Ilitch-Holdings-Turnkey Search.jpg
 
 

Ilitch Holdings, Inc. | VP, Ticket Sales & Service, Detroit Tigers | Detroit, MI


Background

Ilitch Holdings, Inc. (IHI) provides professional services to the companies founded by Mike & Marian Ilitch (Ilitch companies). IHI is a family-owned company and the umbrella holding company of the Ilitch family of companies. Headquartered in Detroit Michigan, IHI encompasses leading brands in the food, sports and entertainment industries, including:

Sports & Entertainment Group (“SEG”)

  • Detroit Tigers & Comerica Park

  • Detroit Red Wings & Little Caesars Arena

  • Olympia Entertainment, including the Fox Theatre

  • Entertainment Joint Venture w/Detroit Pistons

  • Other Civic, Charitable & Business Initiatives

Other Interests

  • Little Caesars Pizza

  • Blue Line Foodservice Distribution

  • Champion Foods

  • Little Caesars Pizza Kits Fundraising Program

  • Olympia Development/The District Detroit

  • The MotorCity Casino & Hotel

  • Other Civic, Charitable & Business Initiatives

Reporting to the SVP, Ticket Sales & Service, this position will oversee all aspects of ticket sales and service. The successful executive will be a hands-on leader who is an experienced, transformational sales leader and manager. This senior sales leader will also be adept operating strategically, helping to implement processes, motivate others and generate business success.

Any interested candidates should contact Turnkey Search directly. Contacting Ilitch Holdings will only delay consideration of your qualifications.

Position Summary

The VP, Ticket Sales & Service oversees all aspects of ticket sales and service including: season tickets, groups and client service. This position will execute sales strategies that deliver revenue targets and maximize profit margins while overseeing departmental budgets, working closely with vendors, undertaking a collaborative effort of all stakeholders, and collaborating with all segments of the organization. This person will collaborate across all ticketing aspects under the SEG umbrella, but will have a specific emphasis on the Detroit Tigers.

Duties and Responsibilities

  • Mentor and develop staff using a supportive and collaborative approach on a consistent basis. Demonstrate a leadership approach/style that promotes the values of the organization; provide effective leadership and management oversight to all sales and service teams.

  • Establish and monitor staff performance and development goals, assign accountabilities, set objectives, establish priorities, conduct annual performance appraisals; hire, develop, evaluate, mentor and manage team; ensure appropriate organization structure(s), level of staffing and build bench strength.

  • Assist in the development and implementation of sales plans for achieving annual and long-term revenue and profitability growth targets.

  • Develop and implement sales training programs for existing and new sales colleagues, including Directors, Sales Managers and Account Executives.

  • Create and maintain a constant teaching/learning environment for all colleagues aimed at implementing best practices in the areas on sales and service.

  • Continuously evaluate business processes to create efficiencies in the sales, delivery and customer service disciplines.

  • Develop and monitor key performance indicators and metrics which drive results and provide informed recommendations and effective decision making.

  • Assess the existing sales approach, ensuring standards, processes and solution-selling methodologies are in place to serve existing and new potential customers most effectively. 

  • Maximize new profitable business opportunities and customer retention. Constantly evolve the overall strategy for the department including the identification of opportunities utilizing data and technology.

  • Develop broker, distribution and other strategies based on the ever-evolving marketplace.

  • Promote a culture of high performance and continuous improvement that values learning and a commitment to quality, openness, diversity and a consistently safe work environment.

  • Collaborate closely with and leverage the marketing team to ensure marketing and media programs are effectively and efficiently laser targeting the very best ticket buying prospects to stimulate optimal demand.

  • Collaborate closely with and leverage the business intelligence team to ensure all seating products are appropriately (and efficiently) strategized, scaled, priced, marketed and sold.

  • Collaborate closely with and leverage the finance team to develop forecasting projections with consistent, accurate and relevant sales revenue, profit, and expense budget models that meet business objectives. Work closely with finance to ensure highly accurate and reliable monthly and annual sales forecasts.

Qualifications, Skills and Education Requirements

  • Bachelor’s degree with an emphasis on business, management, sports, sales or related field.

  • Minimum 10 years of progressively responsible and relevant experience in sales.

  • Proven sales leader with a demonstrated track record of performance and business achievements in lower-demand situations.

  • Exceptional track record of developing and implementing sales strategies that have consistently met or exceeded planned objectives.

  • Evidence of being a strategic thinker with the ability to develop and implement processes and plans.

  • Evidence of planning acumen, analytical expertise and long-term strategic outlook with proven results.

  • Evidence of a successful leadership track record with high ethical standards.

  • Evidence of highly developed collaboration, persuasion, relationship building and interpersonal skills that results in the trust from peers, public and private stakeholders and company ownership/leadership.

  • Strong leadership, planning, management and organizational experience, directing the outcome of multiple, complex projects.

  • Demonstrated communication effectiveness in all forms and the ability to educate and inform broad audiences with evidence of well-developed influencing, persuasion and negotiation skills.

  • Proficient at Microsoft applications. Internet, professional databases. Evidence of knowledge of current technologies and remain up to date with processes and best practices emerging in the industry.

  • No employment or contractual restrictions due to existing confidentiality and/or non-competition agreement and ability and willingness to sign a confidentiality and non-competition agreement with an Ilitch company.

  • Master’s Degree in business, management, sports, sales or related field.

  • Knowledge of the Detroit market, including key consumers and contacts.

  • Experience working in the sports and entertainment industry.

Characteristic Qualifications

Leadership, Work Ethic, and Culture

  • Strong leadership skills and business acumen.

  • High energy and work ethic.

  • Demonstrates commitment to the Company’s core values.

  • Projects a positive image as well as inspiring trust and credibility with stakeholders.

  • Aligns words with actions; follows through on commitments; takes ownership, responsibility and accountability for actions and behavior.

  • Mature, hands-on executive with a player-coach mentality; able to personally sell as well as be a sales leader and mentor

  • Low ego; approachable; adheres to processes but is non-political and non-bureaucratic.

Judgment, Decision-Making and Sense of Urgency

  • Demonstrates exceptional judgment in carrying out duties.

  • Able to clearly define complex issues; identifies and discusses potential solutions with key stakeholders; shapes opinions and works to build consensus as appropriate; uses broad knowledge and common sense throughout process.

  • Acts with purpose and urgency in making timely recommendations and decisions.

Communication

  • Communicates clearly and effectively; possesses excellent interpersonal skills.

  • Keeps executive leadership fully and completely informed of important issues/aspects of the corporate partnerships department’s performance.

  • Over-communicates key messages as appropriate to internal stakeholders.

  • Uses right communication tone, manner and channel in all circumstances.

  • Actively listens and acknowledges conflicting points of view; treats all points of view with respect, even if he/she disagrees.

Executive Presence

  • Able to achieve immediate credibility with stakeholders by possessing appropriate composure, confidence, knowledge, clarity, and professionalism.

  • Exhibits a team-oriented approach.