VP, Ticket Sales & Service – Miami Marlins
Position Summary:
The Vice President of Sales & Service is responsible for all aspects of Miami Marlins ticket sales and service related to membership (season plans), group and premium ticket products and experiences. This person provides daily leadership to ticket sales/service staff and activities, continuously develops ticket sales/service staff skills and capabilities, executes relationship-based sales strategies which deliver ticket revenue targets and maximize profit margins, and works closely with others on the senior leadership team regarding overall distribution strategies as well
as single-game (individual) ticket initiatives and related revenue targets.Essential Functions:
The Vice President of Sales & Service is responsible for all aspects of Miami Marlins ticket sales and service related to membership (season plans), group and premium ticket products and experiences. This person provides daily leadership to ticket sales/service staff and activities, continuously develops ticket sales/service staff skills and capabilities, executes relationship-based sales strategies which deliver ticket revenue targets and maximize profit margins, and works closely with others on the senior leadership team regarding overall distribution strategies as well
as single-game (individual) ticket initiatives and related revenue targets.Essential Functions:
- Daily leadership of ticket staff and leadership team
- Establish and promote a positive culture of high performance and continuous improvement
- Develop and manage annual sales plans and operating budgets to achieve revenue and profitability growth
- targets, including strategies for existing business retention and new business development
- Contribute new lead sources and prospects to sales process through active membership and participation in business, civic, and volunteer organizations
- Continuous assessment and evolution of ticket sales and service approach, including standards and practices
- Closely monitor and report to senior leadership on key performance indicators and metrics as well as provide informed and timely recommendations and effective decision making
- Recruit and hire staff on continuous basis to maintain appropriate level of staffing and build bench strength
- Mentor and develop staff using a positive, supportive approach on a consistent basis
- Develop and implement sales and service training programs
- Establish and monitor staff performance and development goals as well as manage and assess staff performance on a continuous basis
- Develop and refine business processes related to ticket activities and provide close oversight of quality and fiscal controls
- Collaborate closely with and leverage marketing, business analytics, partnership and finance teams as well as others within the senior leadership team
- Be a key contributor amongst the senior leadership team; generating strategic ideas and projecting a broad view on the overall business strategy and how we collectively progress as an organization
Qualifications & Requirements:
- Proven ticket sales leader with a demonstrated track record of performance
- Evidence of planning acumen and of being a strategic thinker with the ability to develop and implement processes and plans
- High energy and strong work ethic
- Ability to clearly define and address complex issues
- Demonstrates exceptional judgement in carrying out duties
- Acts with purpose and urgency in making timely recommendations and decisions
- Well-developed influencing, persuasion and negotiation skills
- High ethical standards and commitment to the organization’s core values
- Mature, hands-on executive with strong management and organizational experience
- Projects a positive image as well as inspires trust and credibility with stakeholders
- Exhibits a team-oriented approach
- Ability to achieve immediate credibility with stakeholders by possessing appropriate composure, confidence, knowledge, clarity and professionalism
- Communicates clearly and effectively; possesses highly developed collaboration, persuasion, relationship building and interpersonal skills
- Keeps senior leadership fully and completely informed of important issues/aspects of the sales performance
- Uses appropriate communication tone, manner and channel in all circumstances
- Actively listens and acknowledges conflicting points of view; treats all points of view with respect
Suggested Education & Experience Guidelines:
- Bachelor’s Degree with an emphasis on business, management, sports, sales or related field; Master’s Degree in business, management, sports, sales or relate field preferred
- 10+ years of relevant experience in sales; knowledge of the Miami market as well as experience working in the sports and entertainment industry preferred
- Proficient at Microsoft applications (Word, Excel, PowerPoint, Dynamics CRM)
- Knowledge of ticketing systems and other ticket sales technologies
