Vice President, Sales

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Churchill Downs Racetrack (“CDRT”), the world’s most legendary racetrack, has been the home of The Kentucky Derby, the longest continually held annual sporting event in the United States, since 1875. Located in Louisville, CDRT features a series of themed race days during Derby Week, including the Kentucky Oaks, and conducts Thoroughbred horse racing during three race meets in the Spring, September and Fall. CDRT is located on 175 acres and has a one-mile dirt track, a 7/8-mile turf track, a stabling area, and provides seating for approximately 60,000 guests. The stable area has barns sufficient to accommodate 1,400 horses and a 114-room dormitory for backstretch personnel. CDRT also has a year-round simulcast wagering facility . www.ChurchillDowns.com.

JOB SUMMARY

The Vice President of Sales & Service (“VP”) is responsible for leading ticket sales and premium hospitality sales for Churchill Downs Racetrack, with primary responsibility for maximizing revenue from Kentucky Derby Week, which includes the Kentucky Derby and Kentucky Oaks events, while driving year-round ticket sales across the Churchill Downs racing calendar.

This executive will develop and execute innovative sales strategies, optimize pricing and inventory, lead a high-performing sales organization, and deliver exceptional customer experiences that increase revenue, retention, and lifetime customer value.

Beyond leading sales execution, the Vice President will play a significant role in shaping Churchill Downs' ticketing strategy by partnering with the SVP of Sales & Strategy across Marketing, Finance, Operations, and Technology to develop long-term commercial strategies that maximize demand and profitability.

This executive is expected to perform at an exceptional level, demonstrating the strategic vision, commercial acumen, and leadership capability to shape both sales execution and enterprise ticketing strategy. The Vice President will partner closely with the SVP of Sales & Strategy and cross-functional leaders to establish the department’s vision, execute innovative commercial strategies, and deliver measurable growth in revenue, customer loyalty, operational excellence, and the overall guest experience. The successful candidate in this role will demonstrate the ability to lead both sales execution and enterprise ticketing strategy, positioning them for future advancement into broader Sales leadership responsibility.

PRINCIPAL DUTIES & RESPONSIBILITES

Sales Strategy & Revenue Growth

• Develop and execute a comprehensive commercial sales strategy focused on maximizing premium ticket, hospitality, suite, membership and group sales, with particular emphasis on Kentucky Derby and Kentucky Oaks.
• Lead annual Derby sales planning, including inventory strategy, sales campaigns, pricing recommendations, and revenue forecasting
• Build multi-year relationships with premium customers, corporate clients, and key stakeholders.
• Identify new revenue opportunities through innovative products, experiences, and partnerships.
• Oversee revenue growth across all ticketing products including group sales, memberships, PSLs, and special events.
• Monitor and manage budgets, forecasts, and contractual agreements to meet financial and operational objectives.
• Establish and manage key performance metrics for the sales team, including revenue generation, customer touchpoints, and satisfaction scores.
• Lead the transformation of the Sales & Service organization through the adoption of innovative technologies that improve both the customer experience and team productivity.
• Expand concierge capabilities beyond ticket fulfillment to include transportation coordination, hotel accommodations, restaurant reservations, local entertainment, and curated Louisville
• experiences that elevate the overall guest journey.
• Lead, mentor, and retain a team of sales professionals with a focus on accountability, career development, and succession planning.
• Implement data-driven decision-making using CRM and analytic tools to measure performance, customer feedback, and overall business impact.

Customer Experience & Service

• Drive customer experience excellence by ensuring processes are streamlined, issues are resolved effectively, and long-term loyalty is built.
• Establish and continuously elevate world-class service standards that deliver responsive, personalized, and memorable experiences across every customer touchpoint.
• Serve as the voice of the customer internally, providing timely feedback and driving improvements in products, policies, and service delivery.
• Continuously identify and implement opportunities to improve efficiency, effectiveness, and customer satisfaction.

Cross-Functional Partnership