Qualifications
Responsibilities
Benefits
THE ROLE
The Senior Director, Business Development, Amplify - Production & Delivery is responsible for leading the development and growth of client opportunities across Amplify’s production, creative, experiential, hospitality, and delivery capabilities.
This role is responsible for building and maintaining senior-level client relationships, identifying new business opportunities, leading RFP responses and pitches, and translating client objectives into compelling, commercially viable solutions. The Senior Director will help bring together strategy, creative, production, experience design, account leadership, program management, marketing, legal, and operations to create work that is rooted in client objectives, connected to culture, and made possible through On Location’s unparalleled access to the world’s leading sports and entertainment rightsholders.
The role will work in tandem with the division’s leads and other team members as well as key workstreams—including, but not limited to, commercial strategy, marketing, legal, creative, production, and operations—to meet and exceed client expectations while creating effective and efficient processes and a positive and productive working environment.
This is a strategic, commercially minded role requiring equal strength in relationship development, business development, storytelling, presentation, negotiation, collaboration, and delivery excellence.
Success in this role will be demonstrated through the development of a strong and qualified business pipeline, the creation of trusted client relationships, the conversion of opportunities into commercially sound business, and the successful transition of sold work to Production, Program Management, and Operations teams.
The Business Development Director will help Amplify win new business, consolidate and expand existing client relationships, strengthen the division’s market position, and create experiences that meet or exceed client and guest expectations.
ESSENTIAL FUNCTIONS & RESPONSIBILTIES
This job description is not designed to cover or contain a comprehensive listing of the employee's activities, duties, or responsibilities for this job. Duties, obligations, and activities may change at any time with or without notice.
Primary Responsibilities:
o Develop and execute business development strategies that grow Amplify’s production, creative, experiential, hospitality, and delivery business.
o Identify, qualify, and prioritize prospective clients, partners, brands, agencies, rightsholders, and organizations with a need for customized live experiences and production solutions.
o Build and maintain a qualified pipeline of new business, account expansion, repeat business, cross-property opportunities, referrals, and strategic partnerships.
o Develop a clear understanding of client businesses, audiences, brand priorities, commercial objectives, decision-making processes, and desired outcomes.
o Create opportunity and account strategies that identify key stakeholders, client needs, competitive considerations, required capabilities, and the path to engagement.
o Identify opportunities to expand existing client relationships and connect clients to the broader capabilities of On Location, Amplify, and Platinum.
o Help define and evolve Amplify’s market position, service offerings, sales materials, case studies, and thought leadership.
o Monitor relevant trends across sports, entertainment, fashion, travel, hospitality, culture, experiential marketing, and live events to identify opportunities and inform business development strategies.
Client & Account Leadership
o Develop and maintain client relationships from initial contact through proposal, contracting, production, delivery, and post-event review.
o Serve as a senior point of contact and trusted advisor to clients and prospective clients.
o Lead discovery meetings, client briefings, site visits, familiarization visits, workshops, capability presentations, and executive-level meetings.
o Translate client briefs, business objectives, audience insights, and cultural context into clear internal opportunity briefs and actionable next steps.
o Ensure a continued understanding and appreciation of the wider business objectives of On Location and the client.
o Build credibility with clients by connecting creative ambition to practical delivery, budget, timelines, operational realities, and the guest journey.
o Maintain consistent communication, follow-up, documentation, and accountability across the opportunity and client lifecycle.
o Work in close coordination with Program Management and delivery leads to maintain client alignment from initial engagement through execution.
o Participate in client meetings, events, site visits, rehearsals, production reviews, and post-event reviews as required.
RFPs, Proposals & New Business Pitches
o Lead the development and delivery of RFPs, RFIs, proposals, capability presentations, pitch decks, and other responses to client briefings.
o Own the commercial narrative and ensure proposals clearly connect client insight, strategic opportunity, experience concept, production approach, business value, and expected outcomes.
o Coordinate contributions from Strategy, Creative, Experience Design, Production, Program Management, Marketing, Finance, Legal, Operations, and other functional areas.
o Develop clear scopes of work, deliverables, milestones, assumptions, budgets, and commercial frameworks in partnership with the appropriate internal teams.
o Lead pitch preparation, presentation, and follow-up with confidence, strategic rationale, and strong storytelling.
o Ensure proposals are accurate, differentiated, commercially viable, operationally achievable, and aligned with approved capabilities and timelines.
o Partner with Creative and Production leadership to present solutions that are both compelling and executable.
o Capture learnings from wins, losses, client feedback, and post-pitch reviews to improve future business development efforts.
o Research, gather, organize, author, edit, assist with design, and/or produce written materials, including executive summaries, case studies, credentials, conclusions, and client-facing presentations.
