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Washington Nationals | Director, Suite Sales & Service | Washington, DC


Background

Since 2005, the Washington Nationals have called Washington, D.C. home. With an influx of young talent like Juan Soto and one of baseball’s most dynamic pitching aces in NL Cy Young-winning Max Scherzer, the organization is always one of the most exciting teams in Major League Baseball. This has directly translated to wins; the franchise has reached the playoffs four times in the last seven years, including National League East division titles in 2012, 2014, 2016 and 2017.

Nationals Park was built in 2008. It is a cornerstone for the Anacostia River waterfront entertainment district, the ballpark has just over 41,000 seats and features 79 suites, all around the infield. Centered on the theme of the nation’s capital, other amenities include the Oval Office Bar, luxury suites bearing the names of presidents Washington, Jefferson and Lincoln, and a grove of cherry blossoms located just beyond the left field bleachers.

The ballclub electrifies the city, its diverse business partners and fans across the country. By continuing to innovate, create and execute, the Nationals offer a dynamic culture, fostering opportunities for sustained growth and long-term success. As a result of the Ultimate Ballpark Access program, the Nationals has also become an innovative leader in e-marketing and ticketing within professional sports. What's more, the franchise has set an impressive example for charitable efforts across the league, with community programs focused on military outreach as well as children's education, health, and recreation. In the heart of the nation's capital, the Nationals' commitment to quality generates unforgettable experiences for sports professionals and fans alike.

Turnkey Sports & Entertainment has been retained by the Washington Nationals to search, screen, and recruit a new Director of Suite Sales and Service.

Position Summary

The Director, Suite Sales and Service’s primary focus is to implement, direct, evaluate, measure and supervise all strategies relating to the Suite Sales and Service Department, including the sale and renewal of season suites (e.g., partial, half and full season), Championship Boxes, and Club 24. The Director’s secondary focus is to identify prospects and close new corporate partnerships business. This includes responsibility for selling all available inventory across the various channels of Nationals products including in-park, radio, hospitality, and internet/new media.

The Director will also be initially responsible for carrying an individual book of business, both to help drive towards the department’s revenue goals, but also to better understand and strategically activate against the day-to-day nuances of the suite sale in the Washington, DC marketplace.

Duties and Responsibilities

  • Manage the staffing, finances, strategy and planning for the team's season suite sales efforts to help the organization achieve its goals

  • Oversee the development, administration and execution of all new sales, service and renewal initiatives, collateral, sales tracking/reporting and post-sale communications

  • Research, analyze, identify, and cultivate areas for growth of season suite sales, including driving strategic lead generation through category analysis and proactive prospect engagement

  • Oversee development and maintenance of ongoing prospect list for new season suite sales opportunities

  • Assist organizational leadership on the development of season suite sales products, areas and renovations related to the ballpark master plan

  • Develop and execute long-term/short-term strategy regarding new sales and retention of existing clients; conceive and direct new business sales, renewal and referral campaigns and programs that execute on that strategy

  • Develop plans/efforts regarding individual team season suite rental programs

  • Develop strategies as needed for non-traditional initiatives such as business development events

  • Direct Suite Service Department to coordinate event activities to strengthen relationships with all new and existing suite holders

  • Identify and target potential corporate sponsors at the national and local (DC DMA) level

  • Develop, write and present compelling season suite and corporate sponsorship sales proposals to key clients

  • Create new sales collateral or modify existing collateral as required

  • In conjunction with departmental resources, ensure the goals and marketing commitments developed for each client are being met, including any review/reporting requirements

  • Create a culture of enthusiasm and service excellence that aligns with our organizational values

  • Create tools to maximize purchase and usage convenience including regulatory compliance, inventory utilization, administrative burden and other client ticketing and financial return objections

  • Develop and maintain strong, cooperative inter/intra departmental relationships

  • Collaborate with Ticket Sales and Ticket Services on premium upsell opportunities, Season Plan Holder suite usage opportunities and other ticket sales initiatives as needed

  • Perform other duties and responsibilities as assigned by the Vice President, Corporate Partnerships and Hospitality

Qualifications, Skills and Education Requirements

  • Bachelor’s Degree or equivalent degree in a field of general business and/or related to business management, public relations, and hospitality.

  • Minimum of 5 years industry related experience

  • Minimum of 2 years client management experience in premium sales and service

  • 1-2+ years’ experience in a supervisory capacity

  • Ability to demonstrate forward-thinking analytical skills to maximize the efficiency and effectiveness of revenue generation and program/campaign development

  • Understands the need for data integrity and pays attention to maintaining accurate and timely data

  • An effective communicator orally and written with excellent interpersonal skills

  • Experience with or ability to learn and master new software programs including Tickets.com and Microsoft CRM

  • Ability to operate under pressure

  • Proficient with basic budget management and calculations

  • Ability to deliver effective results, meet tight deadlines and targets

  • Strong ability to create and thrive in a team environment

  • Attention to detail including excellent time management and organizational skills

  • Strong work ethic and a desire to build a career in professional sports