Manager, Custom Business Development

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Manager, Custom Business Development

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locations

Milan (OL)

posted on

Posted Yesterday

job requisition id

JR19720

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

Conductand/or participate inTeam 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 acustomer-first approachby looking at the entire event ecosystem through the lens of the customer journey

Lead by example,model our core values, andset the pace for the rest of the teamwhile inspiringcreativity and innovation

Extensive collaboration and communicationwithin 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 andprofessional 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. Weunderstand this can only be accomplished when we lead with a lens of diversity,equity,andinclusionineverything we do. As a global companythatdrivesculture,westrive to reflect theworld'sdiversevoices.

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.

About Us

On Location is a global leader in premium experiential hospitality, offering ticketing, curated guest experiences, live event production and travel management across sports, entertainment, fashion, and culture.

On Location provides unrivaled access for corporate clients and fans looking for official, immersive experiences at marquee events, including the Olympic and Paralympic Games, Super Bowl, NCAA Final Four, New York Fashion Week and more.

An official partner and/or 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 several of its own unique experiences.

On Location is a subsidiary of Endeavor.

Endeavor is a global entertainment, sports and content company, home to the world's most dynamic and engaging storytellers, brands, live events and experiences.

The company is comprised of industry leaders including entertainment agency WME; sports, fashion, events and media company IMG; and premier mixed martial arts organization UFC.

The Endeavor network specializes in talent representation; marketing and licensing; content development, distribution and sales; event management; and a number of direct-to-consumer offerings.

Diversity Statement for Endeavor
Endeavor unites and brings people together in our love of sport, culture, and entertainment.

We understand this can only be accomplished when we harness the entirety of our company and lead with a lens of diversity, equity, and inclusion in everything we do.

It means that we engage in anti-racism and allyship the way we do anything. Fiercely and Fearlessly.

As a global company that drives culture we endeavor to reflect the world's diverse voices both internally and externally to ensure success in our mission.

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