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Sales Representative
AEG
Los Angeles, CA, United States
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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 most recent 2016 WNBA Champions 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 & 2017 NHL All-Star Game, 2000 Democratic National Convention, 2009 World Figure Skating Championships and 17 of the last 18 GRAMMY Awards shows. STAPLES Center’s sixteen years have also been marked with performances and special events that brought international stature to the downtown Los Angeles venue including concerts Taylor Swift, Beyonce, Prince U2, Paul McCartney, Garth Brooks, Usher, Jay-Z, Kanye West, Keith Urban, Roger Waters, Britney Spears, Katy Perry, Ed Sheeran, Kendrick Lamar, 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 is primarily responsible for generating revenue and exceeding sales goals via the sale of corporate suite packages, individual suite sales, and individual VIP level tickets into the Hyde Lounge at STAPLES Center.
The sales representative will also have a secondary focus and the ability to sell group tickets, VIP packages, and private event spaces at L.A. LIVE for events/products including, but not limited to: regular STAPLES Center Event Suites (Lakers/Clippers/Kings games + concerts & special events); Individual tickets and VIP packages for Award shows at L.A. LIVE (ESPYs, BET Experience, American Music Awards); private event spaces at L.A. LIVE (Target Terrace, Regal Cinema, GRAMMY Museum); and L.A. LIVE special events like All Star Chef Classic, Nike 3 on 3 Basketball Tournament and/or new events as developed by L.A. LIVE.
The Sales Representative will be expected to utilize a combination of new business development, existing account management and incoming sales leads to create partnerships with companies and organizations looking for opportunities to entertain clients, reward employees or purchase tickets for personal entertainment. Sales Representatives will also support the management team in researching, developing and executing new business plans.
The Sales Representative is responsible for telemarketing activities and new business generation (business to business appointments) throughout the year, as well as being required to work event nights, select ticket sales or public relations events, and other related programs throughout the year including evenings and weekends. Sales Representatives will be supplied with a limited number of business leads and are expected to develop new relationships with clients for all events. Sales Representatives are responsible for reaching sales goals provided by the management team for each event.
Key Job Factors:
1. Level of accountability: Closely supervised
2. Level of decision making: Primarily routine 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)
2. Outside sales including face-to-face appointments, networking events, etc
3. Event/Game duties including sales booth opportunities and visiting clients
4. Customer service and relationship building activities, including service calls and client entertainment events
5. Developing sales plans, researching new lead opportunities and creating sales presentations
6. Creatively identify new ways to sell and market suites and ticket packages
7. Attend regular goal-setting meetings with direct supervisor
8. Assist in development of sales strategies for overall events/projects
9. Attend and actively participate in regular sales department meetings and impromptu staff huddles
Required Qualifications:
1. A minimum education level of: BA/BS Degree (4-year)
2. A minimum of 1 years of related work experience
3. Polished presentation skills, 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:
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.