Sales & Marketing Manager

Sales & Marketing Manager

Venue: O2 Academy Edinburgh

Company: Academy Music Group

Location: Edinburgh

Reports to: General Manager

Working Hours: Full-time

Job Type: Permanent

Role

The Sales and Marketing Manager at O2 Academy Edinburgh leads the corporate business team developing, managing, and delivering inbound sales enquiries from ideas to live events and contributes to the short and long-term revenue and profit plans for the Venue.

They are responsible for specifically and individually developing the non-music part of the venue business plan to fit in, and around, the core music business and to do so profitably and successfully. By recognising the best opportunities, this ensures we can successfully deliver projects to maximise sales, customer satisfaction, the number of customers and venue to booker relationships. As Head of the department, you will be focused on continuing growth, proactively increasing the number of non-music events, including (but not limited to) National Awards Evenings, conferences, exhibitions, weddings, private parties and special events and you will continue to do everything you can to enhance our reputation and our standing in both the local community and wider afield.

Our team

The Sales and Marketing Manager, a leadership role, is tasked with continuously developing our prestigious reputation and well-established Edinburgh venue, where our shows and events are as diverse as the individuals within it. We are passionate about delivering the very best program of live entertainment for everyone. The successful candidate will inspire and support our innovative team and contribute to our inclusive culture, where collaboration is at the heart of everything we do, from initial enquiry to event date and after.

About you

• Extensive knowledge of the MICE (Meetings, Incentives, Conferences, Exhibition) business sector
• The ability to manage a committed and motivated Sales Team
• Excellent negotiation, communication, and proven project management skills
• Ability to negotiate and represent the venue at internal/external forums
• Established sales and marketing experience and exposure to marketing disciplines
• Experience of database systems and an understanding of their usefulness with the ability to incorporate and synergise available information to benefit the venue and our clients
• The ability to meet targets as set by the venue General Manager
• Competent in Microsoft Office, and with the ability to adapt to new administrative systems for you and your wider team

What we need

• Demonstrable leadership and motivation of others
• Detail oriented
• Decisive yet flexible
• Highly organised, focusing on attention to detail
• Strong ability to multi-task
• Ability to remain calm and think clearly throughout periods of immense stress
• Desire to work with, relate to and please a wide variety of personalities
• Ability to manage a wide range of tasks and willingness to easily transition between responsibilities as required
• Punctuality
• Energetic and highly personable, social, reactive, and creative
• Motivated to achieve results
• Enthusiasm for the live events and MICE events
• Flexibility to work irregular hours (weekends/evenings/public holidays) is always required.
• Willingness to build positive working relationships
• A proactive approach to problem-solving and can negotiate solutions
• Ability to undertake the demands of event management in the live environment
• High standards

What you’ll be doing

• Manage the design and delivery of in-house events to ensure agreed objectives are achieved within budget and with available resources.
• Monitor and increase sales performance in non-music sectors to ensure delivery of business objectives
• Continue upward growth trends within the non-music sector, delivering annual increase in all sectors within the non-music department
• Represent the venue on projects initiated by other business areas in the city and around Scotland. Ability to manage and influence activity remotely and through third party channels is critical to the role. Initiate and maintain successful internal and external customer working relationships to obtain co-operation on product, sales, and retention initiatives.
• Promote the awareness of the venue by attending external events, and encourage your team to do similar activities.
• Prepare short, medium, and long-term sales retention and increase business plans for the venue and submit to the General Manager for approval. Monitor performance and take corrective action as appropriate.
• Negotiate and recommend product genre/programming, process, and communication improvements to develop sales and retain customers. Ensure accuracy and compliance alongside increased revenue and customer satisfaction.
• Develop and maintain sales reports measuring/analysing customer, competitor, and management information to aid future developments and improve customer retention and to attract new audiences. Feed up ideas and make recommendations to the General Manager for the development of the business.
• Understand the Edinburgh corporate sales sector and what is happening in the industry
• Ensure prompt and accurate response times for every enquiry are met.
• Oversee and manage bespoke proposals, cost calculators, contracts, billing, invoicing, and payment procurement in an organised and timely manner
• Ensure agreed pricing structures are adhered to at all times.
• Encourage all enquiries to convert to a show-round initially then, followed by way of contract and deposits being paid, convert to confirmation
• Produce reports, including all updated bookings; new enquiries, newly confirmed and regretted business on a weekly basis and present to the General Manager as required
• Maintain a live bookings tracker, to include status of all events currently being worked on
• Regularly review upcoming events sheets and have thorough understanding of all requirements on all upcoming events being delivered through the sales office
• Ensure all final details and related information relevant to the event in client files and function sheets, including but not limited to, final guest count, day-of timeline, menu selections, linens, room layout, vendor information, and special requests
• Ensure the members of your team are actively inspecting event rooms prior to the start of each event – ensure room setup, signage, menu, etc. conforms to function sheet and always liaise with event manager during the build up to the event
• Oversee the setup and break down of the outdoor and indoor areas and always liaise with event manager during the build up to the event
• Continually observe and assist the operations team and catering management team where necessary during the entire event. Support the event manager in ensuring that all details are performed as per the function sheet
• Conduct regular competitor analysis research reviews to ensure we are fully aware of what alternative venues are offering and what we need to do to stay ahead of the competition
• Proactively generate opportunities by setting up systems to monitor what is happening in the market. Report proactive opportunities and leads
• Any other duties the General Manager may deem appropriate

Equal opportunities

We are passionate and committed to our people and go beyond the rhetoric of diversity and inclusion. You will be working in an inclusive environment and be encouraged to bring your whole self to work. We will do all that we can to help you successfully balance your work and home life. As a growing business we will encourage you to develop your professional and personal aspirations, enjoy new experiences, and learn from the talented people you will be working with. It’s talent that matters to us and we encourage applications from people irrespective of their gender identity, race, sexual orientation, religion, age, disability status or caring responsibilities.

Reality check

While this is a great opportunity in an exciting industry, this is not just a chance to see shows for free! The role is not your ordinary nine-to-five, and the industry is demanding, with sometimes long and unsociable hours. The excitement and energy of the shows and events we create comes from the hard work and dedication we commit to our work, and this position is no exception so get ready to bring your very best to the role.

Our Company

Academy Music Group (AMG) is the UK’s leading owner and operator of live music and entertainment venues with award-winning credentials. Several of our historic theatres are unique institutions of British music and culture and our vision is to inspire artists and audiences by hosting unforgettable live performances.

AMG is part of Live Nation Entertainment which is the world’s leading live entertainment company comprised of global market leaders: Ticketmaster, Live Nation Concerts, LN Media and Artist Nation Management.

APPLICATION DEADLINE: 19TH NOVEMBER 2024. We reserve the right to close applications at any time.