Jobs: Director, Supplier Relations
Who We Are
We’re MCW Events, a team of event logistic specialists based in Seattle. And we have the pleasure of waking up every day and doing exactly what we love to do: solving problems, managing logistics, and executing highly successful events. We specialize in virtual & hybrid experiences, experiential technology, public events, conferences, corporate meetings, special events, incentive trips, and broadcast design.
We focus on delivering innovative events and conferences that start with a thorough understanding of the audience, budget goals, and objectives. Our company approach infuses creativity into every event, maximizing communication and networking opportunities, increasing an event’s effectiveness and messaging, and leveraging technology and online marketing tools.
General Position Overview
We are seeking a strategic and results-driven Director, Supplier Relations, to lead, guide, and consult with potential and current clients providing research on destinations, hotels, and venues. This role will be heavily involved in the presale process of sourcing, negotiating & contracting hotels and venues, developing cost estimates and SOWs, managing a sourcing team, and representing MCW Events in the marketplace – a true “traffic director” for multiple processes.
The Director, Supplier Relations understands profitability/margin goals and can identify up-selling opportunities and will play a crucial role in ensuring the success of our events by managing and optimizing the sourcing and procurement processes.
Our ideal candidates’s skill set will include the following attributes, which will be the pillars of success in this position:
- Extremely competent budget manager
- Knowledgeable of internal financial processes
- Strong leader
- Strong people manager
- A self-starter
- A team player
- A strong communicator with excellent written & verbal skills
- A competent time manager
- A steady and calm demeanor
- And our signature MCW “white glove” client customer service
Pay Range: $130,000 – $150,000
Responsibilities Include
Renewal Business Sourcing, Budgeting, and RFP Response Management
- Qualify program requirements and lead research for client programs, including but not limited to: destinations, hotel properties, venues and/or supplier partners, and other necessary program support
- Review and qualify all supplier partner proposals to ensure only viable options – aligned with stated requirements – are presented to the client
- Create all statements of work (SOWs)
- Create full event budgets
- Coordinate all financial elements to include pro formas, deposit schedules, and margin goals
- Prepare hotel/venue properties RFPs to ensure required space planning, technology, plus other supplier partner RFPs are addressed
- Track information on all tentative and definite hotel/venue availability and holds, ensuring all option dates are considered, regularly communicating updates to internal and external stakeholders
- Maintain regular communication with all suppliers to keep them informed on RFP status, ensuring appropriate space is being held or released on a timely basis
- In collaboration with the Business Development team, ensure consistency of information and design through documentation, inclusion of MCW Events branding and RFP answers
- Manage the proposal delivery process through a workback schedule ensuring all teams are effectively collaborating and contributing to the final product
Budget and Financial Management
- Develop and update program cost estimates in collaboration with Business Development & Operations team
- Implement overall program negotiation strategy to achieve the best value for the client while maximizing our revenue
- Prepare, set up, and co-lead (with the Account Director or Business Development) the file transfer meeting to the Sr/ Logistics Lead and team
Client Consultation
- Build and nurture strong relationships with corporate clients, serving as their primary point of contact and understanding their event goals and expectations
- Provide recommendations for destinations and hotel/venue options and consult with clients through the decision-making process
- Actively keep up to date with industry trends, promotions, property renovations/construction, and destination information and share expertise with clients as applicable
- Identify upsell and cross-sell opportunities with existing clients to maximize revenue and deepen client relationships
Cost Management
- Develop and implement cost-effective sourcing strategies to optimize event logistics expenditures
- Analyze cost structures and recommend adjustments to enhance overall cost efficiencies and create cost savings analysis for us to track by program
- Anticipate and mitigate potential logistical challenges in the sourcing process
Contract Negotiation
- Proven negotiation skills. Negotiate hotel/venue contracts, maximizing savings, minimizing liabilities, and managing risk
- Extensive destination and hotel property knowledge is required with a desire and willingness to continually expand knowledge both domestically and internationally
- Experienced with CVENT supplier management software
Additional Knowledge, Skills & Abilities
- Intermediate to advanced skills in Google Workspace tools, Microsoft Word and Excel
- Experience using team communication channels such as Slack, Google Meetings, Discord, Webex, Unity, WhatsApp, Signal, etc.
- Technical savviness and experience on various production platforms a bonus
What Success Looks Like
- Bachelor’s degree in Event Management, Marketing, Business, or a related field
- Proven experience (typically 7+ years) in corporate event planning and management with 4 of those years in a sourcing and pre-sales role
- Extensive destination and hotel property knowledge is required with a desire and willingness to continually expand knowledge both domestically and internationally
- Ability to manage upward, negotiate competing priorities, and communicate questions that arise or challenges within the work ~ all within a timely fashion to Logistics Leads, Account Directors, and/or Principles
- Strong leadership and team management skills
- Exceptional communication and negotiation ability
- Excellent problem-solving and decision-making skills
- In-depth knowledge of event technology and industry trends
- Proficiency in event management software and tools
- Willingness to travel and work irregular hours as required by events
- Professional certifications in event management (e.g., CMP) are a plus