Description

Basic Functions

The Director of Special Event Sales provides strategic leadership and operational oversight for the planning, promotion, contracting, and execution of special events within the Athletics Department. This role is responsible for maximizing revenue generation and utilization of athletics facilities through proactive sales, relationship development, and policy leadership. The Director exercises independent judgment in developing event strategies, negotiating contracts, managing vendor relationships, and serving as the primary liaison to campus partners, community organizations, and external clients. The position ensures all events meet institutional, conference, and NCAA standards while delivering high-quality experiences that reflect the department’s mission and brand.

Essential Functions

Strategic Leadership & Revenue Generation

• Manage events sales process, including prospecting, client engagement, contract negotiation, and closing, to achieve annual revenue and facility utilization goals
• Develop and implement strategies to maximize utilization, visibility, and revenue for Athletics Department facilities, including premium spaces and non-athletic programming.
• Lead the special events sales pipeline, including prospecting, client engagement, contract negotiation, and closing, to ensure consistent progress toward annual revenue and utilization goals.
• Identify and pursue new business opportunities, target markets, and partnerships for events and facility rentals.

Sales, Marketing & Relationship Management

• Oversee marketing and promotion of athletics venues to local, regional, and national promoters, organizations, and corporate partners to drive bookings and enhance visibility.
• Cultivate and maintain long-term relationships with clients, community partners, and industry stakeholders to drive repeat and referral business.
• Serve as the department’s primary representative for special event inquiries, tours, and site visits.

Contracting, Policy & Financial Oversight

• Draft, review, negotiate, and execute special event contracts, bids, proposals, riders, and related agreements.
• Create, implement, and maintain special event policies, procedures, pricing, manuals, and operational documentation.
• Collaborate with Business Operations to review financial statements, settlements, and post-event reporting to ensure accuracy, compliance, and revenue optimization.

Event Management & Operations

• Serve as on-site events lead for internal and external events, resolving issues in real time and ensuring safety, quality, and policy compliance; this may include event setup and teardown.
• Manage relationships and contracts with event labor providers, equipment vendors, caterers, and service partners to include in briefings or report updates.
• Manage relationships and contracts with event labor providers, equipment vendors, and the department’s contracted caterer, including menu coordination and service standards.
• Act as on-site manager for external and internal special events, resolving issues in real time and ensuring adherence to policies and safety standards.

Compliance, Collaboration & Representation

• Ensure all special events comply with institutional, conference, NCAA, and applicable local, state, and federal regulations, including minors-on-campus policies.
• Serve as a liaison to campus departments and local entities for graduations, career fairs, and other large-scale events hosted in athletics facilities.
• Represent the Athletics Department on campus and community committees related to events, facilities, and external engagement.
• Participate in departmental leadership meetings and contribute to long-term planning and continuous improvement initiatives.

Additional Responsibilities

• Monitor facility activity schedules and usage to ensure alignment with event priorities and operational readiness.
• Oversight of camp operations held within athletic department facilities. This will include primarily include oversight of facility scheduling and invoicing camps, while working hand in hand with compliance regarding camp policies and procedures, and ensuring best practices are being met in regards to camp operations.
• Support internal athletic events, conference championships, and NCAA postseason events as assigned.
• Perform other duties consistent with the scope and level of the position as assigned.

Requirements

Required Qualifications: Bachelor’s Degree in hospitality, sales, marketing, sports management, or equivalent program AND; 

• 2 years of related experience in sales with a sports facility, convention center, performing arts facility, multi-purpose public assembly facility or other event venue.