• Vice President, Ticket Sales Strategy

    Job Locations US-NY-New York
    Requisition ID
    18-9166
    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

    • Collaborate with EVP in the development, planning and implementation of strategic planning of annual tickets sales campaigns and inventory management to achieve annual franchise revenues and P & L goals across all MSG assets, including Sports, Productions, Live/Concerts and Marquee Events.
    • Serve as key business / functional unit leader in the planning and implementation of integrated ticket marketing and activities to achieve stated revenue and AOCF goals with an emphasis on all ticket-related revenues. Define strategy, timeline and go-to market campaigns for all renewal and new sales products with marketing team across media platforms (i.e., TV, print, radio, OOH, online, email and Teams/MSG-owned touchpoints).
    • Serve as the key executive responsible for managing individual ticket sales across all MSG products, in collaboration with marketing, pricing, operations and other functions, in support of the departmental EVP and various P&L owners.
    • Develop and manage a wide range of consumer distribution channels, including partners such as Groupon, EBG, Experience, etc.
    • Support the departmental EVP by fostering collaboration and integration across various ticket sales leaders (including the VP, Season Membership Sales; VP, Service & Retention; VP, Group Sales & Service) as well as the VP, Sales Operations & Analytics.
    • Set strategies, plan/timelines to support individual ticket (pre-sale and on-sale) and ticket plan sales leveraging marketing partner assets, partnership strategy team and marketing team to develop consumer communications (all channels) and promotions.
    • Set business need/prioritization and timing for key direct-to-consumer (e.g., team websites, MSG Network, PURL, etc.) sales campaigns in collaboration with teams marketing. This role will construct platforms that are category specific, initiative specific, and/or venue specific – depending on the needs of the COE. The VP will not only create conceptual ideas, but translate those ideas through creative and strategic executions.
    • Lead annual strategic planning of ticket/club plan sales campaigns in coordination with sales teams, as well as Indy ticket sales strategy to ensure overall revenue sell-thru in-line with budget
    • Deploy structured planning process (business review, key issues analysis, key idea development and marketing plan integration) to drive plan quality and optimize business performance
    • Establish departmental culture and process to drive continuous learning, innovation and optimization of emerging ticket marketing and promotional platforms (i.e., Groupon, Living Social, etc.)
    • Coordinate ongoing analytical support with Marketing Analytics and deliver strategic insight to EVP and other MSG executives concerning revenue growth opportunities/risks, consumer segmentation, fan base trends and opportunities to elevate business results
    • Lead the COE’s business intelligence function (including the Manager, Business Intelligence) in the gathering, evaluation and effective use of in-depth research on current and prospective clients.
    • Serve as the primary liaison between marketing and ticket sales with respect to consumer ticket sales advertising and email campaigns. Manage the department’s internal creative designer in the creation of high-impact B2C and B2B sales collateral in support of all COE sales leaders.
    • Support sales of premium hospitality products (e.g., single night suite rentals, Madison Club, etc.) by collaborating with premium hospitality leads on strategic priorities and plans/timelines and collaborating with marketing to deliver campaign materials
    • Set critical timing components and collaborate with marketing on required messaging/promotional tags for all purchased, owned or partner media including MSG network, CVC and across all Teams-controlled platforms aligning with key revenue priorities
    • Collaborate with Marketing Analytics to unlock key research insights and email/digital campaign results to drive go-forward sales strategy development
    • Liaison with NBA & NHL to support sales planning and analytics projects
    • Special projects and event support as assigned

      

     

     

    SUPERVISION: Include position titles for direct and/or indirect reports as well

    List the title of direct reports:

    • 4 (Director, Ticket Sales Strategy; Manager Business Intelligence; Creative Designer; Director/Manager Customer Programs & Communications)

    List the title of indirect reports:

    • 3 (Manager, Ticket Sales; Coordinator, Ticket Sales; Coordinator, Ticket Sales)

     

     

    FINANCIAL RESPONSIBILITIES:

     

    Financial metric(s):

     

    • Develop effective strategy ticket sales plans to maximize annual teams and productions revenues and AOCF goals while maintaining prudent budget and operational/organization performance
    • Drive individual ticket sales across all channels, in coordination with operations, analytics and all COE sales leaders, in order to meet overall ticket revenue goals across all properties

     

    Operating metric(s):

     

    • Play a key role in the long-term development, planning and business performance across ticket, club and premium hospitality revenue streams
    • Build a winning culture of trust, collaboration, intelligent risk-taking, innovation and high performance across all tickets, clubs and premium hospitality department and in partnership with teams marketing
    • Define key strategy, timelines and go-to-market campaigns for new sales, retention programs, events, communication
    • Identify planning efficiencies to inform premium hospitality sales and retention efforts
    • Increase fan acquisition of new data leads to grow ticket pipelines

    Qualifications

    Management Skills

    • Strong presence and proven leadership skills
    • Ability to articulate and direct an aggressive functional/operating agenda in a fast-paced, intense and highly-matrixed environment.
    • Senior-level, strategic sales and marketing acumen, including the ability to effectively manage a multiplatform ticketing organization.
    • Strong written, verbal and presentation skills.
    • Enthusiasm, energy and an inspiring working style to define important cultural standards and motivate others to peak performance.
    • Creative sales leader who can establish credibility by virtue of the strength of his/her character and record of business accomplishments.
    • Ability to understand and successfully attack difficult organizational problems and to formulate/drive appropriate solutions.

     

    Technical/Functional Competencies

    • Strong analytic and strategic decision-making capability.
    • Thorough knowledge of strategic planning and campaign execution processes.
    • Superior ticket selling and integrated marketing expertise, including performance tracking and ROI measurement.
    • Extensive knowledge of contemporary sales and marketing tactics, media, trends and a network of relevant contacts in order to set best practices in motion.
    • Strong organizational, team-building and executive functions skills.
    • Creative thinker with strong conceptualization and ideation skills.
    • Comprehensive knowledge of ticketing, premium clubs and suites products

     

    Key Experiences/Achievements

    • Demonstrated success working at progressively senior-level with an emphasis on strategic marketing leadership and P&L performance in the sports/entertainment/consulting fields
    • Extensive experience in ticket sales and marketing, specifically in individual ticket sales and campaign management
    • Notable leadership and success working in large, complex organizations with responsibility for significant operating budget, diverse operating functions
    • A minimum of 7 years of professional experience and 3 years of management experience supporting multiple products in a complex, fast-paced environment
    • College degree required. MBA 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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