Senior Director Client Development – Strategic Accounts
Location: London, Manchester or Glasgow (Hybrid)
Division: Ticketmaster UK
Line Manager: SVP Client Development
Contract Terms: Permanent, 40 hours per week
THE JOB
Lead a team within the Client Development department developing the Strategic Accounts for the UK’s largest ticketing company.
The role will ensure we retain our leading position in the event ticketing market through great partnership, supporting innovation, and delivering real value to our key clients, whilst also supporting business activity from new opportunities of scale and maximizing the return from our investments.
The role will be expected to engage and build relationships with clients at a senior level, providing consultative support to achieve their commercial goals and ensuring effective utilization of Ticketmaster’s industry-leading product set. The Senior Director Strategic Accounts will leverage extensive industry experience to be a trusted voice and true partner to our Strategic Clients being integral to their own ticketing and distribution strategies.
The role will also liaise with Ticketmaster’s own Product teams for both Marketplace and Enterprise to ensure the product strategy delivers against the requirements of the Strategic Accounts and to improve efficiency in servicing those accounts at an operational level.
The role will be an excellent storyteller backed up by a track record of delivering first-class results against targets set. The role will work closely with the VP of Business Development on tenders and proposals for new Strategic Clients.
The Senior Director Strategic will manage Client Development Account Managers, with remits dividing day-to-day requirements of our portfolio of Strategic Accounts.
WHAT YOU WILL BE DOING
- Responsible for the creation and delivery of the business development strategy for Strategic Accounts.
- Manage the Strategic Account Managers who will be the day-to-day points of contact for Strategic Accounts. Ensure monthly engagement with Strategic Accounts at a senior level to discuss future initiatives and progress against an agreement development plan for their account ensuring renewal of existing contracts.
- Work with the VP Client Business Development on commercial proposals for new business assessing the viability and risk of projects especially when it relates to ongoing management and development. Join pitch processes as appropriate to ensure consistency from signing through delivery and development of new strategic accounts.
- Be the lead point of contact for the key stakeholders of our Strategic Accounts, ensuring we deliver against our shared goals, and offering the best service possible to ensure the renewal of existing contracts.
- Maintain a top to bottom P and L for Strategic Accounts including Marketing Campaigns and spending.
- Lead regular stakeholder meetings for key Strategic Accounts
- Co-ordinate cross-functional teams to deliver Strategic Account objectives, acting as project lead, ensuring client services, product and marketing teams are appropriately briefed, and able to meet defined deliverables.
- A contributing member to the TMUK Senior Leadership team from Client Development, representing the development of Strategic Accounts for the UK.
- Contribute to the UK and Ireland B2B marketing, brand and communications strategy, to ensure impact among existing and prospective Strategic Accounts.
- Manage the Client Development Account Managers
- Act in an advisory and consultative capacity for strategic communications in the UK including positioning and key messages both internally and externally to industry and client
- Demonstrate detailed knowledge of Ticketmaster’s offering to assist the Sales Enablement Executive in the development of effective presentations of company technology, data analytics, marketing reach and client services.
- Take ownership of key projects in relation to operational efficiency, product implementation and revenue maximisation.
- Ensure the Client Development Account Manager maintains accurate records of all sales, prospecting and renewal activities for Strategic Clients. Utilise that data to provide sales forecasting for Strategic Accounts.
- Drive incremental revenue and profit through the deployment of Ticketmaster’s ancillary products, premium services and pricing tools across new and existing Strategic Accounts, advocating for the commercial benefit of these at the Senior level while ensuring the Client Development Account Manager is managing implementation and use at the operational level.
- Act as a key point of escalation for problems, internally and for clients.
- Provide consultative advice for clients in areas related to pricing, implementation of technology, marketing strategy and data privacy, and work with Sales Enablement Executive to document the output of such consultation for future use.
- Represent the company at trade exhibitions, events and demonstrations and networking events, as well as undertaking business development/client entertainment where appropriate.
- Formulate a strategy to raise both your personal and Ticketmaster’s profile within the entertainment industries.
- Lead the development and own key strategic relationships across a range of decision-makers, influencers and gatekeepers within the entertainment industries.
- Champion projects internally, raising profile and awareness across Ticketmaster UK and Ticketmaster International
- Regional travel as required to meet business needs and commitments.
- Deliver presentations on the business performance across all areas of responsibility at the regular Client Development QBR meeting.
- Oversight of the Client Development Marketing & Insights Executive and EA to RVP UK & IE in planning industry events and partnerships to support the Strategic Accounts function in the UK.
WHAT YOU NEED TO KNOW (or TECHNICAL REQUIREMENTS)
- Proven demonstrable experience in a client-facing capacity in the ticketing industry or BTB sales in a similar field (ideally with established relationships with venue owners, promoters and event organisers).
- A proven experience and understanding of marketing at a senior level
- Understanding of the Ticketmaster product range (desirable but not essential).
- People management and development
- Experience working in a fast-paced environment.
- Excellent communication and interpersonal skills
- Multitasker who is proactive, logical and is able to handle several projects at once.
- Proficiency in PowerPoint essential.
- Salesforce experience, desirable.
YOU (BEHAVIOURAL SKILLS)
- Excellent Communicator (presentation, story tell and industry language)
- Natural collaborator and influencer who is able to extract value
- Able to develop creative solutions through self-motivation
- An achiever with a strong commercial orientation
- A strategic thinker without being over intellectual
- Agile enough to be a lone contributor, team player or influencer
- Confidence to represent Ticketmaster brand and values in all clclient-facingnvironments
LIFE AT TICKETMASTER
We are proud to be a part of Live Nation Entertainment, the world’s largest live entertainment company.
Our vision at Ticketmaster is to connect people around the world to the live events they love. As the world’s largest ticket marketplace and the leading global provider of enterprise tools and services for the live entertainment business, we are uniquely positioned to successfully deliver on that vision.
We do it all with an intense passion for Live and an inspiring and diverse culture driven by accessible leaders, attentive managers, and enthusiastic teams. If you’re passionate about live entertainment like we are, and you want to work at a company dedicated to helping millions of fans experience it, we want to hear from you.
Our work is guided by our values:
Reliability – We understand that fans and clients rely on us to power their live event experiences, and we rely on each other to make it happen.
Teamwork – We believe individual achievement pales in comparison to the level of success that can be achieved by a team
Integrity – We are committed to the highest moral and ethical standards on behalf of the countless partners and stakeholders we represent
Belonging – We are committed to building a culture in which all people can be their authentic selves, have an equal voice and opportunities to thrive
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 homelife. 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, race, sexual orientation, religion, age, disability status or caring responsibilities.
