Senior Director, Premium Seating | Full-Time | XL Center

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Overview

The Senior Director of Premium Seating (title commensurate with experience) is responsible for assisting in strategic planning of the XL Center's premium seating, including pricing, go-to marketing strategy and revenue optimization. In addition, the position will be responsible for overseeing both sales and service verticals within the department, which are responsible for selling and servicing Premium Seating contracts for Suites, Loges, Club, VIP Packages and single night rentals for sporting events, concerts and family shows. The position will provide guidance and influence in the development of processes and procedures, training and development, sales campaign and goal creation and execution and overall sales management for the department. This position will also support the Vice President, Premium Seating in companywide initiatives within the Premium Seating space.

This role pays an annual salary of $125,000-$135,000 and is bonus eligible.

Benefits for Full-Time roles: Health, Dental and Vision Insurance, 401(k) Savings Plan, 401(k) matching, and Paid Time Off (vacation days, sick days, and 11 holidays).

This position will remain open until July 4, 2025.

Responsibilities

• Lead premium sales and service team through comprehensive transformation of XL Center.
• Assist in the design and implementation of the premium strategy of XL Center.
• Oversee the strategy to sell, deliver, and service all premium seating at XL Center - including multi-year leases and event-by-event sales.
• Meet or exceed established team and individual monthly, quarterly, and yearly revenue goals tied to contracted revenue (new business and renewals) and event-by-event sales.
• Develop and implement a B2B-focused sales and service plan for the department.
• Research and identify business challenges of current and prospective premium customers; measure and track the impact of the investment on business; develop messaging standards to communicate during renewal process and for use in new business opportunities.
• Assist with handling customer challenges and/or concerns as they relate to sales made by the department.
• Train, motivate, lead, and manage a team of sales & service employees.
• Conduct regular one one-on-one meetings and training sessions with sales & service staff.
• Work with OVG Premium and arena marketing staff to generate new sales leads through creative lead-generation methods.
• Conduct sales meetings and skilled deal-closing via phone, virtual presentations, in-office, and in-venue presentations.
• Provide high-end service for our premium seating clients, including but not limited to renewals, timely collection of payments, execution of license agreements, and special requests.
• Maintain sales reporting to track revenue tied to premium seating.
• Submit timely reports to management, including weekly and monthly sales & activity reports.
• Ensure the entire team enters all pertinent prospect and customer information in CRM platform for efficient reporting and historical data tracking.
• Create new programs that lead to the generation of referrals from existing books of business and find additional areas of opportunity to sell new premium seats within the arena.
• Collaborate with industry leaders on best practices within the area of premium sales and service.
• Communicate well and work collaboratively across multiple areas of XL Center and OVG including but not limited to Ticket Operations, Event Operations, Legal, Finance, Food & Beverage, Human Resources, Marketing, and more.
• Work with XL Center and OVG Premium leadership to create, forecast, and manage revenues and expenses tied to premium seating.

Qualifications

• Ability to inspire, motivate, and lead a highly performing team.
• Ability to take business goals and construct a plan to achieve and exceed them.
• Deep knowledge of, and ability to build relationships with, C-Level Executives.
• Skilled in negotiating and delivering an effective pitch via phone, web, and in-person meetings.
• Detail-oriented and organized, with the ability to manage and prioritize multiple responsibilities and deadlines.
• Willingness to take constructive feedback and seek constant improvement.
• Excellent analytical and communication skills.
• Available and responsive to internal stakeholders and customers/prospects.
• Ability to work nights/weekends/flexible schedule for events.
• Bachelor's degree in Sport Management, Business, Communications, or related field.
• 5-7 years of relevant sales experience; premium sales & service a plus.
• 3+ years of management with demonstrated success.
• Working knowledge of Ticketmaster Archtics.
• Strong understanding of CRM best practices and sales processes, preferably in Salesforce.
• Proficient with MS Word, Excel and PowerPoint.
• Experience working with sales automation software a plus.
• Familiarity with marketing automation tools a plus.