The ideal ticket sales & hospitality director for the Baltimore Ravens is focused on providing strong leadership and direction to a dedicated ticket sales staff, tasked with selling a variety of ticketed inventory for Ravens games and other stadium events.
Continuing to maintain a strong season ticket base and sold out games are the primary goals of this position while maximizing revenue opportunities with all ticketed products, including potential new opportunities in future stadium upgrades. Renewing season ticket customers annually, selling hospitality products, leveraging individual ticket sales opportunities and attracting new customers are paramount to success. Success is accomplished with a strong focus on providing great service to general customers and clients, supporting teammates and working within the Ravens mission, common purpose and organizational priorities.
Essential Job Duties and Responsibilities:
Ability and desire to sell all ticketed products (i.e. Permanent Seat Licenses, Hospitality & Group Tickets) for the Ravens and other stadium events. An aggressive seller and leader, that easily manages customer objections, while providing a strong example for subordinates. Sets a standard for conduct and work ethic for everyone in the office.
Manage, build and develop a sales staff of 5-10 reps with varying levels of experience, utilizing strong management skills and detailed direction on the expectations for each project.
Establish clear goals & utilize sales metrics to foster accountability to expectations.
Work closely with marketing, business intelligence and other appropriate staff in the proactive creation, implementation, and collaborative execution of organized sales/promotional campaigns for any products to be sold by the ticket office, including the design and production of sales collateral for campaigns.
Contribute to establishing, developing and managing appropriate sales incentives and compensation plans for sales staff.
Ability to create, organize and manage sales leads and lead campaigns for staff from start to finish.
Willingness, passion and focus on training, teaching and developing sales representatives and interns to maximize their contribution and professional development.
Understands the impact and importance of a competitive, but team-oriented, culture within the sales group that fosters success while also contributing positively to the overall office environment.
Provides appropriate support to service and operations teammates in the office as needed and required, while having a singular focus on successful sales.
Provide frequent and detailed reporting on sales projects and use data to drive decision-making.
Create, monitor and manage budgets for assigned sales related products.
Product related responsibilities for the sales staff:
Season Ticket Renewals – Focus on keeping renewal percentage of current PSL owners ideally over 99% annually.
PSL & Season Ticket Sales – Contribute to expectation of sold out games by overseeing he sales of available PSL’s to new customers. Specific goals include season ticket sales over 65,000 and sold out club level.
Hospitality Tent Sales [packages for groups of 30] – Maintain and build a consistent book of clients with reps while prospecting for new hospitality tent clients.
New Premium Products – sales of potential new premium products such as membership clubs or all-inclusive offerings created as part of stadium improvements
Group Sales – continue to develop a group sales business with consistent book of clients.
Individual tickets – identify creative ways to sell individual primary tickets in an environment that is heavily impacted by the secondary market.
Other Ravens Sponsored Event Sales including concerts, college football, international soccer and others – This will include general ticket sales, groups and hospitality tents.
Day of Game Suite Sales (when applicable, if available)
Fan Development Related Events (i.e. draft, training camp, kickoff, etc.)
Other Ravens-created or facility related products.
Oversee hospitality areas on event days in terms of customer interaction and quality control of the product.
Make and manage appropriate client visits or prospect events on event days.
Monitor the external markets for PSLs, secondary tickets to have a strong sense and understanding of these marketplaces. Promote the use of these markets as appropriate to fans to maintain vibrancy.
Web Site Sales Content – Keep ticketing and sales pages on the Ravens website up to date and accurate and a constant source of inbound leads.
Organize a sales presence for various appropriate events.
Identify potential suite and sponsorship leads and provide to Corporate Sales as appropriate.
Assist in performing and managing standard office procedures including general phone coverage, customer service, account maintenance and filing.
Required Education and/or Experience:
The ideal candidate must possess the personality and drive to excel in a sales environment while showing the ability to work well in and contribute to a team setting.
Bachelor’s degree in business, sales, sports or another related field
At least 8 years’ experience in ticket sales with a proven track record of success over multiple years.
At least 3 - 5 years selling and managing a team of successful sales professionals.
Must have significant experience in hiring, goal setting, performance management, training and development.
Must be an excellent leader of people and process
Must be a strategic thinker with the ability to access and adapt as necessary and as market conditions dictate.
Must be creative and analytical to provide mutually beneficial customer-solutions that lead to sales, year over year.
Prior experience with Archtics, Ticketmaster and CRM.
Experience with Seat Geek a plus. Experience with new platform rollouts, also a plus
Requisite Abilities and/or Skills: The successful candidate must be energetic and fun, relationship driven and passionate about professional football. Candidate must have exceptional leadership, communication and organizational skills. Exceptional ability to manage and organize is also critical to this role.
To be considered for this position, applicants must complete the online application, answer the screening questions, submit a resume and submit a cover letter. Any applications that are missing the required information will not be considered.
Covid Vaccination Requirement:
Baltimore Ravens employees will be required to be fully vaccinated against COVID-19 to work. Fully vaccinated means that it has been at least two weeks since you received the single dose of the J&J vaccine or two weeks after receiving the second dose of the Pfizer or Moderna vaccine. Therefore, proof of a COVID-19 vaccination will be required by your start date in order to be eligible to begin working.
The Baltimore Ravens is an EEO employer and does not discriminate on the basis of an applicant's or employee's race, gender, age, national origin, color, religion, disability or any other protected basis under applicable law.