Director of Business Development

Job Description

Job Description

• LocationMemphis Sports and Events Center, 995 Early Maxwell Blvd, Memphis, TN, 38104, United States
• Base Pay$70,000.00 / Year
• Job CategoryMemphis Sports and Events Center
• IndustryBusiness Development, Tournament Sales, Sports Marketing
• Employee TypeSalary Exempt

Director of Business Development

Memphis Sports and Events Center (MSEC), managed by Eastern Sports Management (ESM), is a premier 227,000-square-foot indoor sports and special events facility located within Liberty Park in Memphis, Tennessee. Featuring 16 basketball courts, 32 volleyball courts, flexible event space, meeting rooms, VIP suites, and in-house food and beverage operations, MSEC hosts youth and amateur sporting events, conventions, trade shows, entertainment, corporate meetings, graduations, and community events throughout the year.

The Memphis Sports and Events Center is seeking an experienced, results-driven Director of Business Development to lead strategic sales initiatives and drive long-term revenue growth for one of the nation’s premier indoor sports and event venues.

Reporting directly to the General Manager, this position serves as the facility’s primary business development leader and is responsible for identifying, cultivating, negotiating, and securing new business opportunities that maximize facility utilization and increase revenue through tournaments, sporting events, conventions, trade shows, corporate meetings, entertainment, rentals, sponsorships, and strategic partnerships.

The ideal candidate is a proven revenue producer with experience managing high-value client relationships, developing strategic partnerships, and maintaining a substantial sales pipeline. This individual understands complex sales cycles, has experience working with major event organizers and executive decision-makers, and has demonstrated success generating significant annual booked revenue within the sports, hospitality, venue management, tourism, convention center, or entertainment industries.

The successful candidate will possess an entrepreneurial mindset, exceptional relationship-building skills, and a passion for creating opportunities that position the Memphis Sports and Events Center as a premier destination for sports and special events.

Essential Duties & ResponsibilitiesBusiness Development

• Develop and execute strategic business development plans that support annual revenue and facility utilization goals.

• Prospect, negotiate, and secure new tournaments, sporting events, conventions, meetings, trade shows, entertainment events, rentals, and special events.

• Build and maintain a robust sales pipeline through proactive prospecting, networking, referrals, and relationship development.

• Conduct facility tours, client presentations, and sales meetings with prospective clients and event organizers.

• Negotiate contracts and develop long-term client relationships that generate repeat business.

• Represent MSEC at industry conferences, trade shows, networking events, and community functions.

• Monitor market trends, competitor activity, and emerging opportunities to identify new revenue streams.

Facility Utilization

• Maximize annual facility utilization through strategic recruitment of events and rentals.

• Collaborate with Operations to optimize the booking calendar and increase business during non-peak periods.

• Assist in developing pricing strategies that maximize both utilization and profitability.

Partnerships & Sponsorships

• Develop strategic partnerships that increase revenue, visibility, and community engagement.
  

• Build relationships with corporate partners, sports organizations, tourism agencies, universities, and community stakeholders.

Client Management

• Serve as the primary point of contact throughout the sales process.

• Conduct post-event follow-up meetings to strengthen relationships and encourage repeat business.

• Identify opportunities to expand client spending through additional facility services and amenities.

• Maintain a visible presence throughout the facility while delivering exceptional customer service.

Administration

• Maintain accurate CRM records, sales reports, and revenue forecasts.

• Monitor progress toward annual sales goals and business development objectives.

• Perform Manager on Duty responsibilities as assigned.

• Perform other duties as assigned by the General Manager.

Qualifications

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily.

Education & Experience

• Bachelor’s degree in Business, Marketing, Sports Management, Hospitality, or a related field preferred.

• Minimum of five (5) years of progressively responsible experience in business development, venue sales, sports tourism, hospitality, convention center management, or a related industry.
  

• Demonstrated success generating significant annual revenue through new business development and strategic partnerships.

• Experience managing complex sales pipelines and negotiating high-value contracts.

• Proven ability to develop executive-level relationships with event owners, tournament operators, corporate partners, and community stakeholders.

• Strong financial acumen with the ability to analyze business opportunities, pricing strategies, and revenue performance.

• Excellent communication, presentation, negotiation, and relationship management skills.

• Experience using CRM software and Microsoft Office or Google Workspace.

Preferred Experience

Candidates with experience in one or more of the following environments are strongly encouraged to apply:

• Convention Centers

• Sports & Event Facilities

• Arenas

• Conference Centers

• Destination Marketing Organizations

• Sports Commissions

• Hospitality Sales

• Hotel Sales

• Tourism Organizations

• Entertainment Venues

Performance Expectations

The successful candidate will be expected to:

• Generate new business opportunities that increase annual revenue and facility utilization.

• Build and maintain a healthy sales pipeline capable of supporting long-term growth.

• Develop lasting relationships with event owners, rights holders, tournament directors, corporate partners, and community leaders.

• Increase repeat business through exceptional client service and relationship management.

• Collaborate with internal departments to ensure successful event execution and client satisfaction.

• Represent the Memphis Sports and Events Center professionally within the community and industry.

• Contribute to the continued growth and reputation of MSEC as a premier destination for sports, entertainment, and special events.

Work Environment

The Director of Business Development primarily works in a professional office environment while maintaining a strong presence throughout the facility. The position requires flexibility to attend meetings, client events, facility tours, evening and weekend events, and occasional travel as business needs dictate.

Benefits

Eastern Sports Management offers a competitive benefits package including

• Health Insurance (Medical, Dental & Vision)
• Paid Time Off
• Paid Holidays (6)
• 401(k) and Employer Matching Contributions

EOE – Minorities/Females/Veterans/Disability/Gender Identity/Sexual Orientation

Eastern Sports Management is a drug-free workplace. Pre-employment background check and employment assessment may be required.