Business Director Independent Art Fair

JOB DESCRIPTION:

Independent is looking for a seasoned Business Director to sit at the commercial center of the company. This role will be the primary point of contact for outsourced vendors in finance, legal and HR; is the commercial lead on pricing, from tickets to booths; and will own the sponsorship business and its team.

DUTIES & RESPONSIBILITIES:

Responsibilities

Finance

• Serve as the primary point of contact for all finance functions.
• Develop and manage the operating budget. Discuss variances with stakeholders,
  and course-correct as needed.
• Validate AR/AP with the finance team (weekly) and ensure adequate cash flow for
  daily operations and new investments.
• Develop RFPs, recruit, select, and manage key vendors. Regularly evaluate
  performance and pricing for critical vendor relationships.
• Represent Independent's interests in all contracts.

People Operations

• Liaise with outsourced HR on all joiners and leavers.
• Anticipate new hires and manage the recruitment/talent identification process year round including drafting job descriptions, conducting interviews, making hiring
  recommendations.
• Manage onboarding and offboarding jointly with outsourced HR and the Project
  Manager.
• First escalation point for employee issues.
• Set and maintain policies and procedures.
• Handle performance and scope issues, leading difficult personnel conversations.

Legal

• Refresh terms and conditions in Gallery agreements, vendor and contractor
  contracts, and sponsorship agreements.
• Manage the relationship with legal counsel, including turnaround expectations
  against fair deadlines.
• First escalation point for contractual disputes.

Business development

• Financially model new business opportunities - fairs, formats, adjacent revenue.
• Run feasibility studies with credible assumptions and honest downside cases.
• Prepare materials for management meetings, including the analysis behind the
  recommendation, not just the summary.

Fair management

• Partner with Sr Project Manager to deliver a successful fair.
• Own venue relations.
• Procure high-value vendors, including production and catering.
• Own floorplans and booth pricing - where the commercial model and the curatorial vision have to be reconciled.
• Escalation point for gallery and vendor issues.

Sponsorship

• Manage the communication flow between the internal team and external consultants.
• Structure and negotiate sponsorship contracts.
• Hire around sponsorship fulfillment as needed.
• Serve as the senior on-the-ground point of contact for sponsors during each fair
  (issue escalation).

QUALIFICATIONS:

• 15+ years of progressively senior commercial and operational management,
  including P&L ownership and direct team management.
• Business development experience
• Strong financial capability: budgeting, multi-year planning, modeling new business,
  and running a budget meeting that changes behavior.
• Contract negotiation and vendor management experience.
• Knowledge of the art market, galleries, or the cultural sector.
• Experience managing external agencies or contracted commercial teams.
• Live event, festival, trade show, or venue experience, and comfort with a business
  whose entire year turns on a small number of days.
• Range. This role moves from a three-year plan to a booth pricing dispute to a personnel issue on the same day.
• Comfort being the escalation point rather than the person who escalates.
• The instinct to raise problems early.

COMPENSATION:

$100,000 to $140,000