Director Of Premium Sales & Service | Acrisure Arena - Oak View Group

Oak View Group:

Oak View Group is the global leader in venue development, management, and premium hospitality services for the live event industry. Offering an unmatched, 360-degree solution set for a collection of world-class owned venues and a client roster that includes the most influential, highest attended arenas, convention centers, music festivals, performing arts centers, and cultural institutions on the planet.

Position Summary:

Job Description:

The Director of Premium Sales & Service at Acrisure Arena will be responsible for leading, inspiring, and managing a team of employees to maximize the sales of multi-year premium seat and suite leases plus single-night premium rentals at Acrisure Arena in Palm Desert, CA. The Director of Premium Sales & Service will also be responsible for the service, retention, and fulfillment of premium seating at Acrisure Arena.

 

This position will report to the General Manager of Acrisure Arena and work with guidance from the Oak View Group Premium team. This role will work closely with other departments at Acrisure Arena, is an in-person role based in Palm Desert, CA, and must be able to work nights, weekends, and holidays as required.

 

The Salary Range for this position is $95,000 to $105,000 plus bonus.

The Job Ad will remain open until 11/30/2024.

About the Venue:Responsibilities:

Essential Duties & Responsibilities:

 

• Oversee the strategy to sell, deliver, and service all premium seating at Acrisure Arena – 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
• 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 book 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 Acrisure Arena and OVG including but not limited to Ticket Operations, Event Operations, Legal, Finance, Food & Beverage, Human Resources, Marketing, and more
• Work with Acrisure Arena and OVG Premium leadership to create, forecast, and manage revenues and expenses tied to premium seating
• Other job-related duties as assigned

Qualifications:

Required Experience & 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

 

Education and Experience:

 

• 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

 

Working Conditions:

• Must be able to work a flexible schedule inclusive of weekends, nights and holidays required.

Strengthened by our Differences. United to Make a Difference:

At OVG, we understand that to continue positively disrupting the sports and live entertainment industry, we need a diverse team to help us do it. We also believe that inclusivity drives innovation, strengthens our people, improves our service, and raises our excellence. Our success is rooted in creating environments that reflect and celebrate the diverse communities in which we operate and serve, and this is the reason we are committed to amplifying voices from all different backgrounds.

Equal Opportunity Employer:

Oak View Group is committed to equal employment opportunity. We will not discriminate against employees or applicants for employment on any legally recognized basis (“protected class”) including, but not limited to veteran status, uniform service member status, race, color, religion, sex, national origin, age, physical or mental disability, genetic information or any other protected class under federal, state, or local law.