Event Sales & Marketing Manager

Job Title: Event Sales + Marketing Manager Department: Sales + Events Reports To: Director of Sales + Events FLSA Status: Full-Time, Exempt About Shelby Farms Park Conservancy Shelby Farms Park Conservancy (SFPC) is the nonprofit that manages and cares for Shelby Farms Park and Shelby Farms Greenline in Memphis, TN. SFPC is responsible for daily management, fundraising to meet operational budget needs, setting the vision for the Parks future, and stewarding its natural resources. SFPC team members are committed to our vision of creating a celebrated 21st‑century park that defines and shapes a great city and that provides inclusive, equitable, and free access for every resident of the Memphis area. About Shelby Farms Park At 4,500 acres, Shelby Farms Park is one of the largest urban parks in the U.S. It features miles of trails, lakes and ponds, a buffalo herd, the Woodland Discovery Playground, the FedEx Event Center, a treetop adventure course, a sprayground, and an outdoor stage. It is a treasured asset for Memphis, offering inclusive and free access to all. Position Summary The Event Sales & Marketing Manager is responsible for driving earned revenue across Shelby Farms Park Conservancy’s ticketed events and premium park experiences through ticket sales execution, event‑specific pricing and packaging, demand generation, and customer‑facing marketing channels. This role is accountable for revenue performance for SFPC‑produced admission‑based events such as Starry Nights, Afterglow, Canoes & Cocktails, Buffalo Run, and other ticketed or premium experiences. Revenue under this role includes individual and group ticket sales, VIP tiers, bundled offerings, and paid advertising or brand partnership placements structured as commercial marketing transactions. The Event Sales & Marketing Manager actively manages the levers that drive conversion, pacing, and average transaction value for ticketed events and premium experiences. In addition, this role owns the marketing systems that support venue rentals and ticketed event sales, including web content, SEO, social media, influencer partnerships, and concessions and retail coordination during relevant events. The Manager directly supervises a Marketing Coordinator and a Retail and Concessions Coordinator, ensuring that marketing execution, ticket sales, and on‑site offerings are aligned with customer expectations and event revenue goals. Core Responsibilities Ticketed Event Sales Strategy & Revenue Growth Own and execute sales strategies for all SFPC‑produced ticketed and premium experiences, with clear per‑event and annual revenue targets. Execute and optimize individual ticket sales through the website, social media, email, and other digital channels, as well as bulk, group, pre‑sale, and packaged ticket offers. Develop pricing ladders, VIP tiers, bundles, and early‑access strategies to maximize revenue and early purchase behavior. Monitor ticket sales pacing and conversion data in real time and adjust offers, messaging, and channels to meet revenue goals. Identify opportunities to increase average ticket value, repeat attendance, and cross‑promotion between experiences. Advertising & Brand Partnerships (Non‑Charitable) Develop and sell paid advertising, brand integration, and marketing placement opportunities associated with SFPC‑produced ticketed events (e.g., Starry Nights), including presenting placements, on‑site activations, VIP experience integration, and digital exposure. Ensure all brand partnerships sold through Sales + Events are structured as commercial transactions (marketing or advertising spend) and are not represented as charitable contributions. Marketing Strategy Own the marketing strategy for all earned‑revenue offerings, including ticketed events, indoor venue rentals, outdoor venue rentals, and premium park experiences. Develop and maintain a promotional calendar aligned to sales priorities, seasonality, and capacity needs. Direct marketing execution to support sales‑assisted venue rentals. Ensure all marketing efforts are tied to clear revenue, pipeline, or utilization goals. Market Segmentation & Experience Design Define target audiences for each ticketed event, with a focus on customers willing to pay for premium experiences. Partner with internal teams to design compelling event experiences (VIP zones, limited‑access offerings, curated moments) that justify higher price points. Use customer data, historical performance, and post‑event feedback to refine event concepts and improve event‑market fit. Support the evolution of existing events and the development of new ticketed or premium experiences. Event Execution Partner with the Sales & Events Operations Manager to ensure ticketed events are delivered as promised. Communicate clear sales assumptions, attendance projections, pacing insights, and VIP requirements to support staffing, concessions, and operational planning. Participate in pre‑event planning and post‑event debriefs to ensure customer experience and revenue goals are met. Provide limited on‑site presence during key events as needed for observation and coordination, not day‑of issue resolution. Social Media & Influencer Strategy Set and oversee a social media strategy focused on driving awareness and conversion for SFPC‑produced events, rentals, and premium experiences. Guide the Marketing Coordinator in executing content calendars, promotions, and performance tracking. Develop and manage an influencer strategy to support ticketed events and experiential offerings, including identifying partners, defining deliverables, and evaluating performance and ROI. Coordinate with Communications to ensure alignment with overall brand voice and values. Data, Reporting & Performance Management Track ticket sales, revenue projections, and performance by segment, channel, and offer type. Work with the Director to analyze results to inform future sales strategies, pricing decisions, and experience design. Prepare post‑event sales summaries and recommendations for improvement. Provide regular sales and partnership performance updates to the Director of Sales + Events and CR+OO. Qualifications Required 4–6 years of experience in event sales, consumer sales, experiential marketing, or a related field Demonstrated success driving ticketed‑event or consumer‑facing revenue Strong understanding of pricing strategy, market segmentation, and buyer behavior Excellent communication, collaboration, and project management skills Preferred Familiarity with the local events and entertainment landscape, with the ability to benchmark Shelby Farms Park experiences against regional festivals, venues, and cultural events to inform pricing, positioning, and experience design. Awareness of audience expectations and competitive offerings in the Memphis market, with the ability to apply local context to sales strategy, demand generation, and customer experience decisions. Experience with premium or VIP event experiences Familiarity with ticketing and reservation systems (e.g., Ticketspice, Fareharbor, Tripleseat) Experience collaborating closely with various teams on campaign execution Working Conditions & Schedule Office‑based with regular on‑site presence during events Some evenings, weekends, and holidays required during event seasons Flexible schedule to support ticket sales cycles and live events #J-18808-Ljbffr