Cosm is a global technology company that brings experiences to life in immersive environments. We help our partners create spaces and content that blur the lines of real and virtual across three primary markets: Sports and Entertainment, Science and Education, and Parks and Attractions. Cosm was born from the fusion of some of the greatest innovators in the history of technology. Evans & Sutherland, Spitz, Inc., and Cosm Immersive combined forces to power the immersive experiences of the future as Cosm. Innovation is in our DNA.
Summary:
Cosm is seeking an experienced Vice President of Venue Sales who will focus on strategic planning, product development, marketing, branding, and partnerships for all Cosm Venues. This role requires a dynamic leader to create, implement, and execute revenue-generating platforms across ticket sales, group sales, tour & travel, and private event sales in addition to ancillary revenue streams across our enterprise, which includes Cosm Venues in Los Angeles, Dallas, Atlanta, and beyond. Through exceptional service and creative collaboration, this role will ensure Cosm achieves our business objectives and maintains a strong, positive presence across markets. This individual will be responsible for driving new business partnerships (domestic and global) while leading the overall sales development process within Cosm. The individual will connect directly with key decision-makers on a regular basis to secure partnerships with companies wishing to maximize their relationships with Cosm platforms. This key role is responsible for generating ticketing revenue to meet/exceed our overall objectives and oversee partner relationships on a day-to-day basis, both domestically and eventually internationally.
Together with other members of the executive team, the VP of Sales will execute on the corporate strategic plan, focusing on the expansion of customer segments and business partnerships, and ultimately strengthen operations. The Head of Sales will also be instrumental in creating a strategic plan for boosting revenue streams. This role demands the ability to collaborate across multiple internal disciplines, strong tolerance for ambiguity, and ability to produce & present multi-venue partnership opportunities.
Responsibilities:
- Develop and execute strategies to maximize ticketing revenue across all Cosm venues.
- Realize revenue potential through careful analysis, capacity strategies, and discount promotions. This requires working closely with senior leaders across all disciplines within Cosm.
- Develop and execute strategies to optimize revenue while maintaining our high standards of fan service.
- Partner and coordinate with Marketing, Operations, Product, and I.T. to implement and execute strategies across all sales channels.
- Work alongside designated departments on capacity management and adjustment, capacity recommendations based on sales and operational needs, dynamic pricing throughout a day or week to maximize revenue.
- Create pricing strategies to speak to the individuality of each specific market.
- Create a monthly revenue plan per venue to ensure Cosm is hitting designated targets and pacing towards yearly goals across all sales.
- Partner with senior leadership to execute the current corporate strategic plan and develop additional plans.
- Ensure performance, strategy, and alignment of the company’s revenue-generating departments.
- Manage the global sales team to drive business growth across all customer segments, and share responsibility with the marketing department for improving strategy and customer experience.
- Help maximize reach and efficiency by adding new, scalable partners in a strategic way.
- Build and foster creative teams that are committed to our culture of innovation.
- Monitor the revenue pipeline and leads, adjusting as necessary for sustainable growth.
- Partner with key stakeholders to clearly define and communicate the go-to-market strategy throughout the organization, including tracking key metrics, and communicating results and opportunities.
- Play an integral role in sourcing and implementing effective sales technology tools that allow the sales team to maximize efficiency. Work with the CRM team to implement sales processes to optimize sales operations and train employees on best practices.
- Develop and execute the overall ticket sales strategy to achieve revenue targets and business objectives including executing campaigns, sales events, ticket pack items, and commission and sales incentives.
- Lead the creation and implementation of best practices to drive appointments and in-person sales events and ensure the team is equipped with the right tools, content, resources, and technology. Launch new projects with emphasis on go-to-market new business strategy.
- Lead the program to create an internal pipeline of talent development. This includes monitoring performance of all sales individuals to allocate talent effectively amongst both sales teams.
- Responsible for the overall success, development, and leadership of the Ticket Sales department (B2C, B2B, Group Sales, Events, Tour & Travel, etc.).
- Provide direction and leadership to the sales management team and oversee the successful completion of various projects within the department.
- Provide guidance and support on all initiatives while optimizing department integration so all team members and initiatives are planned and executed flawlessly.
- Monitor marketplaces and analyze opportunities, providing competitive strategies and tactics.
- Remain well-connected with customers to ensure that their needs are being factored into the product development and enhancement cycles.
- Collaborate with the finance, product management, and marketing teams on messaging, pricing strategies, and business models for achieving revenue goals.
- Identify and resolve issues across the marketing, sales, and other internal teams.
- Participate in contract negotiations.
- Create a monthly revenue plan and distribute this to the leadership team in such a way that ensures comprehension.
- Ensure that staff directly responsible for revenue are fully competent in the use of all systems.
- Staying up to date on best practice standards including competitor analysis, market modeling, ticket mix yield management, inventory management by channel, pricing control, and pricing concepts.
Experience:
- Degree in Business, Management, Sales or Marketing, required.
- 10+ years of high-level sales experience.
- 5+ years of management experience with a demonstrated ability to effectively lead a sales team, including developing sales strategies, managing performance, incorporating ongoing education, and providing measurable results.
- Experience with closing high-level contacts at large and midsize corporations, particularly companies with partnership portfolio.
- Strong interpersonal and leadership abilities with excellent communication skills.
- Knowledge of partnership programs, including content development and distribution for radio, television, websites, plus digital and social media.
- Strong analytical skills with the ability to leverage data to drive revenue generation and make informed decisions.
- Strong curiosity and a proactive approach to exploring new advancements in marketing, with a proven ability to integrate innovative solutions.
- Flexibility to adapt in a rapidly changing environment managing multiple priorities with efficiency and effectiveness.
- Dynamic and approachable personality with outstanding relationship-building skills, capable of understanding and addressing the needs of diverse partners.
- Excellent communicator: builds trusted relationships, actively listens, and clearly articulates key value propositions, processes, and performance. Outstanding written and verbal communication skills, including presentation and public speaking experience.
- Innovative and creative thinker, who can contribute ideas and participate in cross-departmental efforts throughout the organization.
- Financially astute; expert understanding of key financial and marketing metrics that drive profitability and company success.
The annualized base salary range for this position in California is $214,800 to $343,700. The base salary offered will factor in internal equity and may also vary depending on the candidate's geographic region, job-related knowledge, skills, and relevant experience, among other factors.
Cosm is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.
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