Manager - Premium Sales

Job description

Position: Premium Sales Manager Department: Ticket Sales & Services Reporting Relationship: Reports to Vice President Premium Partnerships Status: Full-Time (Exempt) Compensation: Salary plus commission Primary Responsibilities: Selling Responsibilities: • Sell Luxury Suites • Sell Long Term and Single Event Rentals for Panthers, Charlotte FC and major stadium events • Sell Membership Clubs • Sell Suite Club PSLs for Panthers and Charlotte FC • Manage the renewal process for the current Luxury Suite owner customer base, including outreach, negotiation, and securing renewal commitments • Additional Selling Responsibilities: ◦ PSLs and Season Tickets ◦ Silver Club Level PSLs and Season Tickets ◦ Upgrading current PSL Owners ◦ Single Game Tickets • Develop and execute a proactive outbound prospecting strategy, including networking, appointment setting, and cold outreach to corporate decision-makers and high-net-worth individuals • Manage the full sales cycle from lead generation through contract execution and negotiation, ensuring accuracy and a seamless client experience • Maintain an accurate, up-to-date pipeline in Dynamics 365, tracking interactions, follow-ups, and deal progress • Consistently meet or exceed individual and team new business and renewal revenue goals • Attend networking events, client meetings, and industry functions to build brand awareness and generate new leads • Represent Tepper Sports & Entertainment in various organizational promotions, charity functions, speaking engagements. • Assist (as needed) in the development, coordination, implementation of game day activities for both Carolina Panthers and Charlotte FC. • Work game days and special events to engage premium clients, host prospects, and provide top-tier service • Committed to the support of department goals and objectives, such as budgets and sales goals. • Provide manager with necessary support/statistical data Service Responsibilities: • Provide a high level of customer service to all clients, including relationship building, day to day operations, written correspondence, phone calls, account inquiries, appointment scheduling, follow up, etc. • Work with Premium Service, Ticket Operations and Ticket Service Representatives to ensure all accounts are active, documented and up-to-date on invoicing, contracts, renewals, etc. • Assist in determining and implementing enhancement programs for full season accounts to generate sales and member retention. • Ensure proper maintenance of full season accounts is performed and current quality standards are met or exceeded. Additional Responsibilities: • Assist in the overall success & meeting goals of the sales area of the Ticket Office • Administrative duties including filing, answering phones, and provide support to Ticketing Department • Assist with all functions of the Sales Center including, but not limited to, ticket sales, phone calls, written correspondence, special promotions and programs, etc. • Other duties as assigned by Department Leadership • Fulfill various responsibilities by assisting other departments (as needed) Minimum Qualifications: • At least 5 years of B2B sales experience with a demonstrated, top-tier track record of exceeding revenue goals; we're looking for a proven closer, not just an order-taker • Exceptional business acumen, with the ability to understand a prospect's business, speak their language, and position premium products as a strategic investment, not just a ticket • High level sales acumen, including sophisticated consultative selling skills, strong objection handling, and the ability to read a room and adjust approach with C-suite executives and high-net-worth individuals • Relentless, self-generated lead generation and business development instincts; someone who doesn't wait for leads to come in, but is constantly prospecting, networking, and building a pipeline from scratch • Entrepreneurial mindset with a competitive, goal-driven personality and an unwillingness to accept "no" as a final answer • Proficiency with Microsoft Office Suite (Word, Excel, PowerPoint, Outlook) • Must be flexible and available to work evenings and/or weekends, nights, and holidays • Must pass pre-employment screens Preferred Qualifications: • Bachelor's degree in Sports Management, Business, Hospitality, or related field preferred • Experience with Dynamics 365 or similar CRM systems preferred Skills for Success: • Excellent organizational skills and attention to detail; disciplined pipeline management, able to manage a high volume of prospects, renewals, and deadlines without dropping the ball • Excellent verbal and written communication skills, with the polish and confidence to deliver compelling, tailored sales presentations • Works well under pressure while maintaining a positive attitude • A true team player who thrives in a fast-paced, high-performance sales culture and elevates those around them • Demonstrated ability to negotiate creative, win-win solutions and close multi-year agreements • Ability to make sound decisions and exercise independent judgement and discretion with integrity and accountability, while working in a fast-paced, high-demand, and sometimes strenuous environment • Must maintain complete confidentiality of privileged, and/or sensitive information • Must, at all times, display the character and values of the Tepper Sports & Entertainment brand • Must be able to multi-task while managing time successfully Physical Requirements: • Sitting at desk and computer for long periods of time • Standing for extended periods of time • Must be able to lift 15 pounds at a time Work Environment: This job operates in a professional office environment, as well as, outside in a stadium facility environment at times which may include inclement weather conditions. This role routinely uses standard office equipment such as computers, phones, photocopiers, filing cabinets and fax machines. Tepper Sports & Entertainment is an equal opportunity at-will employer and do not discriminate against any employee or applicant for employment because of age, race, religion, color, disability, sex, sexual orientation, or national origin.