Director, Suite Sales and Service
Washington Nationals
Washington, DCThis was removed by the employer on 12/10/2018 8:17:00 AM PST
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Full Time Job
Summary:
The Director, Suite Sales & Service primary focus is to implement, direct, evaluate, measure and supervise all strategies relating to the Suite Sales & Service Department, including the sale and renewal of Suites and the Championship Boxes at Club 24. The Director's secondary focus is to identify prospects and close new corporate partnerships business. This includes responsibility for selling all available inventory across the various channels of Nationals products including in-park, radio, hospitality, and internet/new media.
The incumbent will also be initially responsible for carrying an individual book of business, both to help drive towards the department's revenue goals, but also to better understand and strategically activate against the day-to-day nuances of the suite sale in the Washington, DC marketplace.
The Nationals are a military-friendly organization actively recruiting veterans and spouses.
Essential Duties and Responsibilities:
• Manage the staffing, finances, strategy and planning for the team's suite sales efforts to help the organization achieve its goals.
• Oversee the development, administration and execution of all new sales, service and renewal initiatives, collateral, sales tracking/reporting and post-sale communications.
• Research, analyze, identify, and cultivate areas for growth of suite sales. This includes driving strategic lead generation through category analysis and proactive prospect engagement.
• Oversee development and maintenance of ongoing prospect list for new suite sales opportunities.
• Assist organizational leadership on the development of suite sales products, areas and renovations related to the ballpark master plan.
• Develop and execute long-term/short-term strategy regarding new sales and retention of existing clients.
• Develop and direct new business sales campaigns.
• Develop and execute annual renewal plan as well as oversee referral programs.
• Develop plans/efforts regarding individual team suite rental programs.
• Develop strategies as needed for non-traditional initiatives such as business development events.
• Work with Suite Service Department to coordinate event activities to strengthen relationships with all new and existing suite holders.
• Identify and target potential corporate sponsors at the national and local (DC DMA) level.
• Develop, write and present compelling suite and corporate sponsorship sales proposals to key clients.
• Create new sales collateral or modify existing collateral as required.
• In conjunction with departmental resources, ensure the goals and marketing commitments developed for each client are being met, including any review/reporting requirements.
• Create a culture of enthusiasm and service excellence that aligns with our organizational values.
• Create tools to maximize purchase and usage convenience including regulatory compliance, inventory utilization, administrative burden and other client ticketing and financial return objections.
• Develop and maintain strong, cooperative inter/intra departmental relationships.
• Collaborate with Ticket Sales and Ticket Services on premium up sell opportunities, Season Plan Holder suite usage opportunities and other ticket sales initiatives as needed.
• Perform other duties and responsibilities as assigned by the Vice President, Corporate Partnerships and Hospitality.
Requirements:
Minimum Education and Experience Requirements
• Bachelor's Degree or equivalent degree in a field of general business and/or related to business management, public relations, and hospitality.
• Minimum of 5 years industry related experience.
• Minimum of 4 years client management experience in premium sales and service.
• Minimum of 2 years experience in a supervisory role.
Knowledge, Skills, and Abilities necessary to perform essential functions:
• Understands the need for data integrity and pays attention to maintaining accurate and timely data.
• An effective communicator orally and written with excellent interpersonal skills.
• Computer proficiency and technical aptitude with the ability to utilize MS Word, Excel, Power Point, Internet manipulation.
• Ability to learn and master new software programs including Tickets.com and Microsoft CRM.
• Competent keyboard skills to produce accurate and well-presented documents and presentations.
• Ability to operate under pressure.
• Proficient with basic budget management and calculations.
• Ability to deliver effective results, meet tight deadlines and targets.
• Ability to travel around the ballpark visiting clients during home games with the ability to escort and show clients.
• Must be able to work flexible hours including evenings, weekends and holidays as needed
• Strong ability to create and thrive in a team environment.
• Attention to detail including excellent time management and organizational skills.
• Strong work ethic and a desire to build a career in professional sports.
• Uphold Core Values: Excellence, Performance, and Accountability. These core values set the tone in everything we do, help us succeed on and off the field, make a difference in the community and provide the best guest experience in sports. It is important that the person in the position commits themselves to these core values so that we can constantly move forward in the same direction – Together.
Physical/Environmental Requirements
• Office: Working conditions are normal for an office environment. Work may require occasional weekend and/or evening work.
• Gameday: Job requires employee to function in a high activity and heavily crowded outdoor professional sports venue. May work at heights. Employee will be exposed to inclement weather of varying degrees. While performing the duties of this job, the employee is regularly required to stand for long periods of time, walk long distances, and climb up/down stairs. The employee is required to stoop, kneel, crouch, or sit and must lift and/or move up to 45 pounds.
Education
Preferred
• Bachelors or better