Group Sales Account Executive

POSITION SUMMARY:

The Group Sales Experience Specialist will focus on generating group ticket and hospitality sales through a full menu of inventory for the Spring, September, and Fall Meets at Churchill Downs Racetrack. This includes prospecting businesses, non-profits, social events, clubs, and other organizations in an effort to educate them on our offerings, which include but are not limited to season plans, group outings, hospitality spaces, special events, and suite ticket plans via phone, video calls, and face-to-face appointments. This role will also execute and deliver a first-class sales and service business plan for these various ticket products. This role will also contribute daily to the enhancement of the department, its offerings, processes, and continued innovation.

 DUTIES AND RESPONSIBILITES:

• Sell ticket plans to businesses and consumers via phone sales, video calls, face-to-face appointments, and referrals or networking.
• Prepare strategic sales plans and initiatives to hit specific sales goals
• Identify, establish rapport and maintain contact with sales prospects and contacts
• Sell, plan, and coordinate in conjunction with our event managers the group experience for all customers
• Prospect and cultivate new sales leads through creative lead generation methods, as well as follow up on leads provided by the team
• Meet or exceed outbound call volume per day as set by the Sales & Service Leadership Team
• Utilizes company CRM system to manage accounts, pipelines, productivity, and measurements
• Develop and execute the preparation, issuance, and delivery of sales materials
• Provide excellent customer service at all times
• Identify and resolve client concerns
• Prepare a variety of status reports, including activity, closings, follow-up, reports on special developments, information, or feedback gathered through field activity
• Work closely with the Events team and other departments to ensure customer satisfaction
• Address customer issues and ensure effective and long-term problem resolution
• Provide timely feedback to the company regarding service failures or customer concerns
• Set up and manage information table(s) and/or greeting table(s) at trade shows or other events that may help Churchill Downs Racetrack establish relationships and sell more offerings
• Other duties as assigned.

EXPECTATIONS:

• Adhere to CDI/CDRT Policies and Procedures
• Represent Churchill Downs in a professional manner both inside and outside of the organization
• Perform duties as workload necessitates
• Demonstrate flexible and efficient time management and ability to prioritize workload
• Be respectful to colleagues and function in a team environment

QUALIFICATION REQUIREMENTS:

To perform this job successfully, candidate must be able to perform each 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. The candidate must have a strong work ethic and a burning desire to build a career in professional sports.

• Proven experience managing both processes and the service performance required of such a position at a sports or entertainment venue, with significant amounts of knowledge pertaining to entertaining, selling and servicing customers is preferred. Specific group or hospitality sales experience is preferred.
• Proficient in CRM software (Salesforce preferred), and ticketing systems (Ticketmaster preferred)
• Creative and enthusiastic with excellent interpersonal skills
• Available to work race days and special events
• Possess a willingness to work long hours, evenings, weekends and holidays.
• People oriented, able to multi-task, be organized, motivated and detail focused
• Prior interaction with the public and/or working knowledge of the horse racing industry preferred
• Proficiency in Microsoft Office and other related software and open to learning new technologies

SUPERVISORY RESPONSIBILITIES:

This job does not have any supervisory responsibilities.

EDUCATION AND/OR EXPERIENCE:

Bachelor’s degree (B.A.) from a four-year college, or equivalent combination of education and experience is preferred.

LANGUAGE SKILLS:

Ability to communicate effectively (oral & written) with all types of clients, co-workers, and the general public.  Ability to communicate effectively under pressure and when working under a deadline.

MATHEMATICAL SKILLS:

Knowledge to apply mathematical operations to such tasks as analyzing costs, return on investment, and analyzing metrics and statistics in comparison to set goals and performance.

REASONING ABILITY:

Ability to define problems, collect data, establish facts and draw valid conclusions. Ability to interpret directions and technical diagrams.

PROBLEM SOLVING REQUIREMENTS:

When dealing with prospects and clients, employee must show discretion when making recommendations regarding options and event details for a Churchill Downs Racetrack event.

MACHINE, TOOLS, EQUIPMENT:

Computer, printer, calculator, copy and scanning machine, telephone, software packages, etc.

WORKING CONDITIONS:

• Travel Requirements: Does not require travel outside of Louisville
• Physical Demands: This position requires the ability to lift up to 10 pounds.
• Work Environment: The incumbent primarily works in an office environment, however is expected to attend Churchill Downs race days.

This work is performed primarily in a business office setting within a sports and entertainment facility. Events often take place outside of traditional business hours, on weekends, and holidays. Some areas of the facility may be noisy and subject to changing weather conditions. Churchill Downs Racetrack spans 175 acres and more than 1.5 million square feet under roof with additional entertainment facilities not protected from weather conditions.

The ability to move swiftly throughout the facility and stand for long periods of time is necessary. The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

The above noted job description is not intended to describe, in detail, the multitude of tasks that may be assigned but rather to give the associate a general sense of the responsibilities and expectations of the position.  As the nature of business demands change so, too, may the essential functions of this position.