Director, Premium Sales

  NHL Team & MLB Team
  Central Region
  Posted/Updated: 06/18/19

Job Summary

Job Summary
  • Oversee all aspects of premium sales for the NHL Team and the MLB Team.
  • Execute sales strategies that achieve revenue targets and maximize profit margins while overseeing departmental budgets, working closely with vendors, collaborating with all stakeholders and segments of the organization. 
  • Responsible for overseeing the Premium Sales Executives and Managers. 
Key Responsibilities
  • Mentor and develop staff using a supportive and collaborative approach on a consistent basis. 
  • Demonstrate a leadership approach/style that promotes the values of the organization.
  • Provide effective leadership and management oversight to all sales and service teams.
  • Execute, track and adjust strategies to ensure annual revenue and targets are met.
  • Recruit, interview, hire, coach and regularly conduct performance reviews of premium sales team.
  • Oversee the premium sales communication strategy.
  • Develop and execute long term & short term strategy regarding new sales and retention of existing clients.
  • Create and oversee the operating budget for the Premium Sales & Service department, including commission and compensation structure, individual and department revenue goals.
  • Continuously network with industry peers to identify new and creative programs to more effectively research, identify, cultivate and target new areas for growth of premium sales.
  • Manage all premium campaigns through CRM tools and sales reports, tracking ROI, and lead management.
  • Collaborate with sponsorship department to identify opportunities for increased revenue, in the form of sponsorship packages.
  • Coordinate experiences and events to strengthen relationships with all new and existing suite holders.
  • Develop and maintain strong, cooperative interdepartmental relationships.
  • Collaborate with ticket sales team to develop programs that can identify up sell opportunities through existing season ticket holder base.
  • Design and implement a high value benefits platform for all premium clients.
  • Collaborate with leadership to identify, develop and monetize new premium spaces.
Knowledge, Skills, and Abilities
  • Bachelor’s degree in Business, Communications, Sports Management or related field.
  • Minimum 7 years of progressively responsible and relevant experience in premium sales.
  • Minimum 2 years of supervisory/experience.
  • Exceptional track record of developing and implementing sales strategies that have consistently met or exceeded planned objectives.
  • Evidence of being a strategic thinker with the ability to develop and implement processes and plans.
  • Evidence of a successful leadership track record with high ethical standards.
  • Extensive knowledge of ticketing and CRM systems a plus.
  • Strong organizational skills and ability to handle multiple projects.
  • Excellent verbal and written communication skills.
  • Proficient in Microsoft Office including spreadsheet applications.
  • Ability to work in a fast-paced environment.

Working Conditions

  • Office Environment 
  • Irregular and extended hours including nights, weekends, and holidays

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