DIRECTOR PREMIUM SALES - OHIO-BASED PROFESSIONAL SPORTS FRANCHISE

Summary: Build and lead the premium sales team which is responsible for the sales of all premium seating consisting of Suites, Loge boxes and Terrace tables for all games and events. Primary focus of the position is on suite, loge box and terrace table leases with a secondary focus on the rental business at the venue.  

Essential Duties and Responsibilities:

Drive the revenue growth of premium seating products. Actively lead and engage in the day-to-day sales process of developing new premium clients and in the premium sales rep(s)  

Assist the VP of Sales, VP of Service and Corporate Development team with the Premium strategic plan which provides a strategic vision and action plan for each year 

Annually secure and renew long-term premium partnerships

Personally invest in relationships entertaining corporate decision-makers and influencers at games, venue events and other events outside of daily office hours

Help recruit, train and develop an elite premium professional sports sales team

Assess and establish departmental pricing and packaging guidelines annually and ad hoc as necessary 

Assist the Vice President in the approval of pricing, inventory and commitments made in all proposals submitted in premium seating 

Understand and enforce various tools within the organization such as CRM, Zoom info, LinkedIn Navigator etc. to follow all client operating procedure   

Monitor the competitive marketplace, benchmarking industry best practices and evaluating opportunities to utilize and implement when appropriate. Attend local business events and networking functions for the purpose of strengthening existing and establishing new and meaningful relationships with business leaders 

Help create an environment for personal accountability, professionalism, and personal achievement. 

Grow premium seating revenues through the acquisition of new and renewal of existing suite, loge and terrace table customers 

Annually secure new long-term premium seating partnerships through the execution of effective sales calls and presentations promoting premium seating products with a focus on suite leases 

Build and strengthen new as well existing relationships with key decision-makers among local, regional and national companies by fostering trust and collaboration 

Conduct daily sales conversations with key decision-makers via inbound and outbound phone calls, meetings, presentations, venue tours, and other effective means

Effectively qualify leads and maintain an active pipeline of potential business opportunities. Work directly with the Business Intelligence and Ticket sales teams to drive incremental interest of our rental and lease business

Create new opportunities from current season ticket holders and rentals that help funnel more lease opportunities in the future 

Work closely with Premium Seating Account Specialists to ensure inventory integrity, and high levels of service for premium seating clients

Complete all licensing agreements and collects all monies due, including any past monies due

Provide accurate and reliable reporting information to be used in forecasting and management updates

Stay current on industry trends, evolving buyer behaviors, and advancements in AI and sales technology, leveraging insights and tools to drive competitive advantage and operational efficiency

Other duties may be assigned

Competencies: 

To perform the job successfully, an individual should demonstrate the following competencies:

Job Knowledge and Continuous Learning- Competent in required job skills and knowledge; exhibits ability to learn and apply new skills; keeps abreast of current developments; requires minimal supervision; displays understanding of how job relates to others; uses resources effectively; Assesses own strengths and weaknesses; seeks feedback to improve performance; pursues training and development opportunities; strives to continuously build knowledge and skills; shares expertise with others

Customer Service - Manages difficult or emotional customer situations; speaks clearly and persuasively in positive or negative situations; responds promptly to customer needs; solicits customer feedback to improve service; responds to requests for service and assistance; meets commitments 

Communications - Expresses ideas and thoughts verbally; expresses ideas and thoughts in written form; exhibits good listening and comprehension; keeps others adequately informed; selects and uses appropriate communication methods 

Team Leadership - Fosters team cooperation; defines team roles and responsibilities; supports group problem solving; ensures progress toward goals; acknowledges team accomplishments. Contributes to building a positive team spirit; puts success of team above own interests; able to build morale and group commitments to goals and objectives; supports everyone's efforts to succeed

Managing People - Includes staff in planning, decision-making, facilitating and process improvement; takes responsibility for subordinates' activities; makes self-available to staff; provides regular performance feedback; develops subordinates' skills and encourages growth; solicits and applies customer feedback (internal and external); fosters quality focus in others; improves processes, products and services.; continually works to improve supervisory skills 

Performance Coaching - Defines responsibilities and expectations; sets goals and objectives; gives performance feedback; motivates for increased results; recognizes contributions; encourages training and development

Sales Skills - Achieves sales goals; overcomes objections with persuasion and persistence; initiates new contacts; maintains customer satisfaction; maintains records and promptly submits information 

Achievement Focus - Sets and achieves challenging goals; demonstrates persistence and overcomes obstacles; measures self against standard of excellence; recognizes and acts on opportunities; takes calculated risks to accomplish goals

Planning/Organizing - Prioritizes and plans work activities; uses time efficiently; plans for additional resources; sets goals and objectives; organizes or schedules other people and their tasks; develops realistic action plans

Qualifications: To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education and Experience: 

Bachelor's degree from a four-year college or university; 3-4 years of experience and/or training in the sports and entertainment industry; or equivalent combination of education and experience.

Computer Skills: 

To perform this job successfully, an individual should have knowledge of Microsoft Office Software.

Physical Demands and Work Environment:The physical demands and work environment characteristics described here are representative of those encountered or that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodation(s) may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this Job, the employee is regularly required to sit and talk or hear.  The employee is occasionally required to stand and walk. 

While performing the duties of this Job, the employee is occasionally exposed to varying temperatures The noise level in the work environment is usually moderate.