Director of Group Sales

JOB SUMMARY:


The Richmond Flying Squirrels are seeking a driven, sales-focused Director of Group Sales to lead the organization's group sales efforts, including group tickets, targeted offerings, themed events, group and premium hospitality packages, and additional revenue opportunities. This role will lead from the front by directly generating revenue through the sale of group tickets while mentoring, training, and developing the group sales staff, maximizing existing revenue streams, and actively creating new and unique opportunities to grow the organization's group sales business.

RESPONSIBILITIES/ESSENTIAL FUNCTIONS:

• Drive revenue by developing new business, growing existing accounts, and securing renewals.
• Lead and mentor Group & Ticket Sales Executives and seasonal staff members to achieve and exceed annual sales goals.
• Collaborate with the sales team and other departments to align group sales strategies with overall promotional, operational, ticketing, and revenue goals.
• Track, manage and report sales workflow across group sales staff.
• Create and manage group sales projections, regularly analyzing performance against targets and adjusting strategies as needed to achieve revenue goals.
• Regularly measure the effectiveness of the organization's various sales campaigns and offerings and provide recommendations for further improvement when necessary.
• Work to identify new key community relationships, partnerships, and opportunities.
• Support sales efforts for 804Live events, including WinterWorld, by meeting or exceeding established sales goals.
• Assist with the hiring, training, and development of sales team members to build a high-performing sales environment and achieve organizational sales goals.
• Gather feedback from existing clients to develop additional benefits, proactively address concerns, and improve ticket offerings.
• Represent the organization at games, community events, networking opportunities, and other initiatives to generate leads and strengthen relationships.
• Monitor trends and developments within the league and industry to identify new sales opportunities and provide insights to improve our organization's ticket sales strategy.
• Perform other duties as assigned.

QUALIFICATIONS:

• Bachelor's degree in sales, business, marketing, sports administration, or a related field is preferred.
• 3+ years of sales experience in a customer-centric environment, preferably in the sports & entertainment industry and/or ticket sales.
• Strong understanding of marketing concepts and strategies, and ability to concurrently develop and execute near and long-term goals.
• Prior sales training experience with a proven ability to train and develop staff.
• Exceptional customer service, time management & verbal/written communication skills, with the ability to effectively communicate at all levels within the organization.
• Self-motivated and detail-oriented, effectively managing multiple priorities in a high-pressure, fast-paced environment.
• Strong judgment and problem-solving skills, with the ability to address challenges in a positive and efficient manner.
• Proficiency with CRM systems and Microsoft Office applications, including Word, Excel, and Outlook.
• Flexibility to work evenings, weekends, holidays, and extended hours as required by the baseball schedule and business needs.

PHYSICAL DEMANDS AND WORK ENVIRONMENT


The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this position. Reasonable accommodation may be provided to enable individuals with disabilities to perform the functions. While performing the duties of this position, the employee is constantly required to speak and hear/listen. The employee is frequently required to sit, stand, walk, and climb stairs. They are occasionally required to lift, carry, push, pull, handle, and grasp. The position is frequently exposed to extreme heat and humidity and elevated noise levels.

We are an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, national origin, sex, sexual orientation, age, disability, gender identity, marital or veteran status, or any other protected class.