Group Sales Marketing Manager

This is akey revenue-generating position within Boston Ballet’s Marketing Department.The primary objective is to grow attendance and revenue by soliciting newbusiness, while retaining existing relationships, and managing group salesoutreach.  As a secondary responsibility,this position will also spearhead targeted outreach for mass appeal programsincluding The Nutcracker and otherpopular story ballets. 

• Develop annual strategic marketing plan to grow group sales, including specific plans to renew, reactivate, and acquire groups.
• Develop annual, data-driven projections in collaboration with the Director of Advertising and Marketing Programs, Director of Audience Services, and CMO. Initial expectations are for 25% growth over a two-year period.
• Create and manage associated marketing expense budgets and plans for each group type. Collaborate with Design and Marketing to develop promotional materials, including website presence, direct mail, e-mail, brochures, and targeted advertising as warranted.
• Develop and execute a new lead prospecting plan. This includes, but is not limited to:
• The acquisition and/or development of viable lead lists
• Attending local and national group-tour related events, conventions, and conferences  to build relationships that result in future sales
• Work with Box Office to maintain a robust group database of current and prospective groups. Also work with the Box Office to ensure prompt and efficient ticketing and billing.
• Collaborate with the Greater Boston Convention and Visitors Bureau, Mass Office of Travel and Tourism, and other national and international group marketing organizations.
• Develop, design, and generate sales reports  that track and measure visits and revenue against budgeted goals and key performance indicators, including:
• # of groups for each production
• Response rates for direct response activities
• Revenue from each group and segment
• Renewal and reactivation rates
• Achievements benchmarked relative to the field (ballet and performing arts organizations locally and nationally) and Boston area cultural attractions; determine share of the local group market that is visiting the Ballet
• Solicit input of tour operators and industry professionals to develop or refine programs and maximize sales. Investigate possibility of, implement, and promote FIT voucher system.
• Serve as departmental advocate and steward of group sales initiatives; evaluate standards, discounts, and benefits. Respond to inquiries and serve as key Ballet contact/liaison with other departments for all group buyers. Coordinate/upsell add-on programs. Meet groups/group leaders at the performances when appropriate.
• Investigate and build strategic partnerships and programs that boost sales and awareness of Boston Ballet with group tour-oriented organizations and attractions.
  

• Excellent interpersonal skills with an emphasis on sales and customer service
• Minimum of 5-7 years of experience and a proven track record in sales and marketing for a leading Boston-area institution
• Detail-oriented, analytical, and creative
• Solid computer skills with ability to use Microsoft Office and to learn the basics of the Tessitura database
• Bachelor’s degree
• Some travel and weekends and evenings required

Boston Ballet is an Equal Employment Opportunity Employer