Director, Suite Sales and Service – Atlanta Hawks and Philips Arena (Atlanta, GA)

January 23, 2012

THE ROLE

This position is responsible for managing and leading all aspects of suite sales and service within the Atlanta Hawks & Philips Arena organization. This position will lead the revenue generation for products that include 92 private suites, 10 party suites, 4 hospitality suites, hospitality events and the associated advertisement and branding elements of our business.

ESSENTIAL DUTIES & RESPONSIBILITIES

  • Sell suites and premium hospitality to new customers and renew contracts for existing customers.
  • Develop, maintain and grow customer relationships with premium seating and sponsorship accounts in keeping with the standards of the Philips Arena premium seating experience.
  • Develop and execute long-term, annual and short-term strategy regarding new suite sales and renewal initiatives, sales tracking/AR and post-sale communications.
  • Assist senior leadership on the development of premium products, as well as areas of potential revenue opportunity in sponsorship & ticketing.
  • Manage the quality control of the Philips Arena Suites, in conjunction with the Arena management team.
  • Lead resolution of customer issues and complaints that escalate beyond the sales/service executive level.
  • Hire, train, effectively lead, develop and motivate premium sales and service team members.
  • Develop compensation plans that align organizational and departmental goals with the personal output of each individual sales and service executive.
  • Establish premium sales forecasts, set performance goals and determine metrics/reporting that will hold staff accountable for their results.
  • Track daily, weekly and monthly progress reports on activity, sales, and renewals.
  • Work with General Counsel and outside counsel to ensure compliance with legal and contractual policies and standards.
  • Collaborate with Ticket Sales and Service to maximize premium upsell opportunities, season ticket holder suite usage opportunities and other ticket sales initiatives as needed.
  • Other duties as directed by the VP of Corporate Partnerships.

QUALIFICATIONS

  • Bachelor's degree or equivalent.
  • Minimum 5 years of sales management experience.
  • Track record of sales and leadership success.
  • Demonstrated passion for sales and relationship building.
  • Quality presentation skills.
  • Highly motivated, self-starter, capable of developing and maintaining strong relationships.
  • Previous Archtics experience preferred.
  • Exceptional work ethic with an innate sense of urgency, creativity and tenacity.
  • Excellent written and oral communication skills.
  • Excellent organization and time management skills.
  • Epic dedication to winning.

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