Business Development Director- Emerald Acres Sports Connection

BUSINESS DEVELOPMENT DIRECTOR - Emerald Acres Sports Connection

MSC SFM, LLC

LOCATION:
Mattoon, IL

DEPARTMENT: BUSINESS DEVELOPMENT

REPORTS TO: GENERAL MANAGER

STATUS: FULL-TIME (EXEMPT)

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.

The Business Development Director will be responsible for driving revenue growth through the proactive generation, recruitment, and booking of sporting events, tournaments, conferences, trade shows, 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.

• Proactively identify, pursue, and secure new events, tournaments, conferences, trade shows, 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

• 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

• 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