Associate Director of Venue Sales

About The Shed

The Shed is a new cultural institution of and for the 21st century. We produce and welcome innovative art and ideas, across all forms of creativity, to build a shared understanding of our rapidly changing world and a more equitable society. In our highly adaptable building on Manhattan’s west side, The Shed brings together established and emerging artists to create new work in fields ranging from pop to classical music, painting to digital media, theater to literature, and sculpture to dance. We seek opportunities to collaborate with cultural peers and community organizations, work with like-minded partners, and provide unique spaces for private events. As an independent nonprofit that values invention, equity, and generosity, we are committed to advancing art forms, addressing the urgent issues of our time, and making our work impactful, sustainable, and relevant to the local community, the cultural sector, New York City, and beyond.

About the Position

Reporting to the Director of Strategic Partnerships, the Associate Director of Venue Sales is responsible for ensuring The Shed hits or exceeds its rental revenue goal. They will work with Shed management to optimize rental space visibility and secure profitability through yield and client selection. The ideal candidate is hard-working, passionate about the cultural arts, and dedicated to the client and colleague experience. The individual has a proven record of fostering and sustaining relationships with repeat clients and key industry contacts to yield repeat business. A solutions-oriented team player is key for success.

Key responsibilities include, but are not limited to:

• Maintain the institutional calendar on Momentus to ensure building utilization is maximized without compromising sales or artistic efforts; update all event-related information
• Maintain an extensive knowledge of current market conditions, including competitors; understand The Shed’s mission and leverage The Shed’s unique selling propositions and differentiators (space, technology, pricing, etc.) to prospective and existing clients
• Maintain strong relationships with existing and past clients and partners; arrange and participate in internal and external client debriefs; collect client feedback, follows-up with clients after events conclude
• Support evaluation of initial client enquiries with respect to feasibility and desirability
• Once qualified, handoff clients to Production and Operational Teams who manage union labor and staffing fees, logistics, insurance verification and approval, permitting verification and approval, production planning, load-in / out, and onsite event management; strong organization and communication skills required to ensure a smooth transition between team members
• Support the annual rental goal for The Shed by driving interest to its spaces through networking, cold calling, and other means of generating interest from potential clients
• Develop and maintain a diverse portfolio of clients across corporate, social, and nonprofit categories
• Lead and support event sales strategy and materials to attract new clients, increase repeat business, and generate new revenue streams in concert with management priorities
• Create, distribute, and follow up on client proposals and contracts, negotiating all terms according to client specifications while adhering to internal pricing guidelines
• Maintain extensive knowledge of event spaces, including but not limited to capacity charts and package pricing and Membership requirements
• Leverage execution knowledge; conduct site visits and walk-throughs with prospective clients, execute contracts, provide cost estimates, troubleshoot, all while providing excellent customer service and understanding the needs of clients with bespoke event concepts
• Attend industry-related events to prospect for new business
• Evaluate the sales potential of existing relationships and identify areas for improvement and growth

Qualifications and Qualities

• Four to five years of sales experience, events, and/or hospitality in the New York City market, ideally in venue sales, with a record of exceeding revenue goals
• Bachelor’s degree in marketing, sales, hospitality, or related fields preferred
• Outstanding customer service and relationship-building skills
• Exceptional organizational abilities, with strong attention to detail and excellent follow-up skills
• Proactive attitude and results-orientation, with ability to maximize revenue, cross-sell, and provide creative solutions to clients
• Ability to manage many accounts and projects simultaneously, providing quick and accurate information to clients and internal stakeholders
• Strong Word, Excel, and PowerPoint skills required; experience working with Momentus a plus
• Flexibility in work schedule and ability to accommodate work schedules based on business needs
• Ability to review and understand venue contracts and agreements

Compensation

The salary range for this position is $100,000-110,000. Compensation is commensurate with experience.

Application Process

Interested candidates should complete an application and submit résumé and cover letter in a single Word or PDF document saved as candidate's first and last name through our Career Center page here. Only résumés and cover letters submitted in this format will be reviewed. No phone calls, please.

Please note: The Shed has adopted a COVID-19 vaccination policy to safeguard the health and well-being of our employees. As a condition of employment, Shed employees are required to be fully vaccinated for COVID-19, unless a reasonable accommodation is approved or as otherwise required by law.

The Shed is an Equal Opportunity Employer, committed to the goal of building a culturally diverse staff, and strongly encourages applications from minority candidates.