, and servicing the account related needs of an assigned set of clients in addition to sourcing and securing new business.

What the job is:

  • Direct and collaborate on the development of an account management blueprint, ensuring maximization of revenue and renewals within our client base
  • Develop and implement strategies to upsell existing clients on products, programs, or services that drive ticket sales and revenue for your segment; track, monitor, and adjust plans to maximize results
  • Develop, share, and implement best practices for assigned market segments
  • Forecast clients’ tickets & revenue contribution to the segment’s annual business plan by developing client level business plans, including account strategy, profitability analysis, and program projections
  • Complete ad hoc sales operations support as requested
  • Monitor service levels provided by support teams to ensure SLA’s are being met
  • Coach and collaborate with others on client support, marketing, and account management teams to ensure effective, consistent communication of Ticketmaster’s capabilities, services, and relevant offerings for our clients
  • Responsible for retention of all clients within assigned portfolio, ensuring maximum margin levels through the renewal engagement
  • Comprehensively collaborate with a cross-functional team, providing distinct support functions to clients, ultimately maximizing client satisfaction scores
  • Identify new business opportunities, directing the client acquisition process against a set of annual sales goals
  • Proactively conduct strategic account reviews with all assigned clients on a regular basis to review service needs and sales trends. Identify products and pricing that meet client needs and business objectives
  • Development relationships with key system and product users providing product team with client feedback on product enhancements
  • Assist in the identification of opportunities for new products and enhancements for development of existing products
  • Address client concerns and ensure for the resolution of issues in a timely manner, with follow-up when appropriate
  • Deliver ongoing market analysis and assessment of competitors and market intelligence with a focus on the future and value creation
  • Maintain company’s contact management database (Salesforce) with accurate, up-to-date contact and account details
  • Monitor and report on the activities of competitors and potential collaborators identifying new business opportunities and threats
  • Coordinate responses of RFP’s
  • Retain accounts through the development of strong relationships with key decision makers and users within an organization

What a qualified candidate should possess:

  • BA/BS in Business, Marketing or related field (MBA preferred)
  • Minimum 5+ years of experience in the live entertainment industry with a strong focus on account management and account development
  • Excellent customer service, communication, and consulting skills
  • Experience with live event ticketing or real-time inventory management systems preferred
  • Analytical and strategic thinking
  • Proven track record of exceeding sales targets
  • Experience leading change in a complex matrix-oriented organization with strong emphasis on team development
  • Strong competence in Microsoft Word, Excel, PowerPoint & Salesforce
  • 25%-50% travelrequired

Equal Employment Opportunity
Ticketmaster strongly supports equal employment opportunity for all applicants regardless of age (40 and over), ancestry, color, religious creed (including religious dress and grooming practices), family and medical care leave or the denial of family and medical care leave, mental or physical disability (including HIV and AIDS), marital status, domestic partner status, medical condition (including cancer and genetic characteristics), genetic information, military and veteran status, political affiliation, national origin (including language use restrictions), citizenship, race, sex (including pregnancy, childbirth, breastfeeding and medical conditions related to pregnancy, childbirth or breastfeeding), gender, gender identity, and gender expression, sexual orientation, or any other basis protected by applicable federal, state or local law, rule, ordinance or regulation. 

We will consider qualified applicants with criminal histories in a manner consistent with the requirements of the Los Angeles Fair Chance Ordinance, for applicants in Los Angeles, California, and consistent with applicable laws in other areas.

JR-09271

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