Premium Sales Manager

Job Description

Job Description

Summary:

The Washington Nationals are seeking an experienced and relationship-driven Premium Sales Manager to lead new business efforts across the team’s portfolio of premium hospitality products. This role will focus on driving revenue through the sale of Contractual Suites, Contractual Club Seating, Premium Seating, and Nightly Suite Rentals, as well as corporate group outings designed to deliver best-in-class experiences at Nationals Park.

The Premium Sales Manager will be responsible for prospecting, engaging, and meeting with corporate decision-makers across the D.C., Maryland, and Virginia (DMV) metro area to develop long-term partnerships that align client objectives with the Nationals’ premium offerings. This individual will work closely with internal stakeholders to create customized hospitality solutions, ensuring each partnership delivers value, exclusivity, and return on investment.

The ideal candidate brings a proven track record of success in B2B sales, particularly within sports, entertainment, or hospitality, and thrives on developing strategic relationships that drive both revenue and brand alignment.

The Nationals are a military-friendly organization actively recruiting veterans and spouses.

Essential Duties and Responsibilities:

• Focus on increasing revenue and attendance through full menu selling opportunities, specializing in:
  • Premium Sales (including contractual hospitality offerings, club seating options and nightly suites)
  • NATS PLUS season ticket packages (full, half and partial plans)
  • Group Ticket Sales (including hospitality areas)
• Coordinate and execute sales calls on any and all potential customers through cold calling, prospecting and referrals from current customers.
• Attain individual and department sales goals as set by the Senior Director, Premium Sales & Service and Ticket Sales & Service leadership.
• Conduct sales related activities in the field and the office as assigned.
• A heavy emphasis on completing out of office appoints with prospective corporate clientele to efficiently generate demand for Nationals Premium Seating & Suite offerings.
• Maintain computerized records of all suite, premium seating, season ticket and group clients and prospects in company database (Salesforce).
• Visit and host prospects and customers during home games.
• Submit planned activities on a weekly basis prior to beginning sales week or leaving the office for outside sales calls.
• Achieve a target average of daily outbound touchpoints to prospect new business set by Senior Director, Premium Sales & Service
• Identify opportunities to up-sell current clients.
• Attend networking events as necessary for prospecting and retention of accounts.
• Develop positive customer relations calling on all assigned accounts on a scheduled basis.
• Submit prompt accurate reports and maintaining up-to-date, accurate account records.
• Maintain adequate, well-organized inventories of sales tools.
• Complete key performance metrics in hustle and revenue as laid out by Ticket Sales and Service leadership on a monthly basis.
• Perform any other duties and responsibilities as assigned.

Requirements:

Minimum Education and Experience Requirements

• Bachelor’s degree in Business, Sports Management, Marketing or related field.
• Minimum of four years of work experience in professional selling environment.

Preferred:

• • Knowledge of MLB policies and procedures
  • Knowledge of Tickets.com Pro Venue
  • A minimum of four years of work experience specifically in professional sports premium seat or suite sales.

Knowledge, Skills, and Abilities necessary to perform essential functions

• Ability to learn and master new software programs including Tickets.com and Salesforce.
• Ability to network with the region’s top decision makers.
• Excellent oral and written communication.
• Excellent customer service problem solving skills.
• Ability to speak clearly and present sales materials in front of top executives, clients and large groups.
• Basic mathematical and writing skills.
• Able to travel around the ballpark visiting clients during home games, as well as showcase various seating options around the ballpark to potential premium prospects.
• Must be able to work flexible hours including evenings, weekends and holidays as needed.
• Consistent, punctual and regular attendance.
• Professional image and demeanor.
• Strong ability to work well with co-workers and supervisors in a team environment.
• Ability to interact with people of all different levels and backgrounds.
• Understands how to manage information, balancing employee confidentiality with business needs; knows when to communicate information upward.
• Understands need for data integrity and pays attention to maintaining accurate and timely data.
• Ability to manage several complex projects simultaneously while working under pressure to meet deadlines.
• Computer proficiency and technical aptitude with the ability to utilize MS Word, Excel, Power Point, Access.
• Ability to meet deadlines under pressure and/or frequently deal with difficult issues related to people or situations.
• Ability to influence, negotiate and gain commitment at all organizational levels.
• Uphold Core Values: Integrity, Teamwork, and Innovation.

Physical/Environmental Requirements

• Office: Working conditions are normal for an office environment. Work may require occasional weekend and/or evening work.
• Gameday: Job requires employee to function in a high activity and heavily crowded outdoor professional sports venue. Employee will be exposed to inclement weather of varying degrees. While performing the duties of this job, the employee is regularly required to stand for long periods of time, walk long distances, and climb up/down stairs.

Compensation:

The projected annual salary range for this position is $25.673 - $28.84/hour. This position is also eligible for commissions based on the Nationals Ticket Sales incentive program. Actual pay is based on several factors, including but not limited to the applicant’s: qualifications, skills, expertise, education/training, certifications, and other organization requirements. Starting salaries for new employees are frequently not at the top of the applicable salary range.

Benefits:

The Nationals offer a competitive and comprehensive benefits package that presently includes:

• Paid vacation and sick leave, paid holidays throughout the year and a holiday break in December
• Medical, dental, vision, life and AD&D insurance
• Short- and long-term disability insurance
• Flexible spending accounts
• 401(k) and pension plan
• Access to complimentary tickets to Nationals home games
• Employee discounts
• Free onsite fitness center

Equal Opportunity Employer:

The Nationals are dedicated to offering equal employment and advancement opportunities to all individuals regardless of their race, color, religion, national origin, sex, age, marital status, personal appearance, sexual orientation, gender identity or expression, family responsibilities, matriculation, political affiliation, genetic information, disability, or any other protected characteristic under applicable law.