Job Description

Oak View Group is the global leader in venue development, management, and premium hospitality services for the live event industry. Offering an unmatched, 360-degree solution set for a collection of world-class owned venues and a client roster that includes the most influential, highest attended arenas, convention centers, music festivals, performing arts centers, and cultural institutions on the planet.

Position Summary

The Vice President, Premium Sales & Service at CFG Bank Arena will be responsible for leading, inspiring, and managing a team of employees to maximize the sales of multi-year premium seat and Suite leases plus single-night premium rentals at CFG Bank Arena in Baltimore, MD. The Vice President will also be responsible for the service, retention, and fulfillment of premium seating at CFG Bank Arena.

This position will report to the General Manager of CFG Bank Arena and work with guidance from the Oak View Group Premium team. This role will work closely with other departments at CFG Bank Arena, is an in-person role based in Baltimore, MD, and must be able to work nights, weekends, and holidays as required.

This role pays a yearly salary of $130,000 to $135,000.

Benefits for FT roles : Benefits : Health, Dental and Vision insurance, 401(k) savings plan, 401(k) matching, and paid time off (vacation days, sick days, and 12 holidays).

This position will remain open until September 6, 2024

About the Venue

4 Venue of the Year in North America – Venues Now

CFG Bank Arena is a 13,000+ seat, reimagined world class concert and entertainment venue. A premier destination for fans and artists, CFG Bank Arena showcases over $250MM+ in renovations, including modernized, state-of-the-art acoustics, superior suites and exclusive club levels, premium contemporary seating, reimagined concourses, upscale culinary experiences in food & beverage selections, and more! Located in the heart of Baltimore, the venue includes a new exterior façade, green scaping and enhanced lighting, this iconic landmark offers guests the ultimate entertainment experience in town. Rich in history, uniting fans with memories old and new, CFG Bank Arena hosts 100+ shows annually including the hottest artists on the planet. A cornerstone of the City of Baltimore, committed to the community, and redeveloped in the heart of Baltimore. A new era of live entertainment has arrived in Baltimore with the highly anticipated and reimagined, CFG Bank Arena.

Responsibilities

• Oversee the strategy to sell, deliver, and service all premium seating at CFG Bank Arena – including multi-year leases and event-by-event sales
• Meet or exceed established team and individual monthly, quarterly, and yearly revenue goals tied to contracted revenue (new business and renewals) and event-by-event sales
• Develop and implement a B2B-focused sales and service plan for the department
• Train, motivate, lead, and manage a team of sales & service employees
• Conduct regular one one-on-one meetings and training sessions with sales & service staff
• Work with OVG Premium and arena marketing staff to generate new sales leads through creative lead-generation methods
• Conduct sales meetings and skilled deal-closing via phone, virtual presentations, in-office, and in-venue presentations
• Provide high-end service for our premium seating clients, including but not limited to : renewals, timely collection of payments, execution of license agreements, and special requests
• Maintain sales reporting to track revenue tied to premium seating
• Submit timely reports to management, including weekly and monthly sales & activity reports
• Ensure the entire team enters all pertinent prospect and customer information in CRM platform for efficient reporting and historical data tracking
• Create new programs that lead to the generation of referrals from existing book of business and find additional areas of opportunity to sell new premium seats within the arena
• Collaborate with industry leaders on best practices within the area of premium sales and service
• Communicate well and work collaboratively across multiple areas of CFG Bank Arena and OVG including but not limited to Ticket Operations, Event Operations, Legal, Finance, Food & Beverage, Human Resources, Marketing, and more
• Work with CFG Bank Arena and OVG Premium leadership to create, forecast, and manage revenues and expenses tied to premium seating
• Other job-related duties as assigned

Qualifications

• Bachelor’s degree in Sports Management, Business, Communications or related field
• 8-10 years of relevant sales experience; premium sales & service a plus
• 5+ years of management with demonstrated success
• Working knowledge of TicketMaster Archtics
• Strong understanding of CRM best practices and sales processes, preferably in Salesforce
• Proficient with MS Word, Excel and PowerPoint
• Experience working with sales automation software a plus
• Familiarity with marketing automation tools a plus
• Ability to inspire, motivate, and lead a highly performing team
• Ability to take business goals and construct a plan to achieve and exceed them
• Deep knowledge of, and ability to build relationships with, C-Level Executives
• Skilled in negotiating and delivering an effective pitch via phone, web, and in-person meetings
• Detail-oriented and organized, with the ability to manage and prioritize multiple responsibilities and deadlines
• Willingness to take constructive feedback and seek constant improvement
• Excellent analytical and communication skills
• Available and responsive to internal stakeholders and customers / prospects
• Ability to work nights / weekends / flexible schedule for events
• Minimal Travel (

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