Production & Delivery Partnership
o Partner closely with Production, Creative, Experience Design, Program Management, Operations, and other delivery teams to develop customized and cost-efficient client solutions.
o Bring delivery considerations into the earliest stages of opportunity development, including scope, schedule, venues, vendors, staffing, fabrication, technical requirements, hospitality, entertainment, guest movement, safety, accessibility, and on-site operations as applicable.
o Help develop hospitality and experiential solutions for public and private events, including catering, entertainment, brand and sport activations, athlete appearances, VIP experiences, press and media events, and other curated guest programming.
o Ensure every proposed solution aligns with client objectives, budgets, operational realities, production requirements, and delivery timelines.
o Identify assumptions, dependencies, risks, exclusions, and open decisions during the business development process and ensure they are clearly documented and resolved.
o Coordinate an effective handoff from business development to the accountable Production, Program Management, and Operations teams following contract award.
o Ensure client commitments, scope milestones, budgets, timelines, deliverables, and approval requirements are clearly communicated to the delivery team.
o Remain engaged as a senior client partner through delivery while respecting the ownership of the accountable Production, Program Management, and Operations leads.
o Support continuous improvement by incorporating client feedback, delivery learnings, and post-event observations into future solutions and proposals.
Commercial & Financial Management
o Partner with Finance and leadership to develop commercially sound budgets, forecasts, pricing approaches, and financial proposals.
o Forecast, qualify, and maintain business development budgets and opportunity projections.
o Understand the relationship between scope, cost of goods sold, production expenses, staffing, vendors, contingency, margin, and client value.
o Support the preparation and review of scopes of work, deal structures, change orders, and contract-related commercial terms.
o Track assigned portions of P&L, revenue, expenditures, and financial commitments as required.
o Partner with Legal and leadership to ensure that contractual commitments, obligations, approvals, and risks are clearly understood before execution.
o Maintain accurate pipeline, opportunity-stage, activity, forecast, and client information in Salesforce, Airtable, and other relevant systems.
o Support accurate commercial and financial handoff to delivery teams, including approved budgets, billing assumptions, client commitments, and contract terms.
Cross-Functional Partnership
o Partner closely with Strategy, Creative, Experience Design, Production, Client Services, Program Management, Marketing, Finance, Legal, Operations, and other workstreams.
o Communicate expectations and establish clarity regarding job responsibility, task ownership, decision rights, timelines, and next steps.
o Lead effective opportunity meetings, solutioning sessions, pitch preparations, and client-readiness reviews.
o Identify, understand, and remove roadblocks across workstreams.
o Develop, document, and implement business development procedures, systems, templates, and operational efficiencies.
o Participate in team and leadership meetings, pipeline reviews, forecast meetings, post-event review meetings, and process review or improvement meetings as needed.
o Maintain organized records, accurate documentation, and clear version control for client, proposal, budget, and contract materials.
o Foster an environment for participation, engagement, collaboration, accountability, and continuous quality improvement.
o Maintain a customer-first approach by looking at the entire event ecosystem through the lens of the customer journey.
Team Leadership & Development
o Mentor and support Business Development team members and cross-functional contributors as applicable.
o Where applicable, participate in hiring, onboarding, performance management, team development, staff training, workload planning, and development of direct reports.
o Set a high standard for client service, preparation, follow-through, commercial judgment, collaboration, and quality of work.
o Encourage knowledge sharing and the continued development of production, delivery, industry, and client expertise across the team.
o Lead by example, model our core values, set the pace for the rest of the team, and inspire creativity, innovation, and accountability.
Other Duties & Responsibilities:
o Work both independently and as part of a team environment.
o Troubleshoot, anticipate, and act proactively on business development, client, production, and delivery matters.
o Maintain and manage relationships with clients, venues, vendors, suppliers, agencies, rightsholders, and other partners as required.
o Support the development of training, learning, and onboarding materials for Business Development and client-facing teams.
o Provide input on performance reviews, bonuses, and merit increases as applicable.
o Complete expense reports, invoice documentation, budget reconciliations, and other administrative requirements as needed.
o Protect confidential client, commercial, financial, contractual, and company information.
o Execute all other duties assigned by the team or leadership.
Travel:
Expected travel may range from 15–20% annually and may include one to two months of continuous travel during rightsholder events. Travel may include client meetings, site visits, familiarization visits, pitches, production planning, installations, events, and post-event reviews.
QUALIFICATIONS
Required Education and/or Experience, Knowledge, Skills, and Abilities:o Experience in a management or senior business development position, with a minimum of 15+ years of experience, preferably in the experiential agency, sports, entertainment, travel, hospitality, or live-events industries.
Our team will look into this right away.
