The Director, Premium Sales, Service and Hospitality is responsible for developing the business strategy for all premium and hospitality efforts, both new business and retention. This role will oversee all executable action items related to the business plans and the team members in this department. The Director, Premium Sales, Service & Hospitality will be a care taker of the Pirates Vision and Values and will be proactive in seeking out ways to exemplify them in his/her day-to-day work.
Manage the staffing, finances, strategy and planning for the team's premium sales, service and hospitality efforts in order to help the organization achieve its goals.
Execute, track and adjust strategies to ensure annual revenue goals and targets are met.
Recruit, interview, hire, coach and regularly conduct performance reviews of premium sales and service team members.
Oversee the premium and hospitality communication strategy, coordinating with Pirates communication team to create all written and digital communication pieces.
Provide support to team members by regularly attending meetings, visits prospects at events, and calling Pirates fans.
Develop and execute long-term/short-term strategy regarding new sales and retention of existing clients.
Support department efforts by developing strong relationships with the Pittsburgh business community.
Develop and implement regular premium and hospitality training program.
Continuously network with industry peers to identify new and creative programs to more effectively research, identify, cultivate and target new areas for growth of premium sales.
Manage all premium and hospitality campaigns through CRM tool and sales reports, tracking ROI, and lead management.
Collaborate with sponsorship department to identify opportunities for increased revenue, in the form of sponsorships and/or hospitality packages.
Coordinate experiences and events to strengthen relationships with all new and existing suite holders.
Develop and maintain strong, cooperative inter/intra departmental relationships.
Collaborate with ticket sales leadership team to develop programs that can identify up sell opportunities through existing Pirates fan base.
Design and implement a high value benefits platform for all premium and hospitality clients.
Perform other duties and responsibilities as assigned by the Vice President, Ticket Sales, and Service & Operations.
Collaborate with senior leadership team to identify, develop and monetize new premium spaces at PNC Park.
All other duties as assigned.
Bachelor’s degree from an accredited 4-year university
Minimum of 4 years industry related experience
Minimum of 2 years’ experience in a supervisory role
Proficient in Microsoft Office (Word, Excel, Powerpoint)
Prior experience with a CRM system, preferably Microsoft Dynamics
Thorough understanding of the B2B sales process
Proven track record of selling and servicing corporate clientele and direct experience with retention strategy
Experience managing a sales team and exceeding organizational sales goals