Sr. Manager, Premium Sales (Crypto.com Arena) - Crypto.com Arena
Los Angeles, CA
About the Job
For more than 20 years, AEG has played a pivotal role in transforming sports and live entertainment. Annually, we host more than 160 million guests, promote more than 10,000 shows and present more than 22,000 events around the world. We are committed to innovation, artistry, and community, and leverage the power of our 300+ venues, leading sports franchises, marquee music brands, integrated entertainment districts, premier ticketing platform and global sponsorship activations, to create memorable moments that give the world reason to cheer.
Our business is interwoven with the human mind and heart, and we strive to build a diverse and inclusive company that reflects the artists, athletes, and fans that we host; reach beyond traditional boundaries to support the communities in which we operate; and minimize our impact on the environment by adopting sustainable practices throughout our business operations.
If you want to be challenged to up your game and make a difference, then join us in giving the world reason to cheer!
Crypto.com Arena has undoubtedly developed an unrivaled reputation for excellence having established itself as one of the world’s busiest and most successful venues in the world. As the home of four professional sports franchises – the NBA’s Los Angeles Lakers and LA Clippers, the NHL’s LA Kings and the WNBA’s Los Angeles Sparks – Crypto.com Arena has proven to be a home court advantage for the local teams. The AEG owned and operated arena continues to distinguish itself as the host of major, high-profile events of national and international distinction including the 2004, 2011 & 2018 NBA All-Star Games, 2002 & 2017 NHL All-Star Game, 2000 Democratic National Convention, 2009 World Figure Skating Championships and 20 GRAMMY Awards shows. Crypto.com Arena twenty-three years have also been marked with performances and special events that brought international stature to the downtown Los Angeles venue including concerts Taylor Swift, Drake, Beyoncé, Prince, U2, Paul McCartney, Garth Brooks, Usher, Jay-Z, Keith Urban, Roger Waters, Britney Spears, Katy Perry, Ed Sheeran, Kendrick Lamar, Michael Bublé, Carrie Underwood and Justin Timberlake, as well as world championship boxing, family shows and special events. Hosting over 250 events a year, the arena’s reputation for world-class amenities, features and commitment to quality of service and the guest experience is second to none. These include comfortable seating, state-of-the-art sound and lighting systems, concession stands offering a variety of food and beverages, and merchandise stores where fans can purchase team-related memorabilia. Crypto.com Arena is not only a great venue for sports and entertainment, but it also holds a special place in the hearts of the local community. It has witnessed numerous historic moments, unforgettable performances, and has become an iconic landmark in the city of Los Angeles.
Position Summary:
The Sr. Manager, Premium Sales is responsible for developing and implementing strategic sales initiatives to drive revenue and growth in the premium suite segment. The role involves leading, managing, motivating, and mentoring four (4) sales specialist to achieve sales targets via sale of Premium Memberships of Premier Seats, Private Suites, and Tables & Lounges as well as develop future leaders of our company, and recruit new talent to join our organization.
Essential Functions:
Sales Strategy and Planning:
- Develop comprehensive sales strategies and plans to achieve revenue targets and maximize profitability.
- Conduct market research and analysis to identify trends, opportunities, and competitive strategies.
Team Management:
- Lead and manage a team of 4 sales specialists, providing guidance, support, and coaching to optimize their performance and achieve sales goals.
- Conduct regular performance evaluations, set clear objectives, and establish action plans for continuous improvement.
Client Relationship Management:
- Cultivate and maintain strong relationships with existing and prospective premium clients.
- Collaborate with the team to identify client needs and propose tailored solutions to enhance the premium experience and increase sales.
Sales Execution and Results:
- Oversee the entire sales cycle, from prospecting to closing deals, ensuring the team meets or exceeds sales targets.
- Monitor sales metrics and analyze performance data to make informed decisions and adjustments to sales strategies.
Collaboration and Communication:
- Collaborate cross-functionally with other departments, such as marketing, operations, and ticketing, to align strategies and ensure seamless execution of premium sales initiatives.
- Maintain clear and open communication channels with internal stakeholders to relay important updates and feedback.
Contract Negotiation and Administration:
- Lead sales specialist negotiations and contract discussions with clients, ensuring terms and conditions align with company policies and objectives.
- Oversee contract administration, including the accurate and timely processing of agreements and related documentation.
Budget Management:
- Assist in the development and management of the premium suite sales budget, ensuring efficient allocation of resources and adherence to financial targets.
Required Qualifications:
- Minimum education level of: High School Diploma (BA/BS Degree Preferred)
- Minimum of 6 years of sales experience – at least three of those years focused on; Experience selling six to seven figure suite deals in the sports and entertainment industry preferred
- Proven leadership in a fast-paced, competitive, team environment
- Strong verbal and written communication skills.
- Excellent people skills, with an ability to interact effectively and in a professional, diplomatic, and mature manner not only with members and guests, but with co-workers within the organization
- Excellent problem-solving and conflict management skills.
- Ability to present information effectively and ability respond to questions/inquiries from co-workers, clients and customers in a timely manner
- Highly organized with good coordinating and project management skills
- Ability to multi-task and efficiently change focus when needed
- Ability to work independently and drive results.
- Ability to access and accurately input information using a moderately complex computer system (Microsoft Dynamics CRM, etc.)
- Demonstrated proficiency with MS Office applications including Excel, Word, PowerPoint, etc
- Must be able to work weekends, evenings, and/or holidays to meet work objectives.
Pay Scale: $90,000 - $100,000
AEG reserves the right to change or modify the employee’s job description whether orally or in writing, at any time during the employment relationship. AEG may require an employee to perform duties outside his/her normal description.
AEG is committed to developing a diverse workforce reflective of the marketplace and the communities in which we do business. We believe a diverse workforce is not merely an advantage; it is mandatory for any company to be successful in today's business climate.
Anschutz Entertainment Group is an equal opportunity employer and will not discriminate against any individual, employee, or application for employment on the basis of race, color, marital status, religion, age, sex, sexual orientation, national origin, handicap, or any other legally protected status recognized by federal, state or local law.
This Employer is subject to the Fair Chance Initiative for Hiring Ordinance (FCIHO) (LAMC 189.00)