Director, Sales University of Maryland
College Park, MD, United States
About The Role
Are you a motivated, organized sales professional who enjoys hitting ambitious goals, managing a team, and building something special? Are you a sports-lover looking for an opportunity to grow your career and work in collegiate athletics? Are you a leader who facilitates collaboration, builds strong relationships, and gets results? Then join Legends as our Director of Sales with our Maryland Athletics partnership.
About The Project
Maryland Athletics has partnered with Legends to integrate data and analytics, marketing, Terrapin Club fundraising initiatives, premium seating, a new private social membership club, and general ticket sales initiatives into a single revenue-driven approach.
Legends will assist in the sales strategy and execution of premium seating and ticket packages for all ticketed sports and will partner closely with athletics development leadership to support the day-to-day aspects of the Terrapin Fund programs. Legends’ unique fundraising platform, an essential service embraced by higher education, identifies effective fan and donor engagement strategies to enhance ticket sales, philanthropic giving and other opportunities.
Maryland and Legends will introduce a Private Social Member Club & Restaurant with daily operations delivering elevated hospitality with premium culinary and beverage offerings, located in Maryland Athletic venues and hospitality spaces. The experience within the club is driven by Maryland’s brand and DNA, creating an environment inviting alumni, donors, fans, faculty, coaches and executives. The Club will offer client-based perks and amenities only members can access - creating an air of exclusivity combined with a sense of personal connection and belonging.
Supporting these revenue generation pillars will be a robust technology, data, and analytics platform. The new business intelligence platform will provide Maryland Athletics with greater insights into Terrapin fans, including a complete view of their relationship to the University and athletic department, specific interests, brand affinities, behaviors, and how to most effectively engage.
Job Description
In this role, the Director of Sales will report to the General Manager. They must be comfortable communicating across multiple areas of the business and will work closely with the Athletic Department and Legends leadership teams. This person will be responsible for developing an annual strategy to drive campaigns to grow both participation and financial support within Maryland Athletics, Ticketing and Annual Giving programs.
The Director of Sales will be responsible for managing a sales team generating revenue around season ticket sales, Premium Seating, group ticket sales, and creation of special individual and high dollar value ticket packages and offerings.
The Director of Sales will work diligently to advance and support all Maryland Athletic Programs and Terrapin Club. This position will be responsible for managing our teams who are responsible for engaging with existing Maryland Athletics donors and ticket holders, while also identifying new athletic donor prospects for Maryland Athletics Annual Fund and Philanthropic Campaigns in conjunction with the Maryland Athletic Ticketing, Development, Marketing and Communication teams and plan to execute both holistic ticketing, Premium Seating, Corporate Hospitality, and philanthropic campaigns via telephone, in-person events, email, and social media.
This person must be well-versed in industry best practices and constantly evaluate ways to ensure that Maryland Athletics is best positioned to provide our student-athletes with the necessary resources to perform at the highest level on the fields of competition and in the classroom.
Responsibilities
Develop relationships with other departments within Maryland Athletic Department including the Maryland Ticket Office, Marketing, Development, and other External Relations units to ensure a robust, donor-centric approach to all ticket sales and fundraising efforts.
Collaborate with Data & Analytics and the management team to strategically track and analyze results of ticketing and fundraising campaigns in order to maximize opportunities and efficiencies.
Strategize, maintain, and execute a 30-60-90-120 day calendar of sales timelines
Recruit, hire, assist, train, manage, and mentor team members on strategy, call scripts, sales presentations.
Work collaboratively with key stakeholders to develop and implement the overall sales and service strategies to maximize revenue and customer satisfaction in conjunction with the expectations of the organization(s).
Create and implement regular sales and service training initiatives to increase productivity and elevate overall sales team performance.
Support sales teams management of their portfolio and pipelines.
Assist the sales team with their outbound efforts and new business client meetings.
Analyze historical and current sales data and performance metrics to determine future campaigns and new lead sources for the sales team.
Participate in planning meetings to discuss organizational revenue opportunities and collaborate with other stakeholders to support and further the department goals.
Create quantitative & qualitative weekly and quarterly reports to highlight wins, losses, key learnings.
Utilize CRM system to manage campaigns, pipelines, sales process, and activity
Due to the nature of this project, the candidate must be willing to work non-traditional hours, weekends and game days.
Participate in events, promotions, client entertainment and other activities as required.
Qualifications
Bachelor’s Degree
Experience within Athletic Department ticket sales and / or development organizations, preferred.
Experience overseeing marketing/sales staff on a professional or collegiate sports level, preferred.
Experience in sales and marketing related field at a digital marketing agency or a brand heavily engaged in digital conversion, preferred.
Proficient in CRM (Sales Force / Microsoft Dynamics) and ticketing platforms (Paciolan)
Candidate should possess both the personal and professional communication skills to interface with all levels of a company, both internally and externally.
Data and analytics minded sales leader
Motivated self-starter, with exceptional organization, strategic thinking and personal leadership skills.
About Legends
Founded in 2008, Legends is a premium experiences company with six divisions operating worldwide –Global Planning, Global Sales, Hospitality, Global Partnerships, Global Merchandise, and Global Technology Solutions – offering clients and partners a 360-degree data and analytics fueled service solution platform to elevate their brand and execute their vision. Currently, Legends works with marquee clients across business verticals, including professional sports, collegiate; attractions; entertainment; and conventions and leisure. We are the industry leaders in designing, planning, and realizing exceptional experiences in sports and entertainment. For more information, visit www.Legends.net and follow Legends on Facebook, Twitter, and Instagram @TheLegendsWay.
Compensation
Competitive salary, commensurate with experience, and a generous benefits package that includes: medical, dental, vision, life and disability insurance, paid vacation, and 401k plan.
WORKING CONDITIONS
Location: On Site
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. While performing the duties of this job, the employee is regularly required to sit, talk, hear; use hands to finger, and handle controls. The employee frequently is required to reach with hands and arms. The employee is required to stand, walk, and stoop. Specific vision abilities required by this job include close vision and the ability to adjust focus.
Legends is an Equal Opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, age, national origin, disability, or genetic information.
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