Performance & Events Sales Director

Location
Remote Position
Salary
Based on Experience
Posted
Jul 25, 2017
Closes
Aug 25, 2017
Ref
Performance and Events
Job Type
Permanent
Hours
Full Time

Company Description
Brightspark is a travel company specializing in the K-12 market with a focus on education and
performance products. Our performance products bring bands and choirs to events like the Outback
Bowl collegiate bowl game. With exclusive offerings like Voices on Broadway our performance
products provide a once in a lifetime experience for an artist of any age! Brightspark is one of
the leading North American student travel companies servicing over 125,000 students each year.
We’re based out of Chicago, Illinois, and have regional offices throughout the country. We have
over 50 years of collective experience within the travel industry and have gained close and
meaningful relationships with our suppliers, which in turn provides a safe, rewarding and fun
travel experience for teachers and students. Our team is committed to giving our customers the best
possible travel experience from the planning stage through their return home. Brightspark is part
of one of the world’s largest exponential travel companies, Travelopia, with over 225 brands and
25,000 employees worldwide.  

Position Summary
Reporting to the Managing Director (President), the Commercial Director is responsible for the
overall leadership, direction and strategy of the Performance and Events Department of the
business. This includes (but is not limited to) Sales, Marketing, Yield Management and Financial
Awareness. This is a hands-on role with responsibility of managing a team and the overall operation
of this business unit. This role will also work closely with key stakeholders from Operations and
Finance to ensure product delivery is met and that financial
targets are delivered.  

Key Objectives  

Commercial Management
- Set departmental strategy to align and support delivery of the 5-year plan.
- Plan and prioritize new product development opportunities to achieve 5-year plan objectives.
- Initiate and drive tactical sales promotions (as required), ensuring collaboration between Sales and Marketing teams to achieve desired results.
- Evaluate and define pricing strategies to optimize revenue and margin delivery.
- Monitor KPIs (margin, revenue, passenger numbers, etc.) in support of achieving EBIT targets.
- Lead weekly sales meetings with the Sales and Marketing teams to ensure there is a collaborative approach to selling (and achieving targets), ability to fill events to capacity and reducing trading gaps.
- Monitor Event capacity to Event spend and revenue to ensure budgeted goals are achieved.  

Marketing
- Ensure a relevant and integrated marketing strategy is in place based upon the target markets, customer acquisition and customer retention
- Create detailed marketing plan that supports the 5-year plan objectives and revenue/margin targets.
- Monitor annual marketing spend to ensure adherence to marketing budget. .
A Bigger World for Every Student.™
- Optimize the online marketing investment between SEO/PPC to grow site traffic.   Operational
- Proven ability to analyse financial statements, operating reports, budget variance reports and other
adhoc reports.
- Work with the Operations team to ensure product costs are maximized to improve margins.
- Ability to negotiate contracts and build relationships with both internal and external clients/partners.
- Ability to ensure flawless delivery of all tours.   Leadership
- Proven track record of building teams and creating succession.
- Ability to influence and implement change through clear and positive guidance and direction.
- Ability to work with internal stakeholders and partners to achieve performance objectives and goals as
well as providing the necessary support for achievement.
- Ability to take personal initiative and lead a team by example (ie: be hands-on with a can-do attitude).  

*All other duties as assigned  

Key Measureables
- Budgeted Revenue and Margin Targets
- Passenger Volume
- Delivery of EBIT Targets
- Marketing KPIs
- Product Development
- Delivery and Growth of Existing Products  

Skills, Education and Experience
- Bachelors degree in business, music/arts or related field.
- 5 to 7 years’ experience with focus on sales and/or operations.
- Ability to travel approximately 25% of the time including the ability to attend New Years Eve/Day bowl
games.
- Proven track record of delivering successful business growth.
- Strong business, commercial and financial acumen & maturity.  

Preferred Skills, Education and Experience
- 7+ years experience in managing Sales and Marketing teams.
- Experience managing, selling and/or producing performance programs (music, theatre, choral, dance)
or events (college bowl games, jamboree’s, festivals).
- Deep understanding of the school performance market in the United States.
- Strong personal network in the music and performance industry.
- Travel industry experience.  

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