What are the responsibilities and job description for the Director of Ticket Sales and Inside Sales position at Fredericksburg Nationals?
About the Fredericksburg Nationals:
The Fredericksburg Nations, Single-A affiliate of the Washington Nationals, deliver exciting baseball and family friendly events at Virginia Credit Union Stadium. With a legacy of developing top talent and giving back through the FredNats Foundation., they are a vital part of the Fredericksburg community.
Position Overview:
We are seeking a Director of Sales to lead and inspire a team of Account Executives and Inside Sales Representative in driving premium, season, and groups and individual ticket sales.
Reporting to the Vice President Ticket Sales & Service, this role will be responsible for achieving sales goals through innovative, data-driven strategies, including leveraging AI technologies to enhance customer engagement and sales techniques.
ESSENTIAL DUTIES AND RESPONSIBILITIES :
Team Leadership & Development:
- Inspire and lead a team responsible for Season, Group and Individual Ticket Sales to achieve both departmental objectives and personal career goals by creating an environment that encourages innovative thinking, collaboration, and professional growth.
- Create a culture of coaching while giving feedback and resources to our sales team in order to help increase skillset.
- Cultivate and grow talent while fostering a culture that prioritizes teamwork, employee well-being, and continuous learning & development.
- Recruit, hire, promote, manage, and measure the performance of the department’s staff.
- Maintain a positive, competitive, and ambitious sales & service culture that is focused on common team goals and objectives.
Strategic Sales:
- Work with the Vice President to provide strategic direction for all sales team members and campaigns related to Season, Group and Individual Ticket Sales.
- Develop and execute campaigns to incentivize outreach and impactful interactions aimed at maximizing membership growth across General seating products.
- Leverage AI and other innovative tools to analyze sales data, predict trends, and personalize customer interactions, driving growth across Season, Group, and Individual Ticket categories.
- Implement strategies to teach and incentivize executives to sell a full menu of products, including premium seating, group packages, season tickets, and individual game tickets.
- Utilize B2B/B2C training methods to further develop team members in selling and retaining full menu products, while incorporating AI-driven insights to enhance the customer journey.
Collaboration & Cross-Functional Leadership:
- Collaborate across departments, including Marketing, Business Strategy & Analytics and Corporate Partnerships to ensure all ticketing needs are met, from project management to customer journeys, especially within Groups, Season, and Individual Ticketing categories.
- Work with Marketing and Business Analytics to enhance the identification of potential sales leads via social media, Salesforce CRM, AI tools, and prospecting events, with a focus on Premium and Season Ticket holders.
- Serve as the department’s on-site contact for all ticketing needs on gameday, ensuring smooth execution and real-time problem-solving to enhance the fan experience across all ticket categories.
- Collaborate with internal teams to ensure seamless customer service, leveraging AI to improve efficiency in addressing customer inquiries and ticketing challenges
Performance & Data-Driven Decision Making:
- Create and analyze sales and service reports across Groups, Season, and Individual Ticket categories to track performance metrics, identify areas of opportunity, and make data-driven recommendations to adjust strategies and ensure revenue and retention goals are met.
- Establish daily, weekly, monthly, and season-long performance goals to hold managers and their respective teams accountable for reaching sales targets across Group, Season, and Individual products.
- Leverage data analytics, including AI technologies, to identify sales trends, forecast performance, and make informed business decisions across all ticketing categories.
Other Responsibilities:
- Assist with the development and execution of the department’s business plan and annual budget.
- Other duties as assigned
QUALIFICATIONS
- Proven leader with experience managing a high-performing sports ticket sales team.
- Experience coaching and developing high-performing teams to support both organizational and individual performance, contributing to a best-in-class workplace.
- Must have a thorough understanding of ticketing systems, CRM Platforms, and Excel, with experience utilizing AI tools to drive sales efficiency and enhance customer interactions.
- Knowledge of how to develop client-focused sales & service solutions and packages for Group, Season, and Individual Ticket holders.
- Must possess a detail-oriented, logical, and methodological approach to problem-solving, including the ability to remain calm, collected, and professional under pressure.
- Ability to be flexible, prioritize, and manage multiple tasks/projects and staff needs.
- Adaptability and drive to maintain high standards for performance and strive for excellence.
- Proven track record of using a CRM system as a forecasting & pipeline tool to lead goal-hitting campaigns.
- Strong time management, organizational, and analytical skills.
- Comfortable and familiar with relaying feedback, constructive criticism, and conducting performance reviews to support professional growth.
- Interest in leveraging AI to innovate sales techniques and elevate customer experiences.
- Outstanding written and verbal communication skills, including the ability to set context, plan, and coordinate cross-functionally to ensure teams have the information they need.
WORK ENVIRONMENT
- Must be able to work a flexible schedule, including evenings, weekends, and holidays as needed.
- Must reside within the greater Fredericksburg Va. area upon date of hire.
- Must be able to facilitate own local travel.
- Must be eligible to work in the US without sponsorship.
We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, national origin, sex, sexual orientation, age, disability, gender identity, marital or veteran status, or any other protected class.
