The Premier League team Tottenham Hotspur (UK) is looking for a Head of Third-Party Events.
Job Title: Head of Third-Party Events
Department: Venue
Reports to: Venue Director
The Tottenham Hotspur Football Club, commonly referred to as Tottenham or Spurs, is an English professional football club based in Tottenham, London (UK), which competes in the Premier League, the top flight of English football.
The Tottenham Hotspur Stadium is the home of Premier League club Tottenham Hotspur in North London, replacing the club’s previous stadium, White Hart Lane. With a seating capacity of 62,850, it is the third-largest football stadium in England and the largest club stadium in London.
The ‘Tottenham Hotspur’ stated that Tottenham Hotspur is a world-famous football club based in North London (UK). Off the pitch, the club has a strong and successful business model centered on building a platform for long-term success, which now includes a new world-class stadium which opened in March 2019.
The club has enjoyed strong commercial revenue growth over the last five years and its continued growth is critical to the club’s ambitions, particularly as it seeks to cement its position in the elite of English and European football, both on and off the pitch. The development of the club’s property and events portfolio is a key component of this – working across the business to create and deliver strong commercial returns.
The ‘Tottenham Hotspur’ further stated that reporting directly to the Venue Director, the above role will be responsible for the end-to-end procurement and delivery of the third-party events (ticketed and non-ticketed), including conference and events, across the Tottenham Hotspur Stadium and other club real estate assets.
Job purpose:
- To ensure substantial growth in profitable revenue managing the development, implementation and execution of key commercial stadium/campuswide ventures and projects, ensuring maximum use of the year-round event calendar;
- To successfully develop and execute commercial third-party event (ticketed and non-ticketed) projects that have a positive impact across the club’s commercial program, delivering both profitable revenue growth and commercial value to showcase the venues and team-controlled venue flexibility;
- To mange a team of commercial executives promoting and selling the wider club event and real estate assets (stadium, lodge and training facility);
- Develop long term staging agreements with appropriate key event owners and partners such as Saracens, Music Promoters…; and
- Maximize positive publicity opportunities for the venue/event owner for these events.
Key responsibilities:
- Search and develop opportunities for third party events at the stadium – e.g., rugby, concerts and international governing body events. Take full responsibility as the business lead between potential operators and the club’s Senior Leadership Team and Board;
- Represent the club in conversations with key third parties;
- Defining and embed a process for event approval (both ticketed and non-ticked events);
- Lead the end-to-end delivery of these events ensuring clear, proactive communication both internally and externally;
- Ensure strong internal and external relationship management (Operations, Sales, Marketing, and Event Execution);
- Lead a team of commercial executives to deliver each event access across the club’s portfolio of opportunities;
- Source, negotiate and bring through to completion, business/hire agreements. Search/ develop opportunities for the club’s property portfolio in addition to stadium e.g., go-karting in the basement car park, radio station in Paxton Square, Live Events on the South Podium, non-matchday event opportunities – 365-day year-round business revenue;
- Recruit, train and lead a team of Sales Executives to meet the club’s ambitions for all Venue Hire growth opportunities (C&E, Full Bowl Hire, Exhibitions, Small Scale Live Events, etc);
- Promote, provide support and input to clubs partnership activities, participate in internal and external meetings concerning these matters;
- Take a leading role in assessing relevant event business proposals for the club, taking into account the internals needs of all club departments;
- P&L responsibility ensuring a safe, cost-effective, world-class events;
- Identify, share and action market innovations, emerging trends and market insights;
- Working with existing opportunities, turning these into Long Term Staging Agreements (LTSAs), whilst continually identifying new events to replace those converted into LTSAs; and
- Develop knowledge of the contractual process and law for event-related contracts.
Personal attributes:
- Thinks ahead, generate innovative ideas;
- Has a hunger for commercial success, a great negotiator;
- Gets things done, delivers to high standards, and takes responsibility;
- Able to work autonomously and ‘take the lead’;
- Adapts quickly to new opportunities, new challenges and changing priorities;
- Values and respects others, builds relationships, collaborates;
- Responds positively and delivers under pressure; and
- Self-reliant, with great drive and energy.
Skills and experience:
- Expert understanding of the commercial landscape within the sports, music and entertainment sectors;
- Can demonstrate a proven track record of success in booking large-scale conference, exhibition, music, and sporting events;
- Has experience, knowledge and understanding of working with local and national Government offices, as well as 106 agreements, to ensure a successful event delivery, meeting the expectations of all stakeholders;
- Has a track record of delivering successful profitable third-party events, which can be demonstrated through full P&L responsibility;
- Project Managed/lead large, ticketed events (30,000 + attendees);
- Proven experience in identifying, negotiating and contracting non-football large, ticketed events including concerts;
- Extensive experience with dealing with promoters and artistes;
- Experienced people manager, with experience of directly managing multiple functions;
- Experience in driving a Conference & Events (MICE) Sales Function;
- Demonstrable experience in developing and driving a commercial strategy, planning, research, and analytical skills;
- Can demonstrate success in developing and delivering new commercial initiatives with proven commercial returns;
- Ability to think through commercial opportunities and challenges with creativity;
- Proven capability to identify, negotiate and contract commercial arrangements with third parties;
- Proven experience in building and managing positive relationships with senior industry contacts;
- Excellent communication and relationship skills with a proven ability to achieve success when working with a diverse range of internal and external stakeholders; and
- Experience with working with Trade PR and Marketing, with a thorough understanding of B2B marketing.
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