Manager, Business Development (12 Month Contract)
City : Hamilton
Category : Other
Industry : Education
Employer : McMaster University
Housing and Conference Services (HCS) directly supports the University’s Mission & Vision of Impact, Ambition and Transformation through Excellence, Inclusion and Community: Advancing Human and Societal Health and Well-being. We currently provide a distinctive living and learning experience for 3900 students focused on key educational priorities including self-discovery and learning: sustainability and wellness and inclusive excellence. HCS concurrently drives a positive McMaster experience for guests, alumni, staff, faculty, and students by providing accommodation and event coordination, which meet the highest standards of service excellence.
HCS is a proud and significant ancillary contributor to the financial health of the University, and the core academic and research mission of McMaster. HCS is currently in a time of significant expansion as capacity is expanding by 54% over the next 5 years, moving from 3900 to 6000 bed spaces across 15 buildings. This expansion will diversify the housing operation dramatically, from a traditional focus on the housing needs of first year undergraduate students, to the introduction of graduate, and family housing, in addition to a constantly diversifying internal and external client base. The annual budget for HCS is currently (pre-expansion) approximately $31 million and we employ 100+ full-time and 250 part-time staff. HCS reports directly to the divisions of Student Affairs, as well as Operations & Finance.
Conference and Events Unit
The Conference and Events department is responsible for management of events logistics for over 4000 events annually with combined overall attendance of more than 400,000 McMaster students, staff, faculty, guests, dignitaries, and visitors from around the world. An increasing percentage of these events attract significant attention, generate substantial revenue, or hold strategic importance to the University. As well there is over 16,000 hours booked annually for events within academic classrooms, outdoor campus greenspaces, and approved lobby spaces. The Unit also has direct oversight of McMaster marquee assets including Alumni Memorial Hall (Great Hall and West Room), Convocation Hall, Council Chambers, Crescent House (132 Mayfair Crescent), 106 North (106 Forsyth Ave), Vista House (36 Mayfair) and more to come for a combined 300+ events annually and total attendees greater than 17,000.
The team provides logistics support for high impact, large scale University hosted events such as Welcome Week, May@Mac and Fall Preview. There is continued advancement in the positioning of the Peter George Centre for Living and Learning as a world class destination for conventions and events offering a 335,000 square feet hybrid hub, providing a collection of functions under one roof i.e.. meet, sleep, dine. McMaster’s aspirations and expected growth in this area are a key focus of the Campus Plan with the major and imminent redevelopment of the West Quad.
Job Summary
The Manager, Business Development (MBD) is responsible for developing and implementing workplans to support strategic objectives that strengthen the position of McMaster University as a premier event destination on the provincial, national, and international stage. The position is anchored within the Conference & Event Services (CES) business unit of Housing & Conference Services (HCS), and reports to the Senior Manager, CES; and is responsible for attracting and retaining event, conference, and hotel activity. The MBD will steward partnerships with internal and external stakeholders, oversee a portfolio of assigned accounts and vertical market segments, develop new business from existing accounts, actively seek out new sales and revenue opportunities in partnership with local Tourism leaders and industry affiliations, and monitor and assess results. This position will also be responsible for identifying target accounts and initiatives to maximize use of McMaster University assets and services; contributing to enhanced overall revenues and creating opportunity to help drive incremental revenues for ancillary partners. The MBD primary goal is to nurture relationships to become a strategic partner and advisor to the client, discovering new opportunities to work together for mutual benefit. The MBD will support delivery on strategic objectives by contributing to the overall achievement of the Units revenue target. They will provide input for process improvement, space and service enhancements, marketing, and communications plans; and assist with the improvement of overall business processes to provide the best quality client experience.
Accountabilities
• Prepares strategic objectives and work plans for target and assigned market segments and accounts.
• Proactively leads a strategic account planning process and performance objectives for assigned market segments and accounts, including proposing financial targets and critical milestones for short and long term (1-5 years)
• Assesses, clarifies, and validates client needs on an ongoing basis. Leads solution development efforts that best address client needs, while coordinating the involvement of all necessary campus stakeholders and industry colleagues
• Establishes productive, professional relationships with key personnel in assigned accounts, across the institution and within the industry
• Determines the involvement of campus stakeholders, for support and service of deliverables to meet performance objectives and clients’ expectations.
• Lead campus collaboration for account retention and pipeline expansion
• Generate leads to ensure conference sales targets are met from small one day events up to large events generating $500K+ such as the Tiger cats training camp and respond to inquiries that are specific in nature and require a thorough knowledge of products and services to maximize add-on services from ancillary partners.
• Serve as the lead point of contact for all client account management matters for meetings, conferences, and special events.
• Negotiate and close annual and multi-year contracts to maximize revenues and minimize risk. Establish framework for negotiation in collaboration with Manager CES based on financial analysis for contracts valued up to $1,000,000
• Champion complex solutions based on suitability of space, ambience, and capacity to maximize client experience, this includes usage of multiple university facilities services, multiple locations on campus, multiple athletic facilities, residence facilities, multiple dining facilities.
• Continually assess the quality of the client experience and collaborate with ancillary partners to identify service gaps, client focused improvement strategies, and new business opportunities
• Update, verify and maintain account information as well as forecast and track key account metrics (e.g. quarterly sales results and annual forecasts)
• Manage staff responsible for execution and delivery of events including gathering of final details, reserving space blocks, overnight reservations, communication preparation and distribution, and other administrative duties including supports for proposals, contracts, invoicing, and client site tours ( UNIFOR and student team members)
• Prepare briefing reports after each event which includes reporting event revenues and expenses. Monitor and reconcile event costs and verify the accuracy of all expenses incurred.
• Clearly communicate the progress of monthly/quarterly business initiatives to HCS and ancillary partners via Customer Relationship Management (CRM)
• Participate with regional consortium of service providers to identify and secure new business in growth markets including collaboration with municipal and regional tourism partners and fellow post-secondary institutions.
• Provide input on market trends for analysis and implementation of marketing and communication strategies to promote existing and new services via website and other digital and print forums.
• Make business decisions in alignment with the McMaster University Policy on the Use of University Facilities for Non-Academic Purposes
• Represent McMaster University to present information at a variety of events.
• Monitor and respond to key industry growth segments.
• Travel to engage in solicitation, qualifying and closing opportunities.
• Compile and prepare information to be used for annual event planning schedule to ensure effective yield management.
• Act as an ambassador during on-site phase by visiting events in progress to connect with clients.
• Provides direction and support to the HCS Conference and Events team consisting of approximately 2 full time staff and part time staff.
• Responsible for the recruitment and assessment of candidates, training and encouraging career developmental opportunities and ensuring appropriate work performance of direct reports.