Business Development Director- Emerald Acres Sports Connection

The Sports Facilities Advisory & Management; Mattoon (IL); On-site; USD 90,000 - 130,000; Full time

Job summary

Emerald Acres Sports Connection in Mattoon, IL seeks a Business Development Director to drive revenue through new events, sponsorships, and strategic partnerships. You will manage a sales pipeline, coordinate with hotel partners and CVBs, and lead event bookings to maximize facility utilization.

Working with the General Manager, you will develop market strategies, forecast sales, and support marketing in lead generation while maintaining CRM activity and event oversight.

Qualifications

• Bachelor's degree in recreation, sports management, or related field.
• 5+ years appropriate experience required.
• Proven experience in youth sports, trade shows, consumer shows and convention sales.
• Proven experience in contract negotiations, event creation and planning.
• Experience with and expert understanding of hotel rebates and strategic partnerships between hotels, CVB, and venue.
• Excellent interpersonal, problem solving, and negotiating skills.

Responsibilities

• Proactively identify, pursue, and secure new events, tournaments, conferences, tradeshows, and revenue-generating opportunities.
• Drive event bookings and revenue production to meet facility utilization and financial targets.
• Build and maintain a strong sales pipeline through outreach and relationship development.
• Maintain relationships with event rights-holders, tournament directors, CVBs, hotels, and community partners.
• Lead sponsorship sales efforts to support revenue targets.
• Oversee master event calendar and ensure pricing terms and deliverables.

Skills

Interpersonal skills

Negotiation

Verbal & written communication

Problem solving

Education

Bachelor's degree in recreation or sports management

Job description

BUSINESS DEVELOPMENT DIRECTOR - Emerald Acres Sports Connection

MSC SFM, LLC

LOCATION: Mattoon, IL

DEPARTMENT: BUSINESS DEVELOPMENT

REPORTS TO: GENERAL MANAGER

STATUS: FULL-TIME (EXEMPT)

ABOUT THE COMPANY:

Emerald Acres Sports Connection is a premier sport, recreation and entertainment destination focused on improving the health and economic vitality of Mattoon, IL. You will be joining a championship level team focused on fun, fulfillment and service built to enrich the community as well as your career and personal growth.

Emerald Acres Sports Connection is a managed facility by Sports Facilities Management, LLC, a Sports Facilities Companies (SFC) company. SFC is the nation's leading resource for managing and developing sports, recreation, wellness, and events facilities. We provide a highly collaborative and supportive culture that raises our team members to new levels of career growth. Together, we will carve a path in a hyper-growing industry where you will enjoy the journey and learn from the industry's best while having some fun.

SFC has been awarded national recognition as a Top Workplace and is considered a workplace of choice. Our mission-focused company is highly entrepreneurial, team-oriented with a culture centered on collaboration, accountability, excellence, and service. We are growing rapidly and looking for high performers at every level to grow with us.

POSITION SUMMARY:

The Business Development Director will be responsible for driving revenue growth through the proactive generation, recruitment, and booking of sporting events, tournaments, conferences, tradeshows, and other high-impact events. This role serves as a primary revenue generator for the facility, with a strong emphasis on new business development, relationship sales, and strategic partnerships.

Working closely with the General Manager, this position plays a critical role in achieving financial performance goals through event acquisition, sponsorship sales, and market expansion. The Business Development Director will collaborate with and support marketing efforts to enhance lead generation, brand visibility, and event success.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

• Proactively identify, pursue, and secure new events, tournaments, conferences, tradeshows, and revenue-generating opportunities
• Serve as a primary role in driving event bookings and revenue production, contributing directly to achieving facility utilization and financial targets
• Build, manage, and maintain a strong sales pipeline through consistent outreach, networking, and relationship development
• Establish and maintain relationships with event rights-holders, tournament directors, CVBs, hotels, and key community partners
• Lead sponsorship sales efforts to support revenue targets
• Develop and implement strategies to increase event bookings, facility utilization, and market share
• Oversee and coordinate event agreements, ensuring accurate pricing, terms, and deliverables
• Maintain oversight of the master event calendar to support strategic booking decisions and maximize high-quality, revenue-generating events
• Analyze market trends, customer data, and event performance to identify new business opportunities
• Maintain urgency and accountability in converting leads into contracted, revenue-producing events
• Forecast sales volume and revenue expectations; track and report on sales performance and KPIs
• Collaborate with the marketing team to support lead generation and promotional efforts (no direct oversight of marketing)
• Maintain CRM activity including pipeline tracking, outreach documentation, and reporting
• Serve as Manager-on-Duty (MOD) for select events as scheduled
• Participate in strategic planning and organizational meetings
• Perform other duties as assigned by management

MINIMUM QUALIFICATIONS:

• A bachelor's degree in recreation, sports management, or related field
• 5+ years appropriate experience required
• Proven experience in youth sports, trade shows, consumer shows and convention sales
• Proven experience in contract negotiations, event creation and planning
• Experience with and expert understanding of hotel rebates and strategic partnerships between hotels, CVB, and venue
• Must have excellent interpersonal, problem solving, and negotiating skills
• Must have excellent verbal and written communication skills
• Must have excellent computer skills, including Word, Excel, PowerPoint, etc.
• Must be able to work flexible schedules including weekends, nights, and holidays
• Prior responsibility in P&L management and budget oversight

WORKING CONDITIONS AND PHYSICAL DEMANDS:

• Must be able to lift 40 pounds waist high
• Will be required to sit for extended periods of time operating a computer
• Will be required to conduct venue tours to prospective clients
• Office environment has intermittent noise, normal in nature