• Director Premium Sales

    Job Locations US-NY-New York
    Requisition ID
    18-9109
    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 Madison Square Garden PremiumHospitality team is responsible for a $100M+ revenue stream, with a primary focus on the sales and renewals of suites at the World’s Most Famous Arena, in addition to driving Single Event Hospitality Sales for all pertinent MSG events.

     

    The Director, Premium Hospitality Sales will support the Corporate Hospitality team’s efforts to become the highest grossing and best department in the industry.  The Director will function as a senior sales leader while directing, guiding, coaching and overseeing the efforts of sales managers within the PremiumHospitality team.  In addition, the Director will develop relationships and entertain current and prospective clients to drive the sell-through of all suite and premium seating products. The Director will also collaborate and support other groups within the company (Ticket Sales and Retention teams, Group Sales teams, Marketing Partnerships team, etc.). 

     

    The Director must combine a passion for innovation, a sales orientation, sensibility and strong collaboration, great leadership and interpersonal skills.  The Director must understand complex selling concepts, and possess the ability to work effectively as part of a high level sales team and be able to build consensus with internal MSG departments and personnel.

     

    Sales Strategy:

    • Be member of Premium Hospitality senior team that develops all sales strategies for the department.
    • Assist in the development of new products and the communication of sales campaigns to internal sales teams.
    • Work closely with Suite Services team on renewal and up-sell strategies and the subsequent intelligence necessary to set strategies and then effectively execute against them.
    • Meet regularly with VP of Premium Hospitality Strategy & Business Integration to update him on any sales or business situation(s) of which he needs to be aware.

     

    Sales and Revenue Generation:

    • Sell assets across our Iconic Venues to various companies in the marketplace
    • Develop presentations and strategies that will lead to building and maintaining lasting relationships that will generate and increased revenues and profits.
    • Entertain existing and potential clients in order to close deals.
    • Identify cross-sell opportunities

     

    Sales Team Management:

    • Directly manage Premium Hospitality Sales Managers by setting and reviewing performance objectives, touchpoint targets and revenue objectives, coaching, motivating, mentoring and training
    • Contribute to the maintenance of good working relationships with both internal staff and external customers and staff through:
      • A positive and constructive approach to all tasks
      • Respect for the competencies of others
      • Appropriate conflict resolution
    • Establish standard operating procedures and standards for client and prospect engagement
    • Engages in regular activities that build presence among internal staff and external customers

    Qualifications

    Management Skills

    • Strong leadership skills, outstanding presentation skills and motivational skills
    • Disciplined manager who uses a balance of personal innovation and metrics to maximize sales performance
    • Ability to work strategically and at a high-pace of personal output and productivity within a team setting 
    • Works well with a broad cross section of functional teams
    • Is goal oriented and can inspire others to achieve goals
    • Ability to develop strong relationships internally and externally
    • Ability to create team atmosphere
    • Excellent communication skills both verbal and written
    • Ability to address and solve problems, often under time constraints and competing priorities is imperative
    • Meticulous attention to detail and excellence in maintaining positive client relationships is a must
    • Strong organizational and multitasking skills along with strong written and verbal communication skills a must.
    • Must maintain a professional image and demeanor

     

    Technical/Functional Competencies

    • Experience in a fast paced sales environment.
    • Outstanding negotiating skills.
    • Ability to improvise and think on your feet.
    • Extensive knowledge and relationships of the Sports and Entertainment marketplace.
    • Strong knowledge and grasp of Excel, Word, PowerPoint, and Outlook are needed; Dynamics CRM and Archtics experience a plus.

     

    Key Experiences/Achievements 

    • Excellent sales/closing/negotiating skills
    • Ability to network and create relationships at senior levels of major corporations 
    • Ability to lead, influence and direct sales efforts across a matrixed organization
    • 5+ years of experience in a fast paced and high intensity sales environment required, 7 years of experience 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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