Manager - Premium Sales
Position: Premium Sales Manager
Department: Ticket Sales & Services
Reporting Relationship: Reports to Vice President Premium Partnerships
Status: Full-Time (Exempt)
Compensation: Salary plus commission
Primary Responsibilities:
Selling Responsibilities:
Sell Luxury Suites
Sell Long Term and Single Event Rentals for Panthers, Charlotte FC and major stadium events
Sell Membership Clubs
Sell Suite Club PSLs for Panthers and Charlotte FC
Manage the renewal process for the current Luxury Suite owner customer base, including outreach, negotiation, and securing renewal commitments
Additional Selling Responsibilities:
PSLs and Season Tickets
Silver Club Level PSLs and Season Tickets
Upgrading current PSL Owners
Single Game Tickets
Develop and execute a proactive outbound prospecting strategy, including networking, appointment setting, and cold outreach to corporate decision-makers and high-net-worth individuals
Manage the full sales cycle from lead generation through contract execution and negotiation, ensuring accuracy and a seamless client experience
Maintain an accurate, up-to-date pipeline in Dynamics 365, tracking interactions, follow-ups, and deal progress
Consistently meet or exceed individual and team new business and renewal revenue goals
Attend networking events, client meetings, and industry functions to build brand awareness and generate new leads
Represent Tepper Sports & Entertainment in various organizational promotions, charity functions, speaking engagements.
Assist (as needed) in the development, coordination, implementation of game day activities for both Carolina Panthers and Charlotte FC.
Work game days and special events to engage premium clients, host prospects, and provide top-tier service
Committed to the support of department goals and objectives, such as budgets and sales goals.
Provide manager with necessary support/statistical data
Service Responsibilities:
Provide a high level of customer service to all clients, including relationship building, day to day operations, written correspondence, phone calls, account inquiries, appointment scheduling, follow up, etc.
Work with Premium Service, Ticket Operations and Ticket Service Representatives to ensure all accounts are active, documented and up-to-date on invoicing, contracts, renewals, etc.
Assist in determining and implementing enhancement programs for full season accounts to generate sales and member retention.
Ensure proper maintenance of full season accounts is performed and current quality standards are met or exceeded.
Additional Responsibilities:
Assist in the overall success & meeting goals of the sales area of the Ticket Office
Administrative duties including filing, answering phones, and provide support to Ticketing Department
Assist with all functions of the Sales Center including, but not limited to, ticket sales, phone calls, written correspondence, special promotions and programs, etc.
Other duties as assigned by Department Leadership
Fulfill various responsibilities by assisting other departments (as needed)
Minimum Qualifications:
At least 5 years of B2B sales experience with a demonstrated, top-tier track record of exceeding revenue goals; we're looking for a proven closer, not just an order-taker
Exceptional business acumen, with the ability to understand a prospect's business, speak their language, and position premium products as a strategic investment, not just a ticket
High level sales acumen, including sophisticated consultative selling skills, strong objection handling, and the ability to read a room and adjust approach with C-suite executives and high-net-worth individuals
Relentless, self-generated lead generation and business development instincts; someone who doesn't wait for leads to come in, but is constantly prospecting, networking, and building a pipeline from scratch
Entrepreneurial mindset with a competitive, goal-driven personality and an unwillingness to accept "no" as a final answer
Proficiency with Microsoft Office Suite (Word, Excel, PowerPoint, Outlook)
Must be flexible and available to work evenings and/or weekends, nights, and holidays
Must pass pre-employment screens
Preferred Qualifications:
Bachelor's degree in Sports Management, Business, Hospitality, or related field preferred
Experience with Dynamics 365 or similar CRM systems preferred
Skills for Success:
Excellent organizational skills and attention to detail; disciplined pipeline management, able to manage a high volume of prospects, renewals, and deadlines without dropping the ball
Excellent verbal and written communication skills, with the polish and confidence to deliver compelling, tailored sales presentations
Works well under pressure while maintaining a positive attitude
A true team player who thrives in a fast-paced, high-performance sales culture and elevates those around them
Demonstrated ability to negotiate creative, win-win solutions and close multi-year agreements
Ability to make sound decisions and exercise independent judgement and discretion with integrity and accountability, while working in a fast-paced, high-demand, and sometimes strenuous environment
Must maintain complete confidentiality of privileged, and/or sensitive information
Must, at all times, display the character and values of the Tepper Sports & Entertainment brand
Must be able to multi-task while managing time successfully
Physical Requirements:
Sitting at desk and computer for long periods of time
Standing for extended periods of time
Must be able to lift 15 pounds at a time
Work Environment:
This job operates in a professional office environment, as well as, outside in a stadium facility environment at times which may include inclement weather conditions. This role routinely uses standard office equipment such as computers, phones, photocopiers, filing cabinets and fax machines.