VP, Premium Seating| XL Center - Oak View Group

Oak View Group:

Oak View Group is the global leader in venue development, management, and premium hospitality services for the live event industry. Offering an unmatched, 360-degree solution set for a collection of world-class owned venues and a client roster that includes the most influential, highest attended arenas, convention centers, music festivals, performing arts centers, and cultural institutions on the planet.

Overview:

Under the leadership of the General Manager, the Vice President of Premium Seating (title commensurate with experience) is responsible for the strategic planning of the XL Center’s premium seating, including pricing, go-to marketing strategy and revenue optimization.  In addition, the position will be responsible for overseeing the Premium Seating department, which is responsible for selling Premium Seating contracts for Suites, Loges, Club, VIP Packages and single night rentals for sporting events, concerts and family shows.  The position will provide guidance and influence in the development of processes and procedures, training and development, sales campaign and goal creation and execution and overall sales management for the department. This position will also support company wide initiatives in the Premium Seating space.

 

This role pays an annual salary of $185,000 to $200,000 and is bonus eligible.

Benefits for FT roles: Benefits: Health, Dental and Vision insurance, 401(k) savings plan, 401(k) matching, and paid time off (vacation days, sick days, and 12 holidays).

 

This position will remain open until Dec 31, 2024.

Responsibilities:

To perform this job successfully, an individual must have a passion for premium sales and sales management, with proven successes in the areas noted below:

• Lead premium sales team through comprehensive transformation of XL Center.
• Spearhead the design and implementation of the premium strategy of XL Center.
• Consult with senior leadership on industry best practices and innovative initiatives across all premium inventory in the arena.
• Identify, develop and implement elevated process and operational improvements, including product mix and offers to enable best-in-class performance and management of premium sales and retention efforts for all product offerings.
• Create and implement a successful sales culture by leading and motivating sales representatives while developing accountability within the department.
• Manage the activity of the Premium Sales department by maximizing sales bandwidth, creating appropriate goals and metrics to properly measure staff performance and prioritize product targets.
• Build an aggressive, competitive and collaborative premium sales department by identifying, training, incentivizing and growing Premium Seating Executives.
• Create and execute successful and measurable sales campaigns, with the focus on driving contractual premium revenue.
• Generate, design and coordination of effective marketing campaign and campaign scheduling to ensure targeted and comprehensive prospecting for all products.
• Establish goals and incentive programs to maximize the results of the department; ensure adherence and accountability to all sales goals and objectives.
• Partner with OVG SVP of Sales and executive team in the development of pricing and packaging strategies of premium products to maximize revenue across all properties.
• Research and identify business challenges of current and prospective premium customers; measure and track the impact of the investment on business; develop messaging standards to communicate during renewal process and for use in new business opportunities.
• Assist with handling customer challenges and/or concerns as they relate to sales made by the department.
• Complete weekly sales reports for the GM, OVG SVP of Sales; track and measure revenue generated to achieve budgeted goal for Premium Seating.

 

Qualifications:

In addition to possessing the necessary experience and skill set to achieve the tasks established above, the Vice President of Premium Seating must also meet the following requirements:

• Bachelor’s Degree in Marketing, Sports Management, or Business-Related field required.

• Minimum of seven (7) years Sales experience with a professional sports team including management experience.
• Experience implementing premium strategy for a new or large-scale renovation of a stadium or arena
• Proven ability to manage and motivate premium sales executives.
• Experience in budgeting, as well as forecasting revenues and expenses.
• Familiarity with Database Management (Salesforce.com).
• Ability to travel and work nights, weekends and select holidays, in addition to traditional business hours.
• Excellent organizational, leadership and customer service skills.
• Enthusiastic, tireless teacher, motivator and sales professional required.
• Excellent knowledge of PC systems including Word, Excel, database management software, and Ticketing software; knowledge of Spectra Ticketing software a plus

 

Strengthened by our Differences. United to Make a Difference:

At OVG, we understand that to continue positively disrupting the sports and live entertainment industry, we need a diverse team to help us do it. We also believe that inclusivity drives innovation, strengthens our people, improves our service, and raises our excellence. Our success is rooted in creating environments that reflect and celebrate the diverse communities in which we operate and serve, and this is the reason we are committed to amplifying voices from all different backgrounds.

Equal Opportunity Employer:

Oak View Group is committed to equal employment opportunity. We will not discriminate against employees or applicants for employment on any legally recognized basis (“protected class”) including, but not limited to veteran status, uniform service member status, race, color, religion, sex, national origin, age, physical or mental disability, genetic information or any other protected class under federal, state, or local law.