Manager, Custom Business Development

Who We Are:

On Location is a premium experience provider, offering world class hospitality, ticketing, curated guest experiences, live event production, and travel management across sports, entertainment, and fashion. From unrivaled access for corporate clients to guests looking for fully immersive experiences at marquee events, On Location is the premier and official service provider to over 150 iconic rights holders, such as the IOC (Paris 2024, Milano Cortina 2026, LA 2028), NFL, NCAA, UFC and PGA of America, and numerous musical artists and festivals. The company also owns and operates a number of unique and exclusive experiences, transforming the most dynamic live events into a lifetime of memories. On Location is a subsidiary of Endeavor, a global sports and entertainment company.

Endeavor is a global sports and entertainment company, home to many of the world’s most dynamic and engaging storytellers, brands, live events, and experiences. The Endeavor network specializes in talent representation through entertainment agency WME; sports operations and advisory, event management, media production and distribution, and brand licensing through IMG; live event experiences and hospitality through On Location; full-service marketing through global cultural marketing agency 160over90; and sports data and technology through IMG ARENA and OpenBet. Endeavor is also the majority owner of TKO Group Holdings (NYSE: TKO), a premium sports and entertainment company comprising UFC and WWE.

The Manager, Custom Business Development - Custom Programs position is a key role within the On Location Olympic and Paralympic Games Stakeholder and Custom Travel team responsible for the business development and account management for a host of clients, including corporate buyers, HNWI, as well as sponsors, national federations, licensees, suppliers, donors, and other stakeholders of National Olympic Committees (NOCs), International Federations, the IOC and IPC. A strong sales background in a global events position paired with an understanding of the Olympic Movement is critical. This role will also be responsible for developing and/or adapting effective sales collateral and communications that appeal to this specific audience. This role will also manage the client account throughout the planning and execution stage, working in close relationship with the Program Management team to deliver the contractual program elements. Working with others on the Stakeholder, International Relations, and Custom Travel team members as well as those across On Location workstreams, including but not limited to Sales, Marketing, and Games Services will be inherent.

Business Operations

• Provide general support to the Custom Travel & Stakeholder Relations team as needed 

• Develop and maintain a strong working relationship with all functional areas / workstreams; available to assist other related projects, as needed 

• Maintain working knowledge in the following areas:

  • Commercial and Stakeholder Product Offerings and Inventory

  • Olympic venue locations and event schedules 

  • Authentic cultural experiences and local interests, specifically as it relates to B2B, corporate guests, and HNWIs

• Author and distribute event-related communications to applicable staff  

• Ensure a continued understanding and appreciation of the wider business objectives of On Location and the client

• Execute all other duties assigned by the team or leadership 

Business Development

• From initial contact to the contracting phase to execution -- develop and maintain relationships with corporate clients to drive the Olympics Custom Groups business, with a special focus on the Asia Pacific market

• Identify the unique hospitality requirements of each client, cultivate the relationship and champion their needs to grow revenue opportunities and design the most optimal product and program solutions depending on client business objectives

• Build and manage event budgets during the ideation and curation process, with oversight from the Director and other key function areas, to ensure the proposed and sold experiences are financially sound

• Author, edit, assist with design, and/or produce proposal materials

• Manage the contracting process, including negotiations, escalations, and approvals/signatures for mutually “win-win” solutions and ensure On Location receives the best available rates in the market for guest experiences

• When required, support the development and delivery of RFIs, RFPs, and/or other responses to client briefings with support from other functional areas and team members

• Maintain client records in the CRM/database (Salesforce) and inventory management system (Optimo)

Account Management

• Work in close coordination with the Program Management team on all business development opportunities and feasibility of programs and solutions offered

• Analyze and review financials relating to post-event sales, event expenses, payments, reconciliations, client reporting, and general ledger allocations

• Review post-event notes and client surveys to ensure brand quality standards are achieved 

• Maintain the collection, input, and documentation of event summary information (e.g., historic sales reporting, event survey, and financial client reporting, actuals to accounting, check approval)

• Assemble information from functional areas, including objectives and deliverables, implementation, processes, timelines, staffing needs, budgets, etc.

• Onsite attendance at events and client meetings/site visits as required

• Research, gather, organize, author, edit, assist with design, and/or produce written materials; revise drafts including executive summaries, case studies, and conclusions

Other Duties & Responsibilities:

• Assist in the development, documentation, and implementation of specific procedures, systems, and operational efficiencies

• Conduct and/or participate in Team and Leadership Team meetings, as needed

• Provide leadership / feedback on process development / improvement during meetings 

• Participate in post-event review meetings regularly

• Conduct process review / improvement meetings regularly  

• Monthly expense and/or event budget reconciliations, as needed

• Drive focus on Continuous Quality Improvement

• Maintain a customer-first approach by looking at the entire event ecosystem through the lens of the customer journey

• Lead by example, model our core values, and set the pace for the rest of the team while inspiring creativity and innovation  

• Extensive collaboration and communication within the team and across workstreams  

You Have These

• Bachelor's Degree in Hospitality, Business Development, Account Management, or a related field, or equivalent experience required

• Experience in a management position (minimum of 5+ years), preferably in a B2B role or within the travel and hospitality industry

• Proficiency in Salesforce, Keynote (Apple), Microsoft Office applications (particularly Excel, Outlook, and PowerPoint), and Adobe (particularly InDesign and Photoshop)

We’d Love If You Also Have These: 

• Proven record of building and maintaining client relationships and managing complex corporate accounts

• Experience with B2B, corporate groups, and/or high-touch guest services, experience execution and/or event operations

• A hands-on approach with the ability to execute customized and curated solutions for B2B and/or corporate clients  

• Understanding of the entertainment landscape including the business of sports, fashion, culinary, and other cultural verticals

• Exceptional interpersonal skills – a collaborative style and ability to communicate effectively at all levels with strong oral, written, and presentation skills

• A creative, innovative, and strategic thinker with excellent time-management, organizational and supervisory skills as well as the ability to thrive in a high-pressure, deadline-driven environment

• Balance of creativity / innovation to dream big with the realistic logistical expertise to get things done

• Ability to use resources effectively and efficiently, can perform multiple tasks at once, and arrange information in a useful manner

• Produce accurate work, even when under pressure, and check accuracy of information; thrives in a fast-paced, deadline-driven environment

• Ability to set priorities, quickly zero-in on the "critical few" and put the "trivial many" aside, and to juggle numerous tasks and priorities while maintaining productive flow of work

• Continually strives for self-development and discovering better means of accomplishing both personal and professional goals

• Practices attentive and active listening, with flexibility and adaptability, in order to determine what drives results

• Comfortable traveling and working within an international environment 

• Experience with International, Olympic, and/or major sporting events as well as the Travel & Hospitality industry

• Fluency in French (both oral and written) is required; fluency in other languages is a plus

Travel: Must be adaptable with work and travel schedule and be available to travel for work which may include extended work hours during nights, weekends, and holidays. International travel may be required throughout the year, including extended periods of remote work within local offices within host cities.  Expected travel may range from 15-20% annually and 1-2 months of continuous travel during Olympic games. 

Working Conditions: 

• Fixed Term Position – Milan, Italy

• Working hours are:  9am-5pm

• Working days are: Monday-Friday

• Travel: Must be adaptable with work and travel schedule and be available to travel for work which may include extended work hours during nights, weekends, and holidays. International travel may be required throughout the year, including extended periods of remote work within local offices within host cities.  Expected travel may range from 15-20% annually and 1-2 months of continuous travel during Olympic games. 

How we work: 

Endeavor is at the center of sports, media, entertainment, and fashion and is a largely relationship-based business. To foster an environment of collaboration, develop our future talent, and build on relationships across leadership, peers, and teams, we work from the office 4 days per week/in a remote capacity. We see immeasurable value internally and throughout the core of the businesses we support.

Don’t meet every single requirement? We are dedicated to building a diverse, inclusive, authentic workplace, so if you’re excited about this role but your past experience doesn’t align perfectly with every qualification in the job description, we encourage you to apply anyway. You may be just the right candidate for this or other roles.

Endeavor unites and brings people together in our love of sport, culture, and entertainment. We understand this can only be accomplished when we lead with a lens of diversity, equity, and inclusion in everything we do. As a global company that drives culture, we strive to reflect the world’s diverse voices.  

Endeavor is an equal opportunities employer and encourages applications from suitably qualified and eligible candidates regardless of sex, race, disability, age, sexual orientation, or religion or belief.

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