Relentless Events - Director of Private Events

M&T Bank Stadium, 1101 Russell Street, Baltimore, Maryland, United States of America Req #264

Relentless Events

Director of Private Events

Dept: Operations

Position Reports To: Director of Sales / VP of Retail and F&B Operations

Full-Time / Exempt

Job Description

M&T Bank Stadium in Baltimore is launching an exciting phase of reimagination, with multiple new premium areas to be used for private events on non-gamedays. Relentless Events, a partner of the Baltimore Ravens, is a brand-new private event business out of M&T Bank Stadium. Relentless Events will host 145+ events annually in and around the spaces of M&T Bank Stadium. Relentless Events is a growing and entrepreneurial business that will host private (and eventually ticketed) events of all types. The Relentless Events Director of Private Events will take the lead in selling and booking all areas of the stadium on non-gamedays, constructing a team to execute private events efficiently, and managing the coordination of third-party vendors and catering. They will provide leadership in building the revenue vertical through a go-to-market strategy annually as new premium spaces debut, while producing P&L’s that provide meaningful results for the organization. The Director of Private Events will provide vision for sales and operations through an entrepreneurial spirit in growing this business, while proactively securing private event rental revenue through outreach and relationship building with hotels, visitors’ bureaus, convention centers, event planners throughout the region, and other essential event industry stakeholders. Their role will ensure successful event outcomes to position M&T Bank Stadium as the preeminent venue in the region for private events.

Job Responsibilities

Develop a go-to-market strategy for new premium spaces at the stadium
Provide operational guidance for stadium event spaces, working collaboratively with stadium partners
Hire operations, administration, and sales support staff to build business through initial growth stage
Lead and mentor a team of sales and operations staff to ensure high performance and developmental growth
Aggressively prospect new clients through farming relationships throughout the region, and across the industry
Lead the sales process from outreach/inquiry, through introduction to concessionaire and third-party vendors
Contract with clients, overseeing the introduction process to catering and operators
Monitor and analyze performance metrics for each event to ensure profitability for private events vertical
Identify cross-selling opportunities through hospitality and sponsorship
Tour prospective clients in stadium spaces alongside concessionaire and third-party vendors, ideating on expansion of event opportunities
Continually analyze pricing structures, find monetization opportunities, creatively establish revenue-bearing solutions that fit client needs
Hit annual revenue targets, and net revenue goals; hold P&L responsibilities for private events vertical
Work cohesively with stadium concessionaire leads, and third-party event operators on the execution of each event
Manage annual budgets, negotiate contracts with vendors and suppliers
Attend tradeshows and networking events both local and non-local to ensure M&T Bank Stadium is at the forefront of thought for hosting events in the Balt-Wash region
Coordinate with stadium operations department on calendar weekly with perfect detail on when certain stadium spaces are being utilized
Represent the organization in a positive manner while acting as the client liaison, providing the utmost customer service from outreach/inquiry to execution
Create marketing materials for all current and future rental spaces at the stadium
Constantly review processes and effectively communicate with clients as the process turns over to catering and event management/operations team

Qualifications

Minimum 8 years of related experience in the private events sector, with at least 3 years in a leadership capacity
Understanding of the market, the key relationships, and the private events industry at large
Proficient with Microsoft platforms, as well as ability to leverage booking and event management software
Entrepreneurial focus on growing the private events vertical through grassroots, and in turn, mass marketing efforts
Ability to facilitate coordination of multiple stakeholders for each event
Strong organizational and project management skills, with the ability to manage multiple stadium partners and vendors
Have insights into catering operations, event execution best-practices
Previous role within a sales vertical, success in hitting sales goals, with continual prospecting
Experience with operating within a budget, comprehension of operating within a P&L in the private events industry, with the ability to forecast and adjust future projections
Willingness to work evenings, weekends, and holidays as needed

Salary & Benefits

Range: $105,000 - $125,000 plus incentive bonus (Range TBD for start – 3/31/2025)
Company-paid health insurance, including health and vision. Dental insurance also provided with minimal employee contribution
Paid time off to include 3 weeks of vacation and 5 personal/sick days

How To Apply

To be considered for this position, applicants must complete the online application and submit a resume and cover letter. Any applications that are missing the required information will not be considered.

As an equal opportunity employer, we consider candidates from all backgrounds and identities. We encourage individuals from all ethnicities, sexual orientations, gender identities, socio economic status, as well as military veterans and individuals with disabilities, to apply.

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