Position: Premium Sales Manager
Department: Ticket Sales & Services
Reporting Relationship: Reports to Vice President Premium Partnerships
Status: Full-Time (Exempt)
Compensation: Salary plus commission
Primary Responsibilities:
Selling Responsibilities:
- Sell Luxury Suites
- Sell Long Term and Single Event Rentals for Panthers, Charlotte FC and major stadium events
- Sell Membership Clubs
- Sell Suite Club PSLs for Panthers and Charlotte FC
- Manage the renewal process for the current Luxury Suite owner customer base, including outreach, negotiation, and securing renewal commitments
- Additional Selling Responsibilities:
- PSLs and Season Tickets
- Silver Club Level PSLs and Season Tickets
- Upgrading current PSL Owners
- Single Game Tickets
- Develop and execute a proactive outbound prospecting strategy, including networking, appointment setting, and cold outreach to corporate decision-makers and high-net-worth individuals
- Manage the full sales cycle from lead generation through contract execution and negotiation, ensuring accuracy and a seamless client experience
- Maintain an accurate, up-to-date pipeline in Dynamics 365, tracking interactions, follow-ups, and deal progress
- Consistently meet or exceed individual and team new business and renewal revenue goals
- Attend networking events, client meetings, and industry functions to build brand awareness and generate new leads
- Represent Tepper Sports & Entertainment in various organizational promotions, charity functions, speaking engagements.
- Assist (as needed) in the development, coordination, implementation of game day activities for both Carolina Panthers and Charlotte FC.
- Work game days and special events to engage premium clients, host prospects, and provide top-tier service
- Committed to the support of department goals and objectives, such as budgets and sales goals.
- Provide manager with necessary support/statistical data
Service Responsibilities:
- Provide a high level of customer service to all clients, including relationship building, day to day operations, written correspondence, phone calls, account inquiries, appointment scheduling, follow up, etc.
- Work with Premium Service, Ticket Operations and Ticket Service Representatives to ensure all accounts are active, documented and up-to-date on invoicing, contracts, renewals, etc.
- Assist in determining and implementing enhancement programs for full season accounts to generate sales and member retention.
- Ensure proper maintenance of full season accounts is performed and current quality standards are met or exceeded.
Additional Responsibilities:
- Assist in the overall success & meeting goals of the sales area of the Ticket Office
- Administrative duties including filing, answering phones, and provide support to Ticketing Department
- Assist with all functions of the Sales Center including, but not limited to, ticket sales, phone calls, written correspondence, special promotions and programs, etc.
- Other duties as assigned by Department Leadership
- Fulfill various responsibilities by assisting other departments (as needed)
Minimum Qualifications:
- At least 5 years of B2B sales experience with a demonstrated, top-tier track record of exceeding revenue goals; were looking for a proven closer, not just an order-taker
- Exceptional business acumen, with the ability to understand a prospects business, speak their language, and position premium products as a strategic investment, not just a ticket
- High level sales acumen, including sophisticated consultative selling skills, strong objection handling, and the ability to read a room and adjust approach with C-suite executives and high-net-worth individuals
- Relentless, self-generated lead generation and business development instincts; someone who doesnt wait for leads to come in, but is constantly prospecting, networking, and building a pipeline from scratch
- Entrepreneurial mindset with a competitive, goal-driven personality and an unwillingness to accept "no" as a final answer
- Proficiency with Microsoft Office Suite (Word, Excel, PowerPoint, Outlook)
- Must be flexible and available to work evenings and/or weekends, nights, and holidays
- Must pass pre-employment screens
Preferred Qualifications:
- Bachelors degree in Sports Management, Business, Hospitality, or related field preferred
- Experience with Dynamics 365 or similar CRM systems preferred
Skills for Success:
- Excellent organizational skills and attention to detail; disciplined pipeline management, able to manage a high volume of prospects, renewals, and deadlines without dropping the ball
- Excellent verbal and written communication skills, with the polish and confidence to deliver compelling, tailored sales presentations
- Works well under pressure while maintaining a positive attitude
- A true team player who thrives in a fast-paced, high-performance sales culture and elevates those around them
- Demonstrated ability to negotiate creative, win-win solutions and close multi-year agreements
- Ability to make sound decisions and exercise independent judgement and discretion with integrity and accountability, while working in a fast-paced, high-demand, and sometimes strenuous environment
- Must maintain complete confidentiality of privileged, and/or sensitive information
- Must, at all times, display the character and values of the Tepper Sports & Entertainment brand
- Must be able to multi-task while managing time successfully
Physical Requirements:
- Sitting at desk and computer for long periods of time
- Standing for extended periods of time
- Must be able to lift 15 pounds at a time
Work Environment:
This job operates in a professional office environment, as well as, outside in a stadium facility environment at times which may include inclement weather conditions. This role routinely uses standard office equipment such as computers, phones, photocopiers, filing cabinets and fax machines.
Tepper Sports & Entertainment is an equal opportunity at-will employer and do not discriminate against any employee or applicant for employment because of age, race, religion, color, disability, sex, sexual orientation, or national origin.