Job Title: Account Executive – Commercial Friendships

Responsible To: Business Development Manager

Place of Work: Arena - 37 hours, to include evening and weekend work May also be required to work at

Purpose of the Job

The Account Executive is an integral part of the Business Development Team, providing essential support to the Business Development Manager and the responsibility of the function; Commercial Friendships.

The role is responsible for selling to and account managing our annual suite lease holders and members who have access to priority tickets. Selling sponsorship and advertising within the venue to businesses and individuals. Working closely with the Ticketing, Marketing, Event Operations and Hospitality Teams to provide a seamless service for all clients. Overseeing the implementation and development of Archtics, the system that manages all elements of the function. Supporting the Business Development Manager to account manage the naming rights partner of the venue.

Job Summary:

The Account Executive is responsible for recognising opportunities, selling, negotiating, securing the deal and retaining long term relationships with clients, as well as achieving the company and departments financial targets and objectives.

The attributes and skills required for this role are as follows;

• Attention to detail and the ability to work under pressure and to meet deadlines. • Exceptional customer service skills. • To be able to work on your own initiative, but also as a team. • Great communication skills. • Excellent administrative and numeracy skills. • To be able to manage your time effectively. • Negotiation skills. • Ability to Account Manage. • Desire to drive income and achieve financial targets and objectives. • Passion for the live event industry.

Produced by: Kerrie Shakeshaft, Business Development Manager Date approved: 05/07/2021 1 of 3

Key Responsibilities:

1 Customer

• Build a database of prospective customers and maintain regular contact. • Provide support for clients by learning about and satisfying their needs. • Establish and maintain standards that exceed customer expectations. • Ensure the needs of all customers are met through effective working partnerships and management operation. • To respond to internal, external, existing, and potential client needs in a timely and professional manner. • To proactively attract new clients through various agreed methods. • To continually develop relationships with existing clients to promote further sponsorship and advertising opportunities. • To attend hospitality events, aimed at securing additional business for the company as directed by the Business Development Manager. • To ensure all communication to new and existing clients adhere to Company policy.

2 Financial

• Maximise profitability and sales of the Business Development Department. • Achieve the pre-arranged sales targets throughout the company for Business Development and review on a weekly, monthly, quarterly basis. • Implementation of all necessary control functions to ensure the company receives all income and fees due. To always ensure any contracts issued adhere to the Company’s current pricing and profit policy.

3 Business Development

• To proactively and reactively respond to enquiries. • To proactively sell and its wide range of products to all clients. • To account manage the commercial friendships with our annual suite lease holders and members who have access to priority tickets. • Sell sponsorship and advertising within the venue to businesses and individuals. • Support the Business Development Manager account managing the naming rights partner for the venue. • To arrange and co-ordinate site visits. • Negotiate deals. • Develop long-term partnerships with local, national and international organisations. • Attend exhibitions, meetings, focus groups and promotional/outreach events. • To carry out benchmarking and competitor analysis on an ongoing basis and monitor and pro-actively manage trends. • To work the existing SCT client databases on an ongoing basis to generate new business. • On a regular basis review all products and services offered by the department to continue to drive business and income. • To work with other Arena’s to cross sell Hospitality opportunities.

4 Operations

• To ensure you are proactive in ensuring all counter terrorism measures within the venue are adequately implemented and to ensure all relevant training and information sharing in the venue and company counter terrorism practices and risk mitigations are undertaken.

Produced by: Kerrie Shakeshaft, Business Development Manager Date approved: 05/07/2021 2 of 3

• Ensure compliance with all systems, policies and training to ensure adherence to all relevant legislation e.g. health and safety. • Ensure Company policy is adhered to and group initiatives are effectively implemented. • Ensure compliance with all measurable standards of performance and policies as set out by either the Business Development Manager or Head of Live Events and Venues. • Build and maintain positive relationships and liaise with the venue delivery teams throughout the sales and contracting process to ensure outstanding delivery and customer service. • Ensure effective communication takes place with all venues and department teams. • To contribute where appropriate to the successful delivery of any commercial event that takes place in any of our venues. • To maintain and update all relevant databases with accurate and relevant information. • Oversee the implementation and development of Archtics. • To work at Sheffield Arena and undertake any other duties relevant to deliver SCT revenue targets. • To carry out any reasonable task at the request of the Business Development Manager. • Ensure documentation is administered quickly and accurately, forwarding information for action to appropriate departments.

5 Key Performance Indicators

• To ensure performance meets targets set against the Business Plan. • To assist key partner organisations with collection of data to meet any requirements as dictated by the Business Development Manager and Head of Live Events and Venues. • To ensure that all quality standards are met at all times.

Expected Behaviours

ICAN – Our company culture is built on this ethos. Supporting, helping, offering excellent service to all customers, stakeholders, and colleagues.

Produced by: Kerrie Shakeshaft, Business Development Manager Date approved: 05/07/2021 3 of 3