Senior Ticket Sales Representative (University of Miami Athletics)

LEGENDS

Founded in 2008, Legends’ operating divisions worldwide include – Global Partnerships, Global Sales, Hospitality, Global Partnerships, Global Merchandise, and Attractions – offering clients and partners a 360-degree data and analytics-fueled service solution platform to elevate their brand and execute their vision. Currently, Legends works with marquee clients across business verticals including professional sports; collegiate; attractions; entertainment; and conventions and leisure. We are the industry leaders in designing, planning, and realizing exceptional experiences in sports and entertainment. For more information, visit www.Legends.net and follow us on Twitter and Instagram @TheLegendsWay.

UNIVERSITY OF MIAMI

The University of Miami has entered a long-term partnership with Legends to oversee athletics ticket sales, customer service, annual fund solicitation/engagement, ticket operations, digital marketing, corporate partnerships, and multi-media rights opportunities.  In addition, Legends will represent the University in developing campus-wide strategic partnerships.  As the exclusive partner for Miami Athletics, Legends will engage Hurricanes fans and donors, local and regional South Florida businesses, and national brands with unique and integrated sponsorship, ticketing, and hospitality options.   

THE ROLE

The Senior Ticket Sales and Service Position requires elite level new business selling, servicing, upselling and cross-selling prospects & current clients for all four (4) ticketed sports. Candidates should be a self-motivated and positive professional. Ticketed sports are as follows: Football, Men’s Basketball, Women’s Basketball, and Baseball. The Senior Ticket Sales & Service Representative will report to the Director of Ticket Sales & Service.

ESSENTIAL FUNCTIONS

• New Business Sales Responsibilities:
• This role will have an assigned new business sales goal for each of the featured ticketed sports. There is an expectation of exceeding these commissioned new business targets for each sport.
• To exceed commissioned new business targets, this person must execute a full menu of ticket sales outreach to prospective clients. The product menu consists of season tickets, group tickets, suite rentals, and student impact donations.

• The sales function of this role places a strong emphasis on face-to-face selling. Day-to-day duties include regularly prospecting businesses, social selling, attending external events, conducting appointments/tours, and conducting virtual presentations. Coachability and focus on development within these skill areas is a must. There is an expectation of exceeding minimums as it pertains to the volume of face-to-face meetings needed per week and per month necessary to be successful.
• Maintaining proper Salesforce utilization with a structured sales pipeline is a must. This best practice is necessary to track progress toward new sales targets and ensure timely follow-up.

• Membership Service Responsibilities:
  • Log all client interactions and consistently update the anticipated renewal percentage likelihood for each assigned Season Ticket Holder in Salesforce.
  • Onboard, welcome and connect with new Hurricanes Season Ticket Holders as assigned by leadership.
  • Entertain and nurture relationships with current donors and season ticket holders through creative means including but not limited to networking events, speaking engagements, prospect sampling at games, seat visits at games, open houses at the stadium/arena, and outside meetings.
• This role will have an assigned revenue renewal percentage goal for each of the featured ticketed sports. There is an expectation of exceeding each of these renewal percentage targets.
• This role is expected to execute renewal touchpoints to existing Season Ticket Holders. These touchpoint vehicles include outbound call, email, texting, etc.
• The person in this position must be able to build and foster strong relationships with assigned Hurricanes Season Ticket Holders through face-to-face interaction, in-game visits and out of office appointments. Additionally, assisting/supporting with special events tailored for Hurricane Season Ticket Holders and Hurricane Club Members is a must for success in the role.
• Other necessary tasks for success:
• Cross-Functional and Other Responsibilities:
• A priority of gaining Hurricane Club membership from all new and existing Season Ticket Holders is another important goal-oriented metric that this role will need to make a priority. This metric is in addition to the above-mentioned new business and renewal revenue targets. Hurricane Club is a philanthropic arm of University of Miami Athletics. Membership to this club unlocks access to join a community of student athlete supporters and features year-round exclusive benefits.
• For each function of this role, there is an expectation of exceeding weekly/monthly/yearly “Hustle Metrics” as it pertains to the volume of calls, call duration, and other types of touchpoints (email, text, etc.).
• Effective use of Salesforce CRM is needed to accurately record all client and prospective client interactions.
• Participating and contributing in weekly meetings and training sessions with leadership is important for personal growth.
• The position requires the ability to work sales/service tables and box office customer duties on assigned event days across the four (4) sports. This could include weekend game events.
• Candidates must be willing to work non-traditional hours, weekends, events, and game days.

QUALIFICATIONS

• Bachelor’s Degree or equivalent.
• 2-3 years of sales and service experience is preferred,
• Experience selling and retaining clients at a high level.
• Excellent professional verbal and written communication skills
• Maintain a professional image and positive attitude.
• Serve as a main point of contact for all ticket inquiries that come in through inbound phone calls, email, and social media.
• Experience utilizing a CRM to maintain accurate records of all client and prospect interactions. Salesforce experience is a plus.
• Reach and exceed individual and team sales & retention revenue goals.
• Ability to handle a heavy volume of outbound and inbound phone calls and emails.
• Candidate should possess excellent time management and organizational skills.
• Candidate should possess an optimistic team-first attitude, as well as a competitive desire to be the best.

COMPENSATION

Competitive salary commensurate with experience, and a generous benefits package that includes: medical, dental, vision, life and disability insurance, paid vacation, and 401k plan.

WORKING CONDITIONS

LOCATION: On-Site Coral Gables, FL

Legends is an Equal Opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, age, national origin, disability, or genetic information.

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