Director, Sales - Boston Garden Society at TD Garden
Company: Delaware North
Posted on: December 5, 2019
Our Exciting Work EnvironmentThis position is located at TD Garden,
which is owned and operated by Delaware North, and located in
Boston, MA. As New England's largest sports and entertainment
arena, TD Garden is the home of the storied NHL's Boston Bruins and
NBA's Boston Celtics franchises and hosts over 3.5 million people a
year at its world-renowned concerts, sporting events, family shows,
wrestling, and ice shows.
The OpportunityWe are hiring a seasoned Director of Sales, who is a
motivator and a mentor with a mission for creating a
quota-achieving culture. Reporting to the VP of Sales and Service,
this position will lead the Boston Garden Society Client
Development team dedicated to developing, driving and executing
business strategies for top line growth across a range of TD
Garden's Premium Products, and future expansions. Products
currently include Licensed Suites, Club Seats, Cross Insurance
Boardroom, Legends Membership, Sportsdeck, Lofts, Lounges, and
single event opportunities.
We need an engaging leader with deep C level/ B2B selling expertise
and a desire to be a part of scaling the sales organization to
consistently deliver quarter over quarter and year over year
increases in annual contracted revenue. As well as develop new
concepts and packages for future ancillary revenue
The candidate must have a proven track record of hiring great
talent and driving team results and performance while leveraging
sales methodologies and strategies designed to support business
The right candidate will exhibit the ability to implement, execute,
measure, modify and relentlessly maintain the focus of these
methodologies and strategies in a fast-paced, complex
ResponsibilitiesRevenue Expectations:Develop and execute long-term,
annual and short-term strategies for new premium sales, retention
efforts including early extension programs and upgrades of existing
clients, and individual game purchases.
Evaluate demand for product, including pricing, service levels, and
guest experience. Establish best processes and strategies for
driving new business and retaining existing clients. Directly
prospect, present, close and service B2B segment to solicit premium
Execute corporate sales calls and presentations promoting the
purchase of the premium products. Contribute to and create other
incremental revenue streams including selling contractual full,
half, and quarter suite licenses.
Manage annual budget for the Premium Club Sales Department. Oversee
and ensure the collection and referral of leads for Premium seating
inventory. Work closely with Ticket Operations to ensure inventory
integrity and high levels of service for Premium clients
Set premium sales forecasts, performance goals and determine
metrics/reporting that will hold staff accountable for their
results. Collaborate with other members of the Premium department
to ensure inventory integrity, high levels of customer service, and
enhance overall team performance.
Hire, develop and manage sales executives to consistently meet
and/or exceed sales targets. Work with cross-functional teams to
ensure team's success in build and managing consistent pipeline
development, new and refreshed packaging and ongoing sales
Work closely with Director of Client Services to align sales and
service strategy, budget, amenities, and contractual fulfillment to
increase customer satisfaction and retention.
Align the client journey and amenity portfolio with prospecting
events to exemplify the value of the Premium Club through the sales
cycle. Redefine the product positioning for individual game
purchases in the market.
Assist senior leadership on the development of premium products, as
well as areas of potential revenue opportunity in sponsorship &
hospitality. Responsible for delivering on annual recurring revenue
targets with growth goals each year.
Forecast annual, quarterly, and monthly sales revenue streams
accurately. Develop accurate forecasts based on high quality people
management and consistent management of sales methodology and
QualificationsEducation: Bachelor's degree or equivalent
7-10 years of direct experience in leading teams selling direct
Must have a consistent track record of leading/supporting Sales
Executives in selling six figure deals
Executive presence and industry credibility that will help open
doors and close deals.
Savvy negotiator with proven ability to develop and close large
Consistently able to exceed quotas.
Strategic thinker and clear communicator with an ability to inspire
others and share your vision and ideas both verbally and in
writing. Your people want to follow you and go the extra mile for
Strong people manager that knows how to drive excellent performance
and accountability at the individual and team level.
Excellent mentor, coach and teacher helping others execute the
entire sales process.
Preference for working collaboratively with demonstrated expertise
in working cross-functionally with other departments such as
Service, Box Office, Marketing, and Business Intelligence to
achieve complex goals.
Experience leading strategic projects and programs to transform
process and/or achieve improved results.
Proven ability to build pipeline as well as consistent, accurate
forecasts. Committed to the use of consistent sales process that
ensures an accurate view is presented at every stage of the sales
Deep understanding and appreciation of Sales metrics and clear
point of view on how to use those metrics to improve
Who We AreAt Delaware North, you'll love where you work, who you
work with, and how your day unfolds. Whether it's in sporting
venues, casinos, airports, national parks, iconic hotels, or
premier restaurants, there's no telling where your career can
ultimately take you. We empower you to do great work in a company
with 100 years of success, stability and growth. If you have drive
and enjoy the thrill of making things happen - share our vision and
grow with us.
All applicants will be subject to a pre-employment background check
and may be subject to a pre-employment drug test depending upon the
position and/or client requirements.
Delaware North Companies, Incorporated and its subsidiaries
consider applicants for all positions without regard to race,
color, religion, creed