Director, Premium Sales

1 month ago

Coral Gables, United States Legends Full time
Director, Premium Sales - University of Miami

Job Category: Sales

Requisition Number: DIREC013321

  • Closed : July 15, 2024
  • Full-Time
  • On-site
Locations

Showing 1 location

Coral Gables, FL 33146, USA

Description

LEGENDS

Founded in 2008, Legends’ operating divisions worldwide include – Global Partnerships, Global Sales, Hospitality, Global Partnerships, Global Merchandise, Legends IQ, Attractions, and Growth Enterprises – offering clients and partners a 360-degree data and analytics-fueled service solution platform to elevate their brand and execute their vision. Currently, Legends works with marquee clients across business verticals including professional sports; collegiate; attractions; entertainment; and conventions and leisure. We are the industry leaders in designing, planning, and realizing exceptional experiences in sports and entertainment. For more information, visit www.Legends.net and follow us on Twitter and Instagram @TheLegendsWay.

UNIVERSITY OF MIAMI

The University of Miami has entered a long-term partnership with Legends to oversee athletics ticket sales, customer service, annual fund solicitation/engagement, ticket operations, digital marketing, corporate partnerships, and multi-media rights opportunities. In addition, Legends will represent the University in developing campus-wide strategic partnerships. As the exclusive partner for Miami Athletics, Legends will engage Hurricanes fans and donors, local and regional South Florida businesses, and national brands with unique and integrated sponsorship, ticketing, and hospitality options.

THE ROLE

This position is responsible for selling new, long-term Premium Sales products, with the flexibility to cross-sell Season Ticket & Group Ticket available inventory. The Director, Premium Sales will work diligently with the AVP of Ticket Sales & Service to strategize campaigns to assure revenue generation and goal accomplishment.

Key responsibilities of this position include reaching sales quotas, proactively prospecting and developing new business opportunities, hosting weekly meetings with prospects, managing a consistent pipeline of prospects, managing a premium prospect base through effective Salesforce utilization, and selling related products as requested. Additionally, coaching and leadership qualities are necessary to mentor any premium staff members, as well as ticket sales staff who aspire to become premium focused sellers.

This position will be focused on building relationships, servicing all Hurricanes supporters, driving revenue, and being a positive steward and representative of Legends and the University of Miami. The Director, Premium Sales will report to the Assistant Vice President, Sales and Service.

ESSENTIAL FUNCTIONS

  • Dedicated to prospect, present, and close Premium Sales products, with an emphasis on contractual suite leases.
  • Champion a positive culture across the department through emphasis on B2B selling, professional development in how to drive business from the business sector, and showcase innovate techniques to harness the outbound B2B sales potential within the greater Miami market. This may include attracting, mentoring, and developing Premium focused staff members.
  • Work with the AVP of Ticket Sales & Service to oversee the development, administration, and execution of a Premium Sales business plan of attack.
  • Research, analyze, identify, and cultivate areas for growth of Premium Sales. Including driving strategic lead generation through category analysis and proactive prospect engagement.
  • Schedule weekly, if not daily, meetings and conduct presentations with potential prospects.
  • Effectively use Salesforce CRM to accurately record all client and prospect interactions.
  • Participate, lead, and contribute in weekly sales meetings and training sessions.
  • Work in conjunction with University of Miami Athletic Department team members to promote and generate sales to all ticketed events while providing a great fan experience.
  • Assist with any special projects or duties as assigned by Asst. Vice President Sales and Service.
  • Entertain and nurture relationships through creative means including but not limited to networking events, speaking engagements, prospect sampling at games, seat visits at games, open houses at the stadium/arena, and outside meetings.
  • Must be willing to work non-traditional hours, weekends, events, and game days.

QUALIFICATIONS

  • Bachelor’s Degree or equivalent.
  • 3+ years of premium sales experience is preferred.
  • Experience selling 5 and 6 figure deals is preferred.
  • Familiarity with the Greater Miami business sector is preferred.
  • Excellent professional verbal and written communication skills
  • Maintain a professional image and positive attitude.
  • Set and conduct in-stadium, arena and out-of-the-office sales appointments.
  • Effectively use Salesforce CRM to maintain accurate records of all client and prospect interactions.
  • Reach and exceed individual and team sales revenue goals.
  • Assist with managing and stewarding existing Premium seat holders.
  • Prospect and cultivate new sales leads through creative lead generation methods, as well as follow up on leads provided by partner organizations.
  • Candidate should possess excellent time management and organizational skills.
  • Candidate should possess an optimistic team-first attitude, as well as a competitive desire to be the best.
  • Ability to work in a team-oriented environment and effectively influence and communicate with C-level clients.

COMPENSATION

Competitive salary commensurate with experience, and a generous benefits package that includes: medical, dental, vision, life and disability insurance, paid vacation, and 401k plan.

WORKING CONDITIONS

Location: On-Site

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. While performing the duties of this job, the employee is regularly required to sit, talk, hear; use hands and fingers, and handle controls. The employee frequently is required to reach with hands and arms. The employee is required to stand, walk, and stoop. Specific vision abilities required by this job include close vision and the ability to adjust focus.

Legends is an Equal Opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, age, national origin, disability, or genetic information.

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