SS&E - Director, Sales & Service

Sabertooth Sports & Entertainment (SS&E) Job Description

Job Title: Director of Sales & Service

Department: Ticket Sales & Service

Work Location: Clarksville, Tennessee

Reports to: General Manager, F&M Bank Arena

Status: Exempt

About the Role:

The Director of Sales & Service reports directly to the General Manager, F&M Bank Arena, and is responsible for developing and managing the sales relationships, sponsors, premium hospitality members, and tenants of F&M Bank Arena, to ensure the highest attainable level of success. Efforts will focus on identifying new business opportunities, retaining and upselling current clients, and formulating and reporting strategic plans to ensure sales goals are aligned with business objectives.

Sabertooth Sports & Entertainment (a subsidiary of the Nashville Predators) manages F&M Bank Arena and executes tickets and sponsorship related to the venue and select tenants, as well as selling sponsorship at Ford Ice Centers and Centennial Sports Plex ice facility.

Primary Responsibilities:

• Deliver on individual and team revenue goals through the selling of sponsorship packages using traditional, digital, and other non-traditional marketing channels to meet client's objectives.
• Develop and oversee season, group, and individual ticket sales campaigns for events at F&M Bank Arena to achieve organizational goals.
• Develop and execute all ticket, premium, and sponsorship renewal campaigns.
• Develop and oversee the sales campaigns and account management of all premium hospitality inventory at F&M Bank Arena to achieve organizational goals.
• Serve as primary liaison with Nashville Predators tickets, premium, and sponsorship sales staff to educate Nashville-based sales staff on sales opportunities (sponsorship, premium, and tickets) and ensure sales campaigns are executed.
• Manage and lead the sales and service team including recruiting and hiring efforts, as well as coaching, mentoring and growing a team of professionals focused on driving revenue.
• Ability to collaborate and develop a launch strategy for a second tenant at F&M Bank Arena.
• Develop strong relationships within the Clarksville community and understand the strategic goals and objectives for F&M Bank Arena.
• Sell available sponsorship inventory at all Ford Ice Centers and Centennial Sports Plex ice facility
•  Develop and maintain strong, lasting relationships with corporate sponsors, premium seat clients, and ticket holders, while leading service team strategies and initiatives that drive engagement and retention including overseeing service initiatives for all clients.
• Develop, implement, and review strategic business plans, including sales/financial performance and new product development.
• Assist in developing an annual fiscal budget for the entire property.
• Actively generate ticket and sponsorship sales reports to track progress to revenue goals.
• Develop and model a strong team-based selling culture, where encouragement and partnership are recognized and rewarded.
• Maintain flexible work hours including sporting and non-sporting events that may occur on weeknights or weekends.
• Perform other duties as assigned.

Minimum Requirements:

• Minimum of 3 years of sales management – hiring, training, supervising, coaching and mentoring teams; experience working in college athletics preferred.
• Minimum of 5 years selling comprehensive integrated sports marketing partnerships including major media elements (signage, radio, social, digital, etc.) or other relevant B2B sales experience.
• Minimum of 5 years ticket sales and/or service experience – developing and executing on sales strategy.
• Ability to analyze a client's traditional, digital and non-traditional marketing needs based on the customer's marketing targets and objectives, and craft an integrated marketing solution(s) to meet those needs.
• Strong knowledge of digital marketing, including but not limited to social media, content marketing, banner ads, mobile, retargeting and websites, including interpreting performance analytics for all areas.
• Proven track record of developing and maintaining strong, lasting relationships with relevant stakeholders.
• Demonstrated effectiveness hiring, developing, and promoting top sales talent.
• Able to develop and execute strategic plans to meet both short- and long-term business objectives.
• Able to communicate clearly across all levels and to work under tight deadlines in a fast-paced environment.
• Effective problem-solving abilities.
• Must demonstrate a high level of integrity and honesty.
• Manage time effectively and orchestrate multiple tasks simultaneously.
• Effective communication, organizational, presentation, and listening skills.
• Previous experience in sports and/or higher education preferred.
• Bachelor's degree from a four-year accredited college or university.
• Ability to work irregular hours including nights, weekends and holidays.
• Possess a valid driver’s license, possess a suitable driving history and be insurable by Club’s insurance carrier.
• As a condition of employment, qualified applicant will be subject to a background check, including criminal history check, driving history and character references.

Essential Physical Functions:

• Ability to sit, stand and walk for extended periods of time.
• Must be able to access all seating areas to handle customer issues.
• Must have high finger dexterity to perform duties involving work on the computer and filing.
• Occasionally bending, lifting, moving up to 25 pounds to perform duties.
• Excellent speaking and listening skills, requiring the perception of speech.

Equipment Used:

• General Office Equipment (e.g. PC, copier, scanner).

Note: Nothing in this job description restricts management’s right to assign or reassign duties and responsibilities to this job at any time. Employee will be required to follow any other job-related instructions and to perform any other job-related duties as requested by any person authorized to give instruction or assignments.