Director Group Event & Ticket Sales

Director Group Event & Ticket Sales

Requirements

• 10+ years results-oriented sales experience (entertainment and/or sports sales leadership experience a MUST & direct P&L management experience preferred) with 7+ years with Group Sales, Event Sales and Ticket sales leadership background
• Preferred experience with Ticketmaster and CRM systems
• Exceptional capabilities in multi-tasking
• Hands-on, direct and consistent experience supervising sales staff with multiple and overlapping priorities
• Proven track record of sales goal achievement along with implemented improvements to past operations resulting in increased revenues
• Strong strategic thinking & analytical skills – ability to analyze data and make strategic decisions within quick turnaround times
• Hiring, training, mentoring and coaching capabilities to enhance staff development
• Effective communication to internal executives
• Project Management – ability to influence and motivate across functional teams
• Financial aptitude and Data analysis: P&L understanding, sales analysis and trending modeling, research processes, ticket sales patterns, demographics
• Creative experience in developing marketing, promotions, special events, etc. with the goal of cultivating new business opportunities and new revenue streams
• Strong background in leading teams focused on B2B selling

Responsibilities

• Create strategic sales plans for Sphere specifically focused on maximizing group ticket sales and event sales efforts that may include corporate, convention, tour and travel and leisure segments
• Lead sales team to build new business pipeline and schedule meetings with prospective new customers from major business groups, conventions, tour operators, top regional and national destination management firms, meeting and event planners for the Fortune 500 and other large companies, and industry associations
• Cultivate and maintain relationships with key clients, partners, and industry stakeholders to strengthen the company’s position in the market
• Assist on MSG Sphere sales initiatives with recommendations, trends and support
• Work with Data & Analytics team to maintain and manage detailed engagement and pipeline records and metrics covering all sales activity within CRM system
• Implement sales accelerating technology and tools to increase overall efficiency and production
• Develop sales playbook and training materials that include best practices and standard operating procedures
• Track, maintain and document necessary information related to generated revenue and sales activity, plus administer performance evaluations throughout the fiscal calendar
• Work with business operations and finance to develop goals and budgets
• Foster positive, cooperative internal relationships with departmental co-workers as well as key inter-departmental contacts
• Work closely with cross functional teams, including marketing, finance, event production, food and beverage, operations, and box office to ensure seamless delivery of services
• Lead, mentor and manage a sales team, providing guidance, support, and professional development
• Establish and communicate clear sales revenue goals to the group and event sales team

Preferred Qualifications

• Preferred experience with Ticketmaster and CRM systems