Director of Sales - INTRUST Bank Arena

ASM Global has an immediate opening for Director of Sales position in Wichita, Kansas.

Company Overview

ASM Global is the world’s leading venue management and services company, connecting people through the power of live experience. We are an inclusive culture that strives to be a leader in diversity and social and environmental issues. We create new opportunities for team members to grow and develop their skills and careers.

Summary

The Director of Sales will plan, direct and implement sponsorship sales and private events and provide oversight and support to premium seating and group sales.  While the Arena is the first priority, this individual is also responsible for driving new revenue in other ASM Global facilities in the market including Century II Performing Arts and Convention Center, The Orpheum Theatre, Capitol Federal Amphitheater. The Director of Sales will also focus on cultivating new private event business for INTRUST Bank Arena, in addition to maintaining current client base and ensuring client satisfaction. The ideal candidate will have a passion for sales, team leadership and excellent communication skills, a client-focused mentality, strong work ethic, and an ability to balance a large number of tasks in a fast-paced environment. We are looking for a strong closer with extensive experience in event sales & hospitality; cold calling and in-person prospecting is expected.

Essential Duties and Responsibilities

• Establish and deliver on sales goals, private event goals to increase and improve the facility’s profitably and annual recurring net revenues. 

• Develop and execute sales plans and programs, both short and long range, to ensure the growth and expansion of revenues.

• Research, analyze and monitor financial, technological, and demographic factors to ensure that market opportunities are maximized. 

• Develop and recommend pricing strategies for the organization which will result in the profitable growth of sponsorship and private events marketplace over the short, medium, and long run.

• Prepare bi-weekly reports on sales revenue pipeline and projections.

• Utilize the Company’s preferred CRM platform to determine best contacts, strategies and solutions for prospective sponsors, private events, and premium seating.

• Conduct market analysis and devise strategies for generating new business.

• Develop new accounts, maintain existing accounts, and implement sales strategies to achieve revenue goals and maximize profits for the arena while maintaining client satisfaction.

• Recruit, train, and mentor the arena sales team, build strong community partnerships, and maximize private event revenue. This position is responsible for developing yearly event sales goals, as well as managing the P&L for private events.

• Prepare and deliver oral presentations internally and externally as appropriate. 

• Work extended and/or irregular hours including nights, weekends and holidays.

• Position requires the ability to work at all ASM Global facilities in Wichita and Andover.

• Other duties as assigned.

Supervisory Responsibilities

Directly supervise Premium Seating Manager.  Part-time sales assistant reports to the Premium Seating Manager but will support both positions.  Carries out supervisory responsibilities in accordance with ASM Global’s policies and applicable laws. Responsibilities include interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding; disciplining employees in conjunction with Human Resources; addressing complaints and resolving problems.

Qualifications

• To perform this job successfully, this individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Ability to travel via air and auto required.

• Ability to work irregular hours in addition to normal business hours, to include nights, weekends and holidays as needed.

• Must be able to maintain a productive, team-oriented relationship with staff, clients and client agencies.

Education and/or Experience

• Bachelor’s degree in marketing, Business Administration or a related field from an accredited four-year college or university.

• Minimum of five (5) years in the field of venue, property or rights holder sponsorship sales; or an equivalent combination of education and experience.

Skills and Abilities

• Demonstrate knowledge and experience in the principles, practices, and terminology of sponsorship sales. 

• Strong communication and presentation skills both written and oral.

• Proven ability to drive a sale from presenting to closing.

• Solve practical problems and deal with a variety of complex variables in selling and servicing sponsor partners.

• Operate a personal computer using Windows 2000, Power Point, Word, Excel, Outlook, and other related standard office equipment.

• Follow oral and written instructions and communicate effectively with others in both oral and written form.

• Organize and prioritize work to meet deadlines.  Work effectively under pressure and/or stringent schedule and produce accurate results.

• Maintain an effective working relationship with all stakeholders including clients, agencies and employees,

• Work independently, exercising judgment and initiative.

• Remain flexible and adjust to situations as they occur.

Physical Demands

This position requires sitting, keyboarding, walking, standing, stooping and may require lifting up to 55 lbs., substantial standing and walking.  Ability to speak clearly and effectively.

NOTE: The essential responsibilities of this position are described under the headings above. They may be subject to change at any time due to reasonable accommodation or other reasons. Also, this document in no way states or implies that these are the only duties to be performed by the employee occupying this position.
 

ASM Global is an Equal Opportunity/Affirmative Action employer, and encourages Women, Minorities, Individuals with Disabilities, and protected Veterans to apply.  VEVRAA Federal Contractor.