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Director, Group Sales & Service MSGE
The Madison Square Garden Company
New York, NY, United States
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The Madison Square Garden Company (MSG) is a world leader in live sports and entertainment with a portfolio of legendary sports teams, exclusive entertainment productions and celebrated venues. MSG Sports owns and operates some of the most widely recognized sports franchises: the New York Knicks (NBA), the New York Rangers (NHL) and the New York Liberty (WNBA), along with two development league teams -- the Westchester Knicks (NBADL) and the Hartford Wolf Pack (AHL). MSG Sports also presents a broad array of world-class sporting events, including: professional boxing, college basketball, tennis, bull riding and e-gaming events. MSG Entertainment features exclusive, original productions that include the Radio City Christmas Spectacular and New York Spectacular Starring The Radio City Rockettes. MSG Entertainment also presents or hosts a wide variety of live entertainment offerings, including concerts, family shows and special events, in the Company’s diverse collection of iconic venues. These venues are: New York’s Madison Square Garden, The Theater at Madison Square Garden, Radio City Music Hall and Beacon Theatre; the Forum in Inglewood, California; The Chicago Theatre; and the Wang Theatre in Boston, MA. More information is available at www.themadisonsquaregardencompany.com.
Responsibilities:
Lead group sales efforts for all MSG Entertainment events and the Group Sales department as a whole. For each property, develop a strategic sales plan incorporating past buyers, likely targets based on trend analysis, past buyer characteristics, and tactics including recommended pricing, added value and discount plan. Overall, a calendar plan mapping weekly concentration must be utilized, outlining key timing and weekly sales projections by property. Oversee the execution of day to day sales effort and execution and performance of sales staff against plan. The primary function of this position is day to day oversight and training of sales staff. This includes, but is not limited to, pipeline reports, formalized prospecting plan including weekly meetings goals, formal and one-on-one training on CRM, ticketing systems, Quality Assurance testing.
Communicate with marketing leaders of each division as well as outside clients to identify trends, opportunities or issues/risks and apply cross businesses. Partner with VP to outline all dept. needs. Initiate marketing and sales materials need to sell-in various initiatives. Respond and react to feedback from all constituents as well as the performance of sales plan.
Ensure consistent training schedule for sellers as well as evaluation of efforts, weekly and monthly. Develop key metrics for reporting on sales performance. Acquire best practices from other group sales department contacts and partner sales from other national stops. Identify new business prospects and create sales plan outlining tools/packages to sell-in.
Supervise Group Sales Specialists and Call Center staff. Assist VP with projects as requested.
MAIN DUTIES/FUNCTIONS:
• Develops all strategic sales plans for MSGE properties for Group Sales ticket efforts. Assists on Team Sales effort with recommendations, trends and support
• Responsible for overall department sales efforts, results and initiatives.
• Implement contemporary sales tools such as online sales tools, renewal sales efforts, match back sales results
• Ensure sellers communicate brand identity of key properties, timeliness and ROI reporting for all sales tactics.
• Foster positive, collaborative working relationships with Marketing team, Box offices and across entire Sales/Service COE.
• Maintain detailed budgeting records by event and for sales operation
• Develop new ideas and methods to improve Dept. operation
Qualifications:
1. Key Experiences/Achievements
• 5+ years results-oriented sales experience (entertainment sales experience a MUST & direct P&L management experience preferred)
• TicketMaster knowledge a must
• Exceptional capabilities in multi-tasking
• Hands-on, direct and consistent experience supervising large sales staff with multiple, overlapping priorities
• Proven track record of sales goal achievement along with implemented improvements to past operations resulting in increased revenues
• New York Marketplace Knowledge preferred
• MBA not required, but preferred
1. Management Skills
• Strong strategic thinking & analytical skills - ability to analyze data and make strategic decisions within quick turnaround times.
• Project Management – ability to influence and motivate across functional teams
• Strong leadership skills - ability to manage multiple projects simultaneously across a diverse team
• Excellent oral and written communication skills
• Excellent negotiation and selling skills.
• Creativity and resourcefulness
1. Technical/Functional Competencies
• Financial aptitude and Data analysis: P&L understanding, sales analysis and trending modeling, research processes, ticket sales patterns, demographics.
• Business writing skills
• Problem solving/negotiation
Education requirements:
Candidates who have completed 60 credits of college-level coursework (representing 2 years), or have shown similar self-development through certifications, trade school coursework, etc. are preferred.
Educational requirements may differ from job to job based on the role.
At MSG we value diversity and are looking for extraordinary employees of all backgrounds! MSG is an Equal Opportunity Employer and provides equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, gender, sexual orientation, gender identity or expression, national origin, citizenship, age, genetic information, disability, or veteran status. In addition to federal law requirements, MSG complies with all applicable state and local laws governing nondiscrimination in all locations.