Legends
Director of Sales Legends - University of Utah
Legends, Salt Lake City, Utah, United States, 84193
LEGENDS
Founded in 2008, Legends’ operating divisions worldwide include – Global Partnerships, Global Sales, Hospitality, Global Planning, Global Merchandise, Global Technology Solutions, Attractions, Growth Enterprises – offering clients and partners a 360-degree data and analytics fueled service solution platform to elevate their brand and execute their vision. Currently, Legends works with marquee clients across business verticals including professional sports; collegiate; attractions; entertainment; and conventions and leisure. We are the industry leaders in designing, planning, and realizing exceptional experiences in sports and entertainment. For more information, visit www.Legends.net and follow us on Twitter and Instagram @TheLegendsWay.
Project Description
The University of Utah selected Legends Global Sales to assist in the marketing and development of the Ken Garff Red Zone at Rice-Eccles Stadium expansion. The project has provided various new premium seating options with Rice-Eccles Stadium. In addition to the premium seating offerings associated with the renovation, Legends has been hired to oversee and manage various areas within the Utah Athletics Development department. Legends focuses on driving revenue around the new premium seating offerings, athletic ticketing (football, men’s basketball, women’s gymnastics), annual athletic donations, and growing the overall connectivity and engagement with all Crimson Club Members. As part of the overarching agreement, Legends will work in partnership with the University of Utah to optimize revenue generation and curate experiences for all Utes fans. With a data-driven approach, Legends will oversee premium product sales as part of the projects, as well as manage overall premium seating, ticket sales, annual fund donations, marketing strategy, and business intelligence for all ticketed sporting events.
THE ROLE
In this role, you will be responsible for developing an annual and long-term strategic plan to grow in both participation and financial support for Ticketing across all sports, Premium Seating, and Crimson Club annual giving programs. The Director, Sales, Service, & Retention will work in conjunction with the Utah Athletic Ticketing, Development, Marketing, and Communication teams and plan to execute both holistic ticketing, Premium seating, and philanthropic campaigns via a variety of communication channels. This position will be responsible for hiring, training, supervising, and motivating the team to optimize performance, drive revenue and donations, and provide a high level of customer satisfaction. The ideal candidate should have multiple years of first-hand sales and service management experience. They should be comfortable analyzing performance metrics, data, and analytics and how to utilize the information available to forecast and drive decision-making. The Director of Sales, Service & Retention should be comfortable speaking in public, a proven team leader, and have the ability to create and manage a positive and dynamic sales & service culture. This experienced sales professional must be comfortable communicating across multiple areas of the business and will work closely with both Utah’s Athletic Department and the Legends leadership teams.
Essential FunctionsServe as primary liaison and steward of the relationship between Legends and Utah Athletics Leadership. Additionally, develop relationships with other departments within Utah’s Athletic Department including the Ticket Office, Marketing, Development, and other External Relations units to ensure a robust, fan-centric approach to all ticket sales, service, and fundraising.Collaborate with the Data, Insights & CRM Specialist and the management team to define target audiences and strategically track and analyze ticketing and fundraising campaigns in order to maximize opportunities.Collaborate with the Digital Marketing Specialist to identify opportunities to meet target audiences with fan and donor-centric messaging and products that resonate.Strategize, maintain, and execute a year-round sales and service approach to meet and exceed goals.Develop a best-in-class service and stewardship platform that will ensure retention at the highest level.Work collaboratively with key stakeholders to develop and implement the overall sales and service strategies to maximize revenue and customer satisfaction in conjunction with the expectations of the organization.Recruit, hire, assist, train, manage, and mentor team members on strategy, call scripts, client presentations, and more.Foster a team-first environment focused on collaboration amongst the Sales, Marketing, Development, and Ticket Operations teams.Create and implement regular sales, service, and stewardship training initiatives to increase productivity, incentivize, motivate, and elevate overall team performance.Support sales and development teams’ management of their fan and donor portfolio and pipelines, while guiding the team in their outbound new business and donor acquisition strategies.Analyze historical and current sales and fundraising data and performance metrics to determine future campaigns and new lead sources for the team.Participate in planning meetings to discuss organizational revenue opportunities and collaborate with other stakeholders to support and further the department goals.Create quantitative & qualitative weekly and quarterly reports to highlight wins, losses, and key learnings.Utilize CRM system to manage campaigns, pipelines, and sales processes.Due to the nature of this project, the candidate must be willing to work non-traditional hours, weekends, and game days.Participate in events, promotions, client entertainment, and other activities as needed.QualificationsBachelor’s DegreeMinimum of 4 years' sales/management experience leading high-volume sales & service teams.Prior experience selling five and six-figure deals in the professional or collegiate sports and entertainment industry is preferred.Proven leadership experience in a sales & service environment including coaching, mentoring, hiring, training, and performance management.Excellent relationship-building and interpersonal skills, with the ability to interact comfortably and effectively with internal and external clients at all levels of an organization.Excellent interpersonal verbal and written communication skills are a must.Ability to work in a fast-paced environment and manage multiple tasks simultaneously while remaining organized, efficient, and calm under pressure.Ability to prioritize and meet competing deadlines independently.Proven ability to work collaboratively in a team-oriented environment.Proficient in software programs including Salesforce CRM and Ticket Master preferred, or other ticket sales platforms.Effectively communicate with donors and C-level clients.Resourceful, innovative, and forward-thinking.Strong time management and organizational skills with attention to detail.Candidate should possess an optimistic team-first attitude, as well as a competitive desire to be the best.Compensation
Competitive salary, commensurate with experience, and a generous benefits package that includes medical, dental, vision, life and disability insurance, paid vacation, and a 401k plan.
WORKING CONDITIONS
Location: On Site
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. While performing the duties of this job, the employee is regularly required to sit, talk, hear; use hands to finger and handle controls. The employee frequently is required to reach with hands and arms. The employee is required to stand, walk, and stoop. Specific vision abilities required by this job include close vision and the ability to adjust focus.
Legends is an Equal Opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, age, national origin, disability, or genetic information.
#J-18808-Ljbffr
Founded in 2008, Legends’ operating divisions worldwide include – Global Partnerships, Global Sales, Hospitality, Global Planning, Global Merchandise, Global Technology Solutions, Attractions, Growth Enterprises – offering clients and partners a 360-degree data and analytics fueled service solution platform to elevate their brand and execute their vision. Currently, Legends works with marquee clients across business verticals including professional sports; collegiate; attractions; entertainment; and conventions and leisure. We are the industry leaders in designing, planning, and realizing exceptional experiences in sports and entertainment. For more information, visit www.Legends.net and follow us on Twitter and Instagram @TheLegendsWay.
Project Description
The University of Utah selected Legends Global Sales to assist in the marketing and development of the Ken Garff Red Zone at Rice-Eccles Stadium expansion. The project has provided various new premium seating options with Rice-Eccles Stadium. In addition to the premium seating offerings associated with the renovation, Legends has been hired to oversee and manage various areas within the Utah Athletics Development department. Legends focuses on driving revenue around the new premium seating offerings, athletic ticketing (football, men’s basketball, women’s gymnastics), annual athletic donations, and growing the overall connectivity and engagement with all Crimson Club Members. As part of the overarching agreement, Legends will work in partnership with the University of Utah to optimize revenue generation and curate experiences for all Utes fans. With a data-driven approach, Legends will oversee premium product sales as part of the projects, as well as manage overall premium seating, ticket sales, annual fund donations, marketing strategy, and business intelligence for all ticketed sporting events.
THE ROLE
In this role, you will be responsible for developing an annual and long-term strategic plan to grow in both participation and financial support for Ticketing across all sports, Premium Seating, and Crimson Club annual giving programs. The Director, Sales, Service, & Retention will work in conjunction with the Utah Athletic Ticketing, Development, Marketing, and Communication teams and plan to execute both holistic ticketing, Premium seating, and philanthropic campaigns via a variety of communication channels. This position will be responsible for hiring, training, supervising, and motivating the team to optimize performance, drive revenue and donations, and provide a high level of customer satisfaction. The ideal candidate should have multiple years of first-hand sales and service management experience. They should be comfortable analyzing performance metrics, data, and analytics and how to utilize the information available to forecast and drive decision-making. The Director of Sales, Service & Retention should be comfortable speaking in public, a proven team leader, and have the ability to create and manage a positive and dynamic sales & service culture. This experienced sales professional must be comfortable communicating across multiple areas of the business and will work closely with both Utah’s Athletic Department and the Legends leadership teams.
Essential FunctionsServe as primary liaison and steward of the relationship between Legends and Utah Athletics Leadership. Additionally, develop relationships with other departments within Utah’s Athletic Department including the Ticket Office, Marketing, Development, and other External Relations units to ensure a robust, fan-centric approach to all ticket sales, service, and fundraising.Collaborate with the Data, Insights & CRM Specialist and the management team to define target audiences and strategically track and analyze ticketing and fundraising campaigns in order to maximize opportunities.Collaborate with the Digital Marketing Specialist to identify opportunities to meet target audiences with fan and donor-centric messaging and products that resonate.Strategize, maintain, and execute a year-round sales and service approach to meet and exceed goals.Develop a best-in-class service and stewardship platform that will ensure retention at the highest level.Work collaboratively with key stakeholders to develop and implement the overall sales and service strategies to maximize revenue and customer satisfaction in conjunction with the expectations of the organization.Recruit, hire, assist, train, manage, and mentor team members on strategy, call scripts, client presentations, and more.Foster a team-first environment focused on collaboration amongst the Sales, Marketing, Development, and Ticket Operations teams.Create and implement regular sales, service, and stewardship training initiatives to increase productivity, incentivize, motivate, and elevate overall team performance.Support sales and development teams’ management of their fan and donor portfolio and pipelines, while guiding the team in their outbound new business and donor acquisition strategies.Analyze historical and current sales and fundraising data and performance metrics to determine future campaigns and new lead sources for the team.Participate in planning meetings to discuss organizational revenue opportunities and collaborate with other stakeholders to support and further the department goals.Create quantitative & qualitative weekly and quarterly reports to highlight wins, losses, and key learnings.Utilize CRM system to manage campaigns, pipelines, and sales processes.Due to the nature of this project, the candidate must be willing to work non-traditional hours, weekends, and game days.Participate in events, promotions, client entertainment, and other activities as needed.QualificationsBachelor’s DegreeMinimum of 4 years' sales/management experience leading high-volume sales & service teams.Prior experience selling five and six-figure deals in the professional or collegiate sports and entertainment industry is preferred.Proven leadership experience in a sales & service environment including coaching, mentoring, hiring, training, and performance management.Excellent relationship-building and interpersonal skills, with the ability to interact comfortably and effectively with internal and external clients at all levels of an organization.Excellent interpersonal verbal and written communication skills are a must.Ability to work in a fast-paced environment and manage multiple tasks simultaneously while remaining organized, efficient, and calm under pressure.Ability to prioritize and meet competing deadlines independently.Proven ability to work collaboratively in a team-oriented environment.Proficient in software programs including Salesforce CRM and Ticket Master preferred, or other ticket sales platforms.Effectively communicate with donors and C-level clients.Resourceful, innovative, and forward-thinking.Strong time management and organizational skills with attention to detail.Candidate should possess an optimistic team-first attitude, as well as a competitive desire to be the best.Compensation
Competitive salary, commensurate with experience, and a generous benefits package that includes medical, dental, vision, life and disability insurance, paid vacation, and a 401k plan.
WORKING CONDITIONS
Location: On Site
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. While performing the duties of this job, the employee is regularly required to sit, talk, hear; use hands to finger and handle controls. The employee frequently is required to reach with hands and arms. The employee is required to stand, walk, and stoop. Specific vision abilities required by this job include close vision and the ability to adjust focus.
Legends is an Equal Opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, age, national origin, disability, or genetic information.
#J-18808-Ljbffr