Job Summary

The Director of Sales will play an important and dynamic role in the day-to-day operation and success of the Club's business operations. The Director of Sales is a key leadership position responsible for developing and implementing strategic plans for overall ticket sales, membership services and group and single-game ticket sales. The Director of Sales will also be responsible for generating new and renewed sponsorship sales, overseeing the corporate sales efforts and managing the servicing of our roster of corporate partners. This role works closely with the Vice President Business Operations to drive departmental growth and success for ticketing and sponsorship. The Director of Sales is responsible for achieving sales goals and objectives through ongoing business development through direct prospecting, relationship building and leadership of an internal sales team.

Key Responsibilities

Ticket Sales & Service:

Lead and mentor ticket sales staff to achieve departmental goals and individual development plans.
Execute product sales plans, including full-season, partial-season, group tickets, and single-game ticket sales.
Collaborate with stakeholders to develop and implement technology tools, such as CRM systems.
Work with Vice President Business Operations to align initiatives with strategic objectives.
Support overall department member and service renewal strategies.
Manage, train, and motivate a sales team through prospecting and selling through outbound sales calls, in person sales meetings and presentations.
Build meaningful and collaborative relationships with customers to ensure the acquisition and growth of season ticket memberships.
Develop and execute a B2C and B2B ticket sales strategy focused on engaging and selling to prospects through various networking efforts throughout the community.
Cultivate an ecosystem of lead generation, engagement and fulfillment.
Lead the development and execution of the sales pipeline, dashboards and weekly revenue and touchpoint reports.
Participate in a competitive, dynamic atmosphere with a vibrant entrepreneurial culture.
Manage select membership accounts, as required.
Work closely with the membership team on overall delivery of the membership program.
Execute new member onboarding plans in conjunction with the sales team.
Perform other duties, including on game days, as assigned.

Sponsorship:

Lead the development and implementation of the Club's annual sales strategies to maximize all revenues associated with our advertising and sponsorship revenue stream.
Work with Vice President Business Operations to align initiatives with strategic objectives.
Support overall departmental new business goals and renewal strategies.
Develop a highly productive sales team focused on meeting and exceeding stated
yearly sponsorship sales targets.
Establish, build, and maintain client relationships that increase client satisfaction
and retention.
Regular prospecting and cold calls utilizing both prepared vendor lists as well as ingenuity in uncovering new potential clients.
Regular weekly reporting of all sponsorship sales related activity.
Ensure sponsorship fulfillment and that sponsorship deliverables are executed timely.
Collaborate with stakeholders to develop and implement technology tools, such as CRM systems and prospecting tools.
Provide analytics reporting and end of campaign reports (Proof of Performance) to
clients and internally, as required.
General contract management.
Perform other duties, including on game days, as assigned.

Competencies and Requirements:

The ideal candidate will possess strong leadership and communication skills, with
experience in ticket sales, membership services and sponsorship sales.
Additional required qualifications include:
Post-secondary education (Business Administration, Commerce, Sports Management or related field).
Minimum of ten (10) years of successful experience in ticket and sponsorship sales with a track record of successfully leading a sports sales team and achieving revenue targets.
Sports industry experience is a requirement.
Ability to think strategically and develop sales strategies to drive business growth.
Accomplished in written communication and adept at delivering impactful presentations. Strong English written and verbal communication skills.
Strong leadership and team management skills, with the ability to motivate and inspire team members.
Proficiency in analyzing sales data, market trends and customer behavior to make informed decisions.
Energetic, competitive, and passionate about sports and entertainment.
Must have the ability to be comfortable with prospecting new business directly and establishing new relationships.
Proficiency in effectively managing multiple tasks and projects.
A self-starter with the ability to work independently and collaboratively with others.
Availability and willingness to work evenings, weekends and holidays as the hockey and event schedule directs.
Excellent negotiation skills.
Team oriented mindset and strong management skills.
Ability to work under pressure and adhere to tight deadlines.
Excellent interpersonal skills to collaborate with diverse clients.
Proficiency in Microsoft Office.
High degree of poise and professionalism as a representative of the Regina Pats.