EVP of Commercial Sales

Job Summary:

The EVP of Commercial Sales will report directly to the COO and serve as a member of the Senior Leadership Team of VSG. The EVP of Commercial Sales will oversee all aspects of the company's sales team, strategies, and plans and will be responsible for developing, designing, and implementing VSG’s commercial strategy. This position will lead and manage staff and budgets for multiple departments including Membership Sales & Service, Group Sales, Executive Suite Sales & Service, Partnerships, Strategy & Analytics, and the Ticket Office. The EVP of Commercial Sales is responsible for driving sales and revenue, promoting effective communication across departments, and recognizing and celebrating team success. The EVP of Commercial Sales must possess extensive knowledge of Sales and Marketing principles, experience developing high level sales strategies in line with the strategic vision of the organization, as well as be an excellent leader with the ability to coach and develop the skills and capabilities of their team.

Essential Duties & Responsibilities:

Planning & Business Strategy:

• Pioneer and implement measurable sales strategies that will drive hard revenue goals and increase awareness
• Oversee the development and implementation of Sponsorship sales strategies and business plans/programs needed to meet and support VSG’s continued growth and success; this includes the creation of new and creative inventory aligned with VSG’s short-term and long-term vision
• Oversee the development and implementation of premium seating strategies and business plans for the Executive Suites, Loge and Loft areas to drive revenue and continued growth
• Develop overall ticket sales strategies for the Tampa Bay Lightning to ensure a strong season ticket membership base, increased group sales and partial plan revenue streams
• Drive daily execution and enhancement of the company’s overall sales strategy through the effective day to day management of the ticket sales and service departments
• Maximize overall revenue potential by developing initiatives to support new revenue opportunities, particularly those designed to increase event attendance, sponsorship opportunities and new media initiatives
• Develop and execute sales strategies that delivers perennial sales growth for VSG Global Sales to include USF MMR, digital signage, and Water Street District Sponsorship
• Develop and execute sales strategies that delivers perennial sales growth for VSG Ticket Sales to include Raymond James Stadium events, Yuengling Center events, and Amalie Arena Concerts and Events
• Lead efforts with emerging opportunities to drive business growth in the areas of Sports Betting, Retail Development, NFT/CBD and any other emerging categories, NHL Digitally Enhanced Dashers (DED), NHL Jersey Patch Program, and any future Naming Rights tied to VSG properties
• Build and manage relationships as it pertains to RSN Negotiations and Radio Rights
• Oversee company-wide analytics and promote a data driven environment; encourage continued education and knowledge sharing
• Monitor the revenue pipeline and leads, adjusting as necessary to create sustainable growth
• Monitor the marketplace and analyze opportunities, providing competitive analysis, strategies, and tactics
• Ensure performance, strategy, and alignment of the organization’s revenue-generating departments
• Collaborate with Marketing on messaging, pricing strategies, and business models to achieve revenue goals
• Interact with all departments to contribute to the analysis, development and implementation of all sales campaigns
• Maximize reach and efficiency by adding new, scalable partners in a strategic way; assist in contract negotiations
• Develop quality database building strategies and programs which result in positive ROI and reduction to cost-of-sale
• Ensures that performance expectations are measured and reported through a timely, clear, and transparent system of metrics
• Manages budgets across multiple departments
• Partner with other members of the Senior Leadership team to execute the current corporate strategic plan and develop future plans

Leadership & Management of Staff

• Create a high-performance sales culture which includes accountability, reporting, and high levels of professionalism while delivering results-oriented successes
• Pinpoint performance gaps, addressing them with a sense of urgency and escalating serious issues when appropriate
• Build and foster teams committed to continuing our culture of innovation
• Conducts regular meetings with all direct reports and other staff to maintain clear communication, performance expectations and team synergy.
• Recognize and celebrate team successes
• Promote effective communication between the Sales and Marketing departments
• Cultivate confidence in employees and inspire them to be passionate about customer satisfaction and World Class Service

Qualifications:

• Minimum of 10 years of Sales experience in the sports industry or similar
• Bachelor’s degree in Business, Accounting or related field required
• Extensive knowledge of Sales and Marketing principles
• Experience developing high level sales strategies in line with the strategic vision of the organization
• Proven sales skills in complex deal development, financial structuring, negotiations, and closing with both new and existing clients
• Ability to analyze and interpret data and use data to make business decisions that will drive ongoing revenue growth
• Ability to work cross-functionally with Sales, Marketing, Technology, Operations, People Operations, Legal, and Finance teams to drive company growth and success
• An executive who understands the importance of aligning the organization internally around sales objectives
• Recognized as an excellent people manager and coach who develops the skills and capabilities of their team and delivers optimal performance from those under his/her supervision
• Exceptional verbal and written communication skills as well as strong presentation abilities
• Ability to network and leverage contacts effectively
• Superior organizational skills, project management skills, and strategic planning abilities
• Strong knowledge of common business applications (Web browsers, Outlook, Excel, Word, and PowerPoint, etc.)

We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, or any other characteristic protected by law.