The University of Miami is in a long-term partnership with Legends to oversee athletics ticket sales, customer service, annual fund solicitation/engagement, ticket operations, digital marketing, corporate partnerships, and multi-media rights opportunities. In addition, Legends will represent the University in developing campus-wide strategic partnerships. As the exclusive partner for Miami Athletics, Legends will engage Hurricanes fans and donors, local and regional South Florida businesses, and national brands with unique and integrated sponsorship, ticketing, and hospitality options.
THE ROLE
The Director, Ticket Sales is primarily responsible for leading new revenue generation and will oversee Premium Sales, Business Development, and Group Sales, while helping to hire/retain staffing, build strategy, create accountability, develop sales talent, and identify new prospective donors, ticket buyers, corporate prospects, and group opportunities. season tickets, group, premium ticket, donation, and hospitality packages for University of Miami Athletics. This person should be a self-motivated, positive, and experienced sales leader with the ability to coach, develop, and hold a team accountable. This position will be focused on building relationships, driving revenue, developing staff, and being a positive steward and representative of Legends and the University of Miami. The Director, Ticket Sales will report to the Senior Vice President, Ticket Sales & Service.
ESSENTIAL FUNCTIONS
- Lead the Premium Sales, Business Development, and Group Sales teams responsible for offering a full menu of seating opportunities for Miami Hurricanes Football, Men’s Basketball, Women’s Basketball, and Baseball.
- Develop, implement, and oversee sales strategies designed to achieve and exceed revenue goals across season tickets, group tickets, premium tickets, donations, and hospitality packages.
- Recruit, hire, train, coach, and develop sales team members while creating a positive, competitive, team-first culture.
- Coordinate and execute sales initiatives targeting potential customers through prospecting, cold calling, referrals, networking, events, and partnerships.
- Monitor individual and team performance through regular pipeline reviews, one-on-one meetings, activity tracking, appointment tracking, and revenue forecasting.
- Identify new prospects and provide leadership around creative lead generation methods, campaigns, and strategies that drive revenue through ticket and donation offerings.
- Effectively use Salesforce CRM to accurately record, monitor, and evaluate client and prospect interactions, sales activity, pipeline movement, and forecasting.
- Participate, lead, and contribute in weekly sales meetings, training sessions, and ongoing professional development programs for the sales team.
- Work in conjunction with University of Miami Athletic Department team members to promote and generate sales to all ticketed events while providing a great fan experience.
- Partner with Ticket Operations, Analytics/CRM, Marketing, Membership Service, Hurricane Club, and other internal stakeholders to ensure sales campaigns, inventory management, and customer communication are aligned.
- Assist with pricing, packaging, product development, inventory strategy, and special ticket initiatives as directed by senior leadership.
- Entertain and nurture relationships with current donors, prospects, corporate leaders, and community members through creative means including but not limited to networking events, speaking engagements, prospect sampling at games, seat visits at games, open houses at the stadium/arena, and outside meetings.
- Must be willing to work non-traditional hours, weekends, events, and game days.
- The candidate will be accountable for departmental levels of activity, appointments, pipeline management, revenue goals, and overall sales performance.
QUALIFICATIONS
- Bachelor’s Degree or equivalent.
- 5+ years of sales experience is preferred, including experience in sports, entertainment, hospitality, premium sales, or collegiate athletics.
- Previous experience leading, coaching, or managing sales professionals is preferred.
- Experience selling and/or overseeing 5 and 6 figure ticketing, premium, hospitality, and donation deals is preferred.
- Proven ability to drive additional purchases, upsell from existing donors and ticket holders, and develop new revenue opportunities.
- Excellent professional verbal and written communication skills.
- Maintain a professional image and positive attitude.
- Ability to lead a team responsible for a heavy volume of outbound and inbound phone calls, emails, appointments, and sales activity.
- Assist staff in setting and conducting in-stadium, arena, in-office, and out-of-the-office sales appointments with high-value prospects, donors, and post-work engagements with local business leaders.
- Effectively use Salesforce CRM to maintain accurate records, evaluate team activity, manage pipeline, and provide revenue forecasting.
- Reach and exceed team, and departmental sales revenue goals.
- Candidate should possess excellent leadership, time management, organizational, and coaching skills.
- Candidate should possess an optimistic team-first attitude, as well as a competitive desire to be the best.
- Ability to work in a team-oriented environment and effectively influence and communicate with C-level clients.