Director, Experiential Sales at Westfield in Century City, California

Job Description:

Do you want to help revolutionize a major industry? At Unibail-Rodamco-Westfield (URW), you’ll have the opportunity to impact the future of real estate by developing innovative and engaging places that reinvent being together. Come join a team that builds excitement about working at URW. You’ll get to work with leaders who are passionate about tackling changing consumer behavior with innovative experiences. All this bold vision means the company culture embraces evolution and change.  We believe there is no "perfect" candidate and want to encourage applying even if all the requirements listed aren’t met. If you're passionate about URW and looking to learn and grow, then we look forward to reviewing your application!

We are currently looking for our: Director, Experiential Sales

What we offer

At Unibail Rodamco Westfield (URW), we are revolutionizing the customer experience in flagship assets across the U.S., creating cutting-edge environments celebrated for capturing each city’s distinct style and spirit through innovative design, sophisticated dining, luxury retail and world-class amenities. Within our assets, we deliver exciting experiential programs that put brands directly in touch with our captive consumer audience. We operate under a consistent, well-known, and well-loved brand with an unrivalled quality of assets.  We offer the highest quality physical spaces, production services and digital media platform that make us the venues of choice for a genuinely engaged audience who are ready to spend.

Our culture is one that focuses on four key areas:

A culture that Achieves – We seek individuals who take full accountability for results, who are highly focused and possess or seeks in-depth knowledge of relevant subject matter, one who often goes above and beyond and finds creative solutions to challenges.

A culture that Collaborates – Collaboration means so much more than just having meetings; it’s about putting a clear and shared objective first. We encourage our people to be ambassadors of our business and brand, both internally and externally. We promote open and transparent communications and advocate alternative opinions. Our people must have the courage to disagree, but with respect, of course. In the end, we want to drive a win-win solution for all situations and outcomes.

A culture that Innovates – We love ‘life-long learners’ who apply an energetic mindset to the business, are naturally curious and are constantly keeping up with the trends, needs of the customer, retailers, clients, and technology. Challenges the current thinking and has the courage to propose and experiment with new ideas.

A culture that Builds Community – While the industry can be very competitive, we always operate with the highest level of ethics. We treat ALL people with dignity and respect and place a strong emphasis on building relationships. We are generous with our time with others, always embracing the diversity of their thoughts, talents experiences and background. Most importantly, we like to celebrate our successes together.

Scope

We’re looking for an experienced, creative, and influential Director of Experiential Sales responsible for driving revenue for our assets through active outreach to potential clients, lead generation, management of venue calendars, and regular negotiation with inbound clients. This role reports to the VP Experiential and works closely with the Event Production Team. This person collaborates with a team of cross-functional individuals to meet sales goals through the delivery of high-quality entertainment experiences for our consumers at multiple assets. As a Director of Experiential Sales, you will be an essential member of Westfield’s Experiential Team. Responsibilities, requirements, and preferred areas of experience include, but are not limited to, the following:

• Supports overall sales goal for the experiential team across all assets in the US, by driving interest to the venues through networking, cold calling and other means of generating interest from potential clients


• Creates event sales strategy and materials in order to garner new clients, increase repeat business and generate new revenue streams


• Manages inbound and outbound business for multiple assets


• Maintains and updates client database for multiple assets


• Attends weekly team meetings to share updates about upcoming events


• Maintains experiential calendar for multiple assets


• Reevaluates space rental rates and other fees regularly to asses and ensure proper market rates


• Maintains extensive knowledge of current market conditions, including competitors. Identifies and develops unique selling propositions and differentiators for our venues


• Maintains strong relationships with existing and past clients and partners. Arranges and participates in internal and external client debriefs. Collects client feedback, follows-up with clients after events conclude


• Supports evaluation of initial client inquiries with respect to feasibility and desirability


• Depending on workload and project, also supports with production including estimating production fees, logistics, contracts, insurance, permits, billing, production planning, load-in / out, and onsite event management. Strong organization and communication skills required to ensure a smooth transition between team members


• Utilizes Salesforce and other internal systems in order to manage the venue sales pipeline


• Develops growth strategy for the venue focused on revenue maximization, client satisfaction, and maximizing the guest experience


• Ability to develop formal presentations (e.g., PowerPoint etc.).


• Review and understand contracts and agreements


• Demonstrated financial acumen to assist in the preparation of annual budgets, reviewing monthly profit & loss statements, assisting with monthly collections of accounts receivables as needed

What we are looking for

• Office hours are required 5 days a week, pending event, meeting and tour schedules


• Network of current contacts with brands and agencies


• Standing, walking, and working outdoors up to 8 hours a day


• Venue Sales, Venue Scouting or Venue Management Experience


• Strong negotiation skills


• Strong event production knowledge across multiple categories including automotive, entertainment, beauty, retail, wellness, CPG


• Ability to influence at multiple management/stakeholder levels


• Ability to think strategically but also execute tactically


• Regularly demonstrating superior communication and interpersonal skills


• Strong computer systems understanding, including various programs and software


• Effective communicator verbally in person, on the telephone and in written formats


• 10+ years of related industry experience


• Bachelor's degree or equivalent experience

Compensation

• $130,000 – $170,000 + Discretionary Annual Bonus

What is important to us

Unibail-Rodamco-Westfield (URW) is driven by an entrepreneurial foundation of talented and ambitious employees who embrace change, strive for innovation, and know when to venture into uncharted terrain. Teams within URW are collaborative and thrive by working together to seize opportunity and solve challenges. Employees receive mentorship and guidance while being empowered to drive their initiatives, embracing their individuality and unique backgrounds. URW‘s flagship destinations are interwoven into the community fabric, and we give employees the power to be impactful in their work and lead meaningful change in our communities through volunteering, DE&I programming and leading ESG efforts. URW is an innovator and trend setter in experiential entertainment and is making bold moves to be a brand that creates inspiring consumer experiences in-person and digitally. Breaking beyond conventional beliefs, URW is surprising and delighting customers by reinventing being together and creating memorable moments.

Our company purpose – to Reinvent Being Together – is about reimagining how individuals and communities come together, socialize, and enjoy dynamic experiences alongside one another in entirely new ways. We are at our best when we are TOGETHER safely and joyfully.

Unibail-Rodamco-Westfield is an equal opportunity employer that embraces diversity of backgrounds, perspectives, experience, and skills. We believe that diversity plays an important part in the success of our business, and we are committed to creating an environment which respects, values, celebrates and makes the most of people’s differences.

We evaluate qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, and other legally protected characteristics.

Join us in Creating Sustainable Places That Reinvent Being Together.