Director, Platinum Access Business Development - LA28 Olympic & Paralympic Games

TKO, California

Who We Are

On Location is a global leader in premium experiential hospitality, offering ticketing, curated guest experiences, live event production and travel management across sports, entertainment, fashion and culture. On Location provides unrivaled access for corporate clients and fans looking for official, immersive experiences at marquee events, including the Olympic and Paralympic Games, FIFA World Cup 2026, Super Bowl, NCAA Final Four, and more. An official partner and/or service provider to over 150 iconic rights holders, such as the IOC (the Milano Cortina 2026 and Los Angeles 2028 Olympic Games), FIFA, NFL, NCAA, UFC, WWE, and PGA of America, the company also owns and operates a number of its own unique experiences. On Location is a subsidiary of TKO Group Holdings, Inc. (NYSE: TKO), a premium sports and entertainment company. TKO owns iconic properties including UFC, the world’s premier mixed martial arts organization; WWE, the global leader in sports entertainment; and PBR, the world’s premier bull riding organization. Together, these properties reach 1 billion households across 210 countries and territories and organize more than 500 live events year‑round, attracting more than three million fans. TKO also services and partners with major sports rights holders through IMG, an industry‑leading global sports marketing agency; and On Location, a global leader in premium experiential hospitality.

ON LOCATION

THE ROLE

The Director, LA 28 Platinum Access Business Development is a key role within the On Location Custom Product Development and Sales Strategy initiative (e.g. Platinum Access, Amplify) with a primary responsibility for driving new business development and account management. Critical to the commercial success of the entire On Location business with a focus on the IOC (and more specifically LA 2028), the Director will be responsible for developing a turnkey strategy solution to build customized hospitality products that meet a variety of corporate group’s and/or individuals’ program needs, while keeping the business’s priorities in mind.

Working with a variety of division leads – including but not limited to pricing & inventory management, sales, marketing, legal, technology, finance, and program management (delivery/operations) – to meet and exceed client expectations as well as create effective & efficient processes and a positive & productive working environment. More specifically, this role will be responsible for coordinating with the Program Management team to develop a strong operations structure that will support the delivery of the contractual program elements.

A strong sales background in a global events position paired with an understanding of the Global Sporting Industry (e.g. Olympic Movement and FIFA Property) is critical. This role will be responsible for developing and/or adapting effective sales collateral and communications that appeal to this specific high‑profile and highly invested audience.

Essential Functions & Responsibilities

This job description is not designed to cover or contain a comprehensive listing of the employee’s activities, duties, or responsibilities for this job. Duties, obligations, and activities may change at any time with or without notice.

Primary Responsibilities

Business Operations
- Establish and implement initiatives leveraging technology systems and tools to enhance efficiency and streamline operations
- Develop and maintain a strong working relationship with all functional areas / workstreams; available to assist other related projects, as needed
- Maintain working knowledge in the following areas:
  - Commercial and Stakeholder/Affiliate Product Offerings and Inventory
  - Platinum Access Products, for each OL property
  - Competition venue locations and event schedules
  - Authentic cultural experiences and local interests, specifically as it relates to B2B, corporate guests, and HNWIs
- Author and distribute event‑related communications to applicable staff
- Ensure a continued understanding and appreciation of the wider business objectives of On Location and the client
- Execute all other duties assigned by the team or leadership
Business Development
- Drive pipeline management and sales strategy for a defined revenue target (TBC) for LA 2028 Platinum (most in‑demand) products that will be sold across a variety of sales channels: Direct Sales (B2B), Stakeholders (TOPS, Marketing Partners, Rights holding Broadcasters), International Relations (NOCs, IFs, Global Sales Agents), and Internal Stakeholders/Strategic Accounts (including Enterprise clients that purchase across all OL properties)
- From initial contact to the contracting phase to execution – develop and maintain relationships with corporate clients, UHWI’s, and other important VIP clients with the goal of driving sales long‑term across all On Location properties
- Identify the unique hospitality requirements of each client, cultivate the relationship and champion their needs to grow revenue opportunities and design the most optimal product and program solutions depending on client business objectives
- Build and manage event budgets during the ideation and curation process, with oversight from Management and other key function areas, to ensure the proposed and sold experiences are financially sound
- Author, edit, assist with design, and/or produce proposal materials
- Manage the contracting process, including negotiations, escalations, and approvals/signatures for mutually “win‑win” solutions and ensure On Location receives the best available rates in the market for guest experiences
- When required, support the development and delivery of RFIs, RFPs, and/or other responses to client briefings with support from other functional areas and team members
- Maintain client records in the CRM/database (Salesforce) and inventory management system (Optimo)
Account Management
- Work in close coordination with the Program Management team on all business development opportunities and feasibility of programs and solutions offered
- Analyze and review financials relating to post‑event sales, event expenses, payments, reconciliations, client reporting, and general ledger allocations
- Review post‑event notes and client surveys to ensure brand quality standards are achieved
- Maintain the collection, input, and documentation of event summary information (e.g. historic sales reporting, event survey, and financial client reporting, actuals to accounting, check approval)
- Assemble information from functional areas, including objectives and deliverables, implementation, processes, timelines, staffing needs, budgets, etc.
- Onsite attendance at events and client meetings/site visits as required
- Research, gather, organize, author, edit, assist with design, and/or produce written materials; revise drafts including executive summaries, case studies, and conclusions

Other Duties & Responsibilities

Team Management: one‑on‑one, performance management, team development, staff training, reinforcement of & accountability for processes, etc.
Develop, document, and implement specific procedures, systems, and operational efficiencies
Conduct and/or participate in Team and Leadership Team meetings, as needed
Provide leadership / feedback on process development / improvement during meetings
Participate in post‑event review meetings regularly
Conduct process review / improvement meetings regularly
Provide input on performance reviews, bonuses, and merit increases
Monthly expense and/or event budget reconciliations, as needed
Drive focus on Continuous Quality Improvement
Foster an environment for participation and engagement from the B2B team and other workstreams
Maintain a customer‑first approach by looking at the entire event ecosystem through the lens of the customer journey
Lead by example, model our core values, and set the pace for the rest of the team while inspiring creativity and innovation
Communicate expectations and establish clarity regarding job responsibility and task ownership; help the team prioritize, stay focused, and organized
Extensive collaboration and communication within the team and across workstreams
Situation analysis and decision making; identify, understand, and remove roadblocks

Travel

Must be adaptable with work and travel schedule and be available to travel for work which may include extended work hours during nights, weekends, and holidays. International travel may be required throughout the year, including extended periods of remote work within local offices within host cities. Expected travel may range from 15‑20% annually and 1‑2 months of continuous travel during rightsholder events.

Qualifications

To perform this job successfully, the candidate must be able to perform each essential duty above at the highest levels. The requirements listed below are representative of the knowledge, skill, and/or ability required.

Required Education And/or Experience, Knowledge, Skills, And Abilities

Bachelor’s Degree in Hospitality, Business Development, Account Management, or a related field, or equivalent experience required
Experience in a management position (minimum of 10+ years), preferably in a B2B role or within the travel and hospitality industry
Proficiency in Salesforce, Airtable, Keynote (Apple), Microsoft Office applications (particularly Excel, Outlook, and PowerPoint), and Adobe (particularly InDesign and Photoshop)

Preferred Education And/or Experience, Knowledge, Skills, And Abilities

Proven record of building and maintaining client relationships and managing complex corporate accounts
Experience with B2B, corporate groups, and/or high‑touch guest services, experience execution and/or event operations
A hands‑on approach with the ability to execute customized and curated solutions for B2B and/or corporate clients
Understanding of the entertainment landscape including the business of sports, fashion, culinary, and other cultural verticals
Exceptional interpersonal skills – a collaborative style and ability to communicate effectively at all levels with strong oral, written, and presentation skills
A creative, innovative, and strategic thinker with excellent time‑management, organizational and supervisory skills as well as the ability to thrive in a high‑pressure, deadline‑driven environment
Balance of creativity / innovation to dream big with the realistic logistical expertise to get things done
Ability to use resources effectively and efficiently, can perform multiple tasks at once, and arrange information in a useful manner
Produce accurate work, even when under pressure, and check accuracy of information; thrives in a fast‑paced, deadline‑driven environment
Ability to set priorities, quickly zero‑in on the "critical few" and put the "trivial many" aside, and to juggle numerous tasks and priorities while maintaining productive flow of work; continually strives for self‑development and discovering better means of accomplishing both personal and professional goals
Practices attentive and active listening, with flexibility and adaptability, in order to determine what drives results
Comfortable traveling and working within an international environment
Experience with International, Olympic, World Cup, and/or major sporting events as well as the Travel & Hospitality industry
Fluency in English (both oral and written) is required; fluency in other languages (specifically Italian, Spanish, Portuguese, or Chinese) is a plus

CORE VALUES

As The Leading Experiences Company In The World, We Strive To Be The Most Innovative And Passionate — The Best Of The Best. We Uphold These Values In Our Quest For Excellence

Exceed all service expectations with our customers, our partners, and each other.
Create value by enriching people’s lives.
Do the right thing and bring others along with us — always.
Propel the power of diversity, in thought, team and experience.
Partner to generate win‑win solutions.
Ignite and empower our team's entrepreneurial spirit.
Exude respect and gratitude — treat others as you would want to be treated.

Compensation

Competitive salary, commensurate with experience, and a generous benefits package that includes: medical, dental, vision, life and disability insurance, paid time off, and 401(k) plan.

Hiring Rate Minimum

$115,875 annually (minimum will not fall below the applicable State/local minimum salary thresholds)

Hiring Rate Maximum

$154,500 annually

On Location is an Equal Opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, age, national origin, disability, or genetic information.

TKO is an Equal Opportunity Employer and complies with all applicable federal, state, and local laws regarding non‑discrimination in employment. TKO makes employment decisions based on merit and qualifications, without considering an employee’s or applicant’s race, color, religion, sex, sexual orientation, gender identity or expression, national origin, age, disability, marital status, veteran status, or any other basis prohibited under federal, state or local laws governing non‑discrimination in employment in every location in which the Company has facilities. TKO also provides reasonable accommodations for qualified individuals with disabilities in accordance with the Americans with Disabilities Act (ADA) and applicable state or local laws. For information about Privacy and Information Security for TKO employment candidates, please review our Privacy Policy. For information regarding Terms of Use for this and other TKO websites, please review our Terms of Use.

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