Wells Fargo Center | Senior Vice President, Chief Sales Officer; Philadelphia, PA

The Senior Vice President, Chief Sales Officer (“CSO”) will be responsible for overseeing all aspects of ticket sales and service, including premium and consumer sales and service. Reporting to the President and Chief Operating Officer, the CSO will be the key driver of the strategic vision for the department, driving revenue in current/traditional business lines as well as developing market positioning and sales strategies for new premium products developed as part of the arena transformation. The position will provide guidance and influence in the development of processes and procedures, training and development, sales campaigns, goal creation and execution and overall sales management for the department.

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Background:

The Wells Fargo Center, one of the busiest arenas in the world; home of the NHL Philadelphia Flyers, the NBA Philadelphia 76ers, Villanova University basketball, the Philadelphia Soul of the Arena Football League and the Philadelphia Wings of the National Lacrosse League. Additionally, the Wells Fargo Center has hosted every major arena event over the years, including NBA All Star Game, NCAA Regionals and Final Four basketball tournaments, NCAA Frozen Fours, ESPN X-Games, the Republican and Democratic National Convention, etc. The Wells Fargo Center is also a top-five venue for music, concerts, family shows and more.

Wells Fargo Center is undergoing an ambitious, $250 million transformation which will completely reimagine the look and feel of the venue. In 2016, 20 years after it first opened, the Wells Fargo Center commenced a large-scale transformation beginning with a $15 million enhancement of the arena’s suites. Many of the luxury skyboxes will be replaced by premium seating closer to the action, representative of cutting-edge arena trends around the globe. Designed to increase fan experience and crowd flow, concourse hallways will be widened and new floors will be installed. In addition, the players will be getting state of the art locker rooms. Keeping up with the digital age, flat screens and charging stations will be strategically placed throughout the arena. And this summer, the Wells Fargo Center will complete a $30 million overhaul to the mezzanine that will transform “void spaces” into two new lounges and more room for fans to congregate. The summer of 2019 will see, a complete redesign of the main concourse and lower bowl. In the summer of 2020, the Wells Fargo Center will see the largest investment, including introducing top of the line courtside luxury suites (building will be dark through this construction period). The transformation will be complete for the 2021/22 season.

Any interested candidates should contact Turnkey Search directly. Contacting the Wells Fargo Center will only delay consideration of your qualifications.

Position Summary:

The Senior Vice President, Chief Sales Officer (“CSO”) will be responsible for overseeing all aspects of ticket sales and service, including premium and consumer sales and service. Reporting to the President and Chief Operating Officer, the CSO will be the key driver of the strategic vision for the department, driving revenue in current/traditional business lines as well as developing market positioning and sales strategies for new premium products developed as part of the arena transformation. The position will provide guidance and influence in the development of processes and procedures, training and development, sales campaigns, goal creation and execution and overall sales management for the department.

Duties and Responsibilities:

  • Build and manage an aggressive, competitive and collaborative sales team by identifying, training, incentivizing and growing consumer and premium sales staff; creatively structure the department in an effort to maximize the efficiency and effectiveness of sales efforts of both existing consumer and premium inventory, as well as new products as developed in the arena transformation.
  • Devise, build and execute an aggressive go-to-market strategy for the introduction of new premium experiences at the Wells Fargo Center, including the development of the vision for each of the products, creating a strategic pricing plan, and phasing the sales processes for the new inventory.
  • Assist in the development and implementation of the overall ticketing strategy that will maximize revenue and customer satisfaction in conjunction with the budget expectations of the organization.
  • Create and implement a best-in-class sales and customer service culture by leading and motivating sales representatives and developing meaningful engagement strategies for consumer and premium customers; create and maintain a constant teaching/learning environment for all staff aimed at implementing best practices in the areas of sales and customer service.
  • Establish goals and incentive programs to maximize results, ensuring adherence and accountability to all goals and objectives.
  • Develop overall pipeline strategy to maximize efficiency and meet revenue and company goals.
  • Monitor weekly results of sales staff for measuring productivity and results; create and execute successful and measurable sales campaigns, with the focus on driving long-term commitments and relationships with customers and season ticket holders.
  • Identify, develop and implement elevated process and operational improvements, including product mix and unique offers to enable best-in-class performance and management of sales and retention efforts across all product offerings.
  • Manage the activity of the sales department by maximizing sales bandwidth, creating appropriate goals and metrics to properly measure staff performance and prioritize product targets; maximize the use of research and analytics to assess data and evaluate inventory to identify areas of growth, improvement, or opportunity to generate incremental revenue.
  • Design and coordinate an effective marketing campaign and campaign schedule to ensure targeted and comprehensive prospecting for all products.
  • Assist with handling customer challenges and/or concerns as they relate to sales made by the department.
  • Establish annual budgets for Consumer and Premium Sales and Service departments; analyze and control expenditures of department to conform to budgetary requirements.

Qualifications, Skills and Education Requirements:

In addition to possessing the necessary experience and skill set to achieve the tasks established above, the Senior Vice President, Chief Sales Officer must also meet the following requirements:

  • Bachelor’s Degree in Marketing, Sports Management, or Business-Related field required.
  • Minimum of ten (10) years’ sales experience with a professional sports team including management experience.
  • Experience implementing premium strategy for a new or large-scale renovation of a stadium or arena.
  • Proven ability to hire, manage and motivate sales executives.
  • Experience in budgeting, as well as forecasting revenues and expenses.
  • Familiarity with Database Management (Salesforce.com); knowledge of Spectra Ticketing software a plus, but not required.
  • Excellent organizational, leadership and customer service skills.
  • Enthusiastic, tireless teacher, motivator and sales professional required.
2018-06-20T11:14:26+00:00

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