• Vice President Sales Operations & Analytics

    Job Locations US-NY-New York
    Requisition ID
    18-9070
    Division
    Tickets/Clubs/Corp Hospitality
    Functional Area
    Sales
  • Overview

    The Madison Square Garden Company (MSG) is a world leader in live sports and entertainment experiences.  The company presents or hosts a broad array of premier events in its diverse collection of iconic venues: New York’s Madison Square Garden, The Theater at Madison Square Garden, Radio City Music Hall and Beacon Theatre; the Forum in Inglewood, CA; The Chicago Theatre; and the Wang Theatre in Boston.  Other MSG properties include legendary sports franchises: the New York Knicks (NBA), the New York Rangers (NHL) and the New York Liberty (WNBA); two development league teams -- the Westchester Knicks (NBAGL) and the Hartford Wolf Pack (AHL); and one of the leading North American esports organizations, Counter Logic Gaming.  In addition, the Company features popular original entertainment productions -- the Christmas Spectacular and New York Spectacular – both starring the Radio City Rockettes, and through Boston Calling Events, produces outdoor festivals, including New England’s preeminent Boston Calling Music Festival.   Also under the MSG umbrella is TAO Group, a world-class hospitality group with globally-recognized entertainment dining and nightlife brands: Tao, Marquee, Lavo, Avenue, The Stanton Social, Beauty & Essex and Vandal.  More information is available at www.themadisonsquaregardencompany.com

    EEO Statement

    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.

    Responsibilities

    The VP, Sales Operations & Analytics will provide overall leadership, management, and strategic direction for the Ticket Operations, CRM & Sales Process, Pricing, and Data Analytics functions supporting all hospitality sales.  Under the direction of the EVP, Ticketing, Suites and Premium Hospitality, this role will partner with the sales/service teams to standardize reporting, drive development of key insights and provide consultation for data-driven decision making to support organizational growth strategies.

     

    This role will oversee development of ticketing and sales technologies, infrastructure support and data acquisition strategies in collaboration with MSG IT to streamline data sources and provide more accessible, actionable data to business users.

    The VP will lead the optimization of ticket operations resources; including the evolving digitization of the ticketed experience; efficient delivery of seasonal manifests, invoicing processes, and renewal/upgrade/new sales launches; and the training of sales/service staff on Archtics and related Ticketmaster tools.

    This position will also oversee the management of MSG’s CRM system in support of ticket/club and premium hospitality-related sales, service/retention campaigns and upsell/cross-sell efforts, and develop strategies to maximize platform adoption and deliver campaign-specific insights to optimize go-forward sales/service efforts. In addition, the VP will partner with IT to lead the evaluation, acquisition and implementation of other technology and data to support department sales efforts.

     

    Finally, the VP will oversee all departmental pricing functions in support of Company business objectives, as directed by the EVP and in consultation with the VP, Ticket Sales Strategy and all applicable sales and service leaders within the department.

    • Collaborate with EVP in the development, planning and implementation of strategic planning of annual ticket /club sales/service campaigns to achieve annual franchise revenues and P & L goals
    • Active budget management of expenses and accountability for all ticket/club revenues (game-by-game & season vs. fiscal plan)
    • Provide ongoing analytical support and strategic insight to MSG executives concerning revenue growth opportunities/risks, consumer segmentation, fan base trends and opportunities in addition to key brand positioning, go-to-market strategies and ROI analyses to elevate franchise business results
    • Lead integration of key sales and marketing data to support reliable analysis and timely presentation of seasonal, fiscal, game day outlooks, sales forecasts, post-event and/or quarterly performance data, trends, league/competitive analyses and other critical business data as requested
    • Define strategies, and actively manage Ticketmaster relationships to protect primary ticket sales and optimize secondary ticket market opportunity
    • Active management of programs and customer segmentation planning to leverage Ticketmaster operational tools (Pricemaster/Live Analytics)
    • Ongoing management of CRM platform in support of all ticket/club and premium hospitality-related sales and service/retention efforts and upsell/cross-sell efforts
    • Special projects and event support as assigned

    Qualifications

    Management Skills

    • Demonstrates strong leadership and management expertise
    • Seasoned executive with 7-plus years of senior level experience with prestigious brands in a fast-paced environment
    • An accomplished sports analytics executive with experience in B2C and B2B environments
    • Demonstrated flexibility and resilience
    • Oversee complex and diverse businesses while continuing to grow ticket revenue and retention
    • Demonstrates knowledge of strategic planning and budgeting
    • A proven recruiter with a history of hiring outstanding technical employees

     

    Technical/Functional Competencies

    • Comprehensive knowledge of analytics, forecasting, and model generation to support business objectives
    • Strong analytical background with experience managing analytical teams
    • Comprehensive knowledge of ticketing, premium clubs and suites products, and new sales campaign management
    • Outstanding technical knowledge of various ticketing systems (preferably Ticketmaster systems), CRM (particularly MS Dynamics) and other ticket sales related platforms
    • Strong ability to multi-task in complex matrix system

     

    Key Experiences/Achievements

    • At least 10-plus years’ experience within sports and/or entertainment industry with knowledge of and interest in sports marketing/sales
    • Extensive experience with ticket operations and/or pricing model delivery
    • Extensive relevant technical experience
    • Ability to be a working manager who plans and executes at both strategic and operational levels cross-functionally while leading a team
    • Bachelor’s degree is required; Advanced degree preferred

    Education

    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.

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