The Sr. Director of Premium Partnerships (Sales) is responsible for overseeing the Sales Executives in the Premium Partnerships (Sales) department. This department is responsible for selling new Premium Seating contracts for Suites, Club Seating, Flyers hospitality packages, Revolutionary Row, and single night rentals for the NHL Philadelphia Flyers, the NBA Philadelphia 76ers, and the NLL Philadelphia Wings in additional sporting events, concerts and family shows. The Sr. Director will provide guidance and influence in the development of processes and procedures, training and development, strategic planning, sales campaigns, goal creation, execution and overall new sales management for the department.
Duties and Responsibilities:
- Develop department business plan, training manuals, new business development strategy, policies and procedures.
- Manage an aggressive, competitive and collaborative team by recruiting, hiring, training, and incentivizing premium sales staff; create and implement a successful sales culture by leading and motivating sales representatives, while establishing goals and developing accountability within the department.
- Oversee the development, administration and execution of all new sales, collateral, sales tracking/reporting and post-sale communications.
- Research, analyze, identify and cultivate areas for growth of premium seating sales, including driving strategic lead generation through category analysis and proactive prospect engagement.
- Create and execute successful and measurable sales campaigns, with the focus on driving contractual premium revenue.
- Weekly collaboration with Sr. Director, Premium Hospitality (Services) for strategic alignment across both business units focused on Premium Seating.
- Collaborate with the marketing and business analytics teams in the generation, design and coordination of effective marketing campaigns and campaign scheduling to ensure targeted and comprehensive prospecting for all products.
- Partner with ticketing leadership team in the development of pricing and packaging strategies of premium products to maximize revenue across all properties.
- Collaborate with Membership Sales and Service on premium upsell opportunities, Season Ticket Member premium usage opportunities and other ticket sales initiatives, as needed.
- Research and implement “best practices” of sales efforts by networking with other professional sports teams.
- Along with Manager, Sales Enablement, ensure maximum usage by Premium Partnerships department of existing technologies (ZoomInfo, LinkedIn Sales Navigate, Channel1, Hoopla, Vozzi, SuitePro, DocuSign, Tableau) and explore additional new technologies to grow premium seating revenue.
- Create a culture of enthusiasm and service excellence that aligns with organizational values.
Qualifications, Skills and Education Requirements:
- Bachelor’s Degree in Marketing, Sports Management, or Business-Related field required.
- Minimum of three (3) years premium sales experience with a professional sports team including a minimum of three (3) years management experience.
- Proven ability to manage and motivate premium sales executives.
- Experience in budgeting, as well as forecasting revenues and expenses.
- Proven progressive utilization of database management/CRM (Salesforce.com) and data-driven decision making and prospecting.
- Ability to demonstrate forward-thinking analytical skills to maximize the efficiency and effectiveness of revenue generation and program/campaign development.
- Excellent organizational, leadership and customer service skills.
- Enthusiastic, teacher, motivator and sales professional required.
- Excellent knowledge of PC systems including Word, Excel, PowerPoint, Ticketing software (Archtics preferred), and CRM system (SalesForce preferred).
We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, national origin, sex, sexual orientation, age, disability, gender identity, marital or veteran status, or any other protected class.
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