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Group Sales Representative
AEG
Los Angeles, CA, United States
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Group Sales Representative (LA Kings focused)
STAPLES Center has clearly established itself as the sports and entertainment center of the world. As the home of four professional sports franchises – the NBA’s Los Angeles Lakers and Los Angeles Clippers, the NHL’s Los Angeles Kings and the WNBA’s Los Angeles Sparks – STAPLES Center has proven to be a home court advantage for the local teams. The AEG owned and operated arena continues to distinguish itself as the host of major, high-profile events of national and international distinction including the 2004 & 2011 NBA All-Star Games, 2002 NHL All-Star Game, 2000 Democratic National Convention, 2009 World Figure Skating Championships and 15 of the last 16 GRAMMY Awards shows. STAPLES Center’s fifteen years have also been marked with performances and special events that brought international stature to the downtown Los Angeles venue including concerts by Bruce Springsteen and the E Street Band (who played the arena’s first-ever public event on October 17, 1999), Mana, Prince, U2, Paul McCartney, Garth Brooks, Usher, Jay-Z, Kanye West, Taylor Swift, Roger Waters, Britney Spears, Beyonce, Katy Perry, Sade and Justin Timberlake, as well as world championship boxing, family shows and special events. Hosting over 250 events a year, the arena’s reputation for world-class amenities, features and commitment to quality of service and the guest experience is second to none. Staples, Inc. entered into a 20-year agreement to become the arena’s Naming Rights Partner December 1, 1998, which has since been extended into perpetuity.
Job Summary:
The Sales Representative will be LA Kings-focused on group and suite sales, meaning they are responsible for prospecting for new business for the LA Kings as well as servicing existing accounts and selling ticket packages. The LA Kings Group Sales Department executes a variety of sales programs to sell all 41+ LA Kings home games at STAPLES Center including but not limited to strategic telemarketing campaigns to retain and develop new business, unique theme nights and promotions to increase our awareness and reach to niche group categories, outside sales campaigns to grow new business, customer service, and sales prospecting events.
While selling the LA Kings products is the primary focus of the position, additional support is required for other AEG core events as well as servicing accounts. Venues of focus include, but are not limited to, L.A. LIVE, STAPLES Center, Microsoft Theater, GRAMMY Museum, StubHub Center, and Regal Cinemas L.A. LIVE Stadium 14. Events of focus include, but are not limited to, Award shows (People’s Choice Awards, American Music Awards, ESPYs), Sporting events and teams (LA Kings, LA Galaxy, Championship Boxing), Family shows (Harlem Globetrotters, Disney on Ice) and Special Events (Nike 3 on 3 Basketball Tournament, All-Star Chef Classic, BET Experience, MADE).
Key Job Factors:
1. Level of accountability: Closely supervised
2. Level of decision making: Diversified tasks
3. Has contact with: Inside / Outside company
4. Supervision: Does not directly supervise or manage others
5. Position Title(s) of Direct Report(s): Sales Manager
6. Physical Requirements: Light, occasional physical effort
Essential Duties:
1. Direct phone sales to existing database and new leads for variety of events and projects (daily/weekly call minimums expected) 50% Daily
2. Outside sales including face-to-face appointments, networking events, etc 5% Daily
3. Event/Game duties including sales booth opportunities and visiting clients 5% Weekly
4. Customer service and relationship building activities, including service calls and client entertainment events 10% Daily
5. Developing sales plans, researching new lead opportunities and creating sales presentations 5% Daily
6. Creatively identify new ways to sell and market tickets including creating “theme nights” for different events 10% Daily
7. Attend weekly goal-setting meetings with direct supervisor 5% Weekly
8. Assist in development of sales strategies for overall events/projects 5% Weekly
9. Attend and actively participate in weekly sales department meetings and impromptu staff huddles 5% Weekly
Required Qualifications (Job Knowledge, Skills, and Education):
1. A minimum education level of: BA/BS Degree (4-year)
2. A minimum of 1 years of related work experience
3. Polished presentations skill, with an ability to think and react to situations confidently
4. Excellent relationship building and social skills
5. Excellent verbal and written communication skills
6. A go-getter, with drive and initiative to succeed and develop a career in the sports and entertainment industry
7. Assertive, persistent and results oriented
8. Working knowledge of Microsoft Office and ability to use and pick up on complex computer programs
9. Ability to consistently adapt and re-prioritize based on sales needs
10. Ability to thrive under a competitive sales environment
Preferred Qualifications (if applicable):
1. Multilingual
AEG reserves the right to change or modify the employee’s job description whether orally or in writing, at any time during the employment relationship. AEG may require an employee to perform duties outside his/her normal description.