Sales Manager - Special Events

Live Nation - Houston, TX (30+ days ago)4.1

Job Summary:
HOB Entertainment, a division of Live Nation Entertainment, offers exceptional club venues nationwide. House of Blues Venues provide several genres of live music, from Rock, Hip Hop, Country, Rock en Español, Blues, Jazz, Reggae and Pop. House of Blues venues are also known for their southern-style cuisine, juke-joint inspired atmosphere and the World Famous Gospel Brunch.

House of Blues opened its doors on Thanksgiving Day in 1992, serving its first meal to the local shelters. Since opening, House of Blues has been committed to giving back to the community through the International House of Blues Foundation.

Who are you?

Passionate and motivated. Driven, with an entrepreneurial spirit. Resourceful, innovative, forward thinking and committed. At Live Nation Entertainment, our people embrace these qualities, so if this sounds like you then please read on!

The Role:
Sell and organize parties and special events by market segment as determined and assigned by the Director of Sales. Accountability for the success of the Special Events department in conjunction with the Director of Sales.

I. Financial Performance of Department(s)

Aggressively ensure that revenue is generated in accordance to individual sales quota established by DOS and track financials per market segment, per month and per quarter.
Assist DOS in creating annual sales plans for each market segment; Convention, Association, Incentive, Tour &Travel, Social, Local, Corporate; SMERF, DMC, etc.
II. Essential Duties

Meet and exceed individual sales goals
Consistently fulfill sales call quotas and required tracking protocol
Complete understanding of competitive set as well as key points to sell against such venues
Handle initial phone call and electronic inquiries in a timely manner (within 24 hours)
Develop a complete, comprehensive targeted list of companies/organizations within assigned categories
Build, maintain and target client database (from internal and external sources): convention business, tour operators, meeting planners, party planners, corporate, social, concierges, non-profit, fundraisers, DMC’s, etc.
Develop and maintain positive relationships with Convention & Visitors Bureau, professional organizations, local chambers of commerce, local hotels and vendors
Ensuring optimal perception of HOB Houston within the community as well as within professional organizations
Maintain Live Nation Standards for policies and procedures as outlined in the Code of Conduct and Employee Handbook
With DOS, ensure and monitor that all required reports (SEO’s, monthly calendar, contacts made, forecasting, trackers, financial rectification, ROME flashes, initiatives, etc) are fulfilled and distributed in a timely manner for proper planning
Maintain accurate event financial records and adhere to required departmental and organizational processes/protocol
Generation of proposals
Generation of Special Events Orders
Contract negotiations
Generation of contracts
Post event correspondence
Supply requisitions
Client relations
Maintain and communicate current event information on talent calendar
Ensure accurate file maintenance (Caterease and Rome)
Complete working knowledge and expertise in use of Caterease, Cendyn, Exact Target, Rome, Hoovers, etc.
Management of software programs affiliated with the department; Caterease, Cendyn, Exact Target, Rome, Hoovers, etc.
Understanding of all operational department responsibilities, capabilities and limitations, to smoothly ensure maximum guest satisfaction, event execution and operational communication
Ensure staffing levels are fulfilled by the Logistics Manager
III. Sales

Solicit new and existing clients to meet / exceed budgetary sales expectations
Create internal/external promotional programs and track results
Fulfill expectations outlined within the strategic monthly sales plan, monthly initiatives, SMART plan, annual goals, competitive analysis and other reports requested / required
Develop sales strategy for defined market segments, industries & conventions
Build and maintain client database(s) in Caterease & Exact Target
Actively solicit business through local civic and business organizations (Convention Bureau, Chamber of Commerce, MPI, HSMAI, ISES, PCMA etc.)
Assist in development of sales collateral material
Assist in updating of venue sales website, on-line venue listings and assigned social media applications
Attends tradeshows, networking events, sales blitzes and other off-site sales efforts at the direction of the Director of Sales
Geographically determine and participate in marketing the venue to trade shows, both locally and nationally at the Director of Sales direction

In addition to the performance of essential job functions the Sales Manager will be evaluated on the following qualities:

Professional Appearance
Punctuality and Attendance
Attitude and Teamwork
Job Skills / Productivity
Communication (Written and Verbal)
Adherence to Company Policies
Working Relationships

Competencies and Skills Required:
Competency Title


Strategic Decision Making

Advanced MS Office Skills

Building Trust

Advanced Managerial Finance

Interpersonal Skills

Formal Presentation Skills

Planning and Organization

Food Knowledge


Liquor and Wine Knowledge

Customer Focus

Employment Law Knowledge

Action Orientation

Social Media Tools

Sales Ability/Persuasiveness

Work Standards

Action Orientation

Minimum Requirements:
(State or County Licensee or Certification Requirement)/ Responsible Alcohol Awareness Training Certification or Equivalent
Working knowledge of local and regional markets, special event operations, computers (Windows environment, spreadsheet, databases, word processing) and guest relations.
Must have comprehensive knowledge of food and beverage preparations, service standards, guest relations and etiquette.
Skilled in interpersonal communications, organizational concepts and financial knowledge.
Ability to delegate, follow up, relate to staff and guests / clients in a positive effective manner.
High school diploma required.
Three to five years sales experience in the hospitality industry.
Tolerance of all cultures, music and art forms

Bachelor’s Degree

Physical Work Demands:
Ability to work in a very fast paced environment with considerable noise and interruptions. Must be able to change activity frequently.
Physical activities include walking, talking, seeing, hearing, pushing, balancing, stooping, crouching, kneeling, handling. Must be able to grasp and hold very small objects.
Ability to walk and stand for long period of time.
Ability to lift and carry objects up to 35 pounds.
Flexible Schedule (days/nights, weekends).
If the above description sounds like you and fits your background, apply online at to join the Live Nation Entertainment team today!

Applicants for employment in the U.S. must possess work authorization which does not require sponsorship by the employer for a visa.

Live Nation Entertainment strongly supports equal employment opportunity for all applicants regardless of race, color, religion, sex, gender identity, pregnancy, national origin, ancestry, citizenship, age, marital status, physical disability, mental disability, medical condition, sexual orientation, genetic information, or any other characteristic protected by state or federal law.

The preceding job description has been designed to indicate the general nature and level of work performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of employees assigned to this job.

Live Nation Entertainment recruitment policies are designed to place the most highly qualified persons available in a timely and efficient manner. Live Nation Entertainment may pursue all avenues available, including promotion from within, employee referrals, outside advertising, employment agencies, Internet recruiting, job fairs, college recruiting and search firms.