What are the responsibilities and job description for the Account Executive, Membership Sales position at Charlotte Hornets?
Description
Hornets Sports & Entertainment is in an exciting new phase, with new leadership in both basketball and business, and a renewed commitment to elevating our franchise. Building on a strong foundation, we are focused on becoming a premier NBA organization—one that sets the standard both on and off the court. The Hornets are about much more than just basketball. We are about the energy of live sports and entertainment—an experience that is truly unmatched. Beyond Hornets basketball, Spectrum Center serves as a premier destination for world-class concerts, family shows and marquee sporting events, bringing unforgettable experiences to Charlotte year-round.
We are deeply committed to our community, using our platform to create meaningful impact and drive positive change. We proudly represent the city of Charlotte, embracing its diversity, culture and unwavering spirit. As an organization, we strive to elevate our city by connecting people through the power of basketball and live entertainment, building something special for our fans, employees and community.
Position Overview
The Account Executive, Membership Sales position is responsible for generating new business revenue through the sale of full season memberships, partial plans, mini plans, group tickets and luxury seating for Hornets home basketball games and Spectrum Center events/concerts. This position is ideal for high performing sales professionals with a proven track record of selling to individuals and corporate decision makers. This role will sell at a high level by prospecting for new sales opportunities via phone, networking events and face-to-face appointments.
This role requires a strong sales mindset, exceptional relationship-building skills and the ability to close high-value deals in a competitive marketplace. You will work closely with the sales leadership team to execute strategic sales initiatives and maximize revenue opportunities.
Core Values
HSE embodies the following core values:
- Integrity
- Teamwork
- Competitiveness
- Accountability
- Resilience
Essential Duties and Responsibilities
- Generate new business revenue from full season memberships, partial plans, mini plans, group tickets, and luxury seating through cold calling, prospecting, networking, referrals and in-person meetings.
- Meet or exceed daily call minimum and appointment expectations, along with yearly sales goals.
- Build and maintain strong relationships with individuals and corporate decision makers to drive sales.
- Conduct face-to-face and virtual sales presentations, tailoring seating options to meet the specific needs of each prospect.
- Manage the entire sales process from beginning to end, ensuring a seamless and professional customer experience.
- Consistently meet or exceed individual and team sales goals.
- Maintain an updated pipeline of potential buyers in the CRM system, accurately tracking interactions, follow-ups and deal progress.
- Collaborate with the membership service team to ensure a high level of customer satisfaction and long-term client retention.
- Handle all incoming sales calls.
- Prospect and qualify all potential sales opportunities.
- Effectively execute sales campaigns and training set forth.
- Provide excellent customer service.
- Maintain and grow industry standard sales skills
- Perform basic office functions as needed
Required Skills, Experience, and Abilities
To perform the job successfully, you should demonstrate the following competencies:
- Bachelor’s degree from an accredited college or university in Business, Sports Management, Marketing or related field is preferred but not required.
- Proven track record of at least one year of high-level sales success, demonstrating strong performance and results.
- Strong presentation skills, with the ability to confidently deliver sales materials to large groups and key clients.
- Ability to handle confidential information with the highest level of discretion and professionalism.
- Professional demeanor, with the ability to interact effectively with all levels of the organization and external stakeholders.
- Excellent interpersonal skills, with the ability to actively listen, collaborate, and contribute in a team environment.
- Outstanding written and verbal communication skills, with the ability to convey ideas clearly, concisely, and persuasively.
- Strong organizational and time management skills, effectively prioritizing tasks and managing workload efficiently.
- Adaptable and flexible, able to thrive in a fast-paced environment while managing multiple priorities and competing demands.
- Highly dependable, consistently punctual and responsive to managerial direction and feedback.
- Willingness to work extended hours, including nights, weekends, holidays, and travel as needed.
Additional Information
This is a full time benefit eligible position. HSE is dedicated to creating and upholding a welcoming environment that celebrates diversity.
HSE provides valuable benefits and competitive time off policies to help you and your family lead healthy, balanced lives.
We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. All requests for medical or religious accommodations to perform the stated job duties will be considered.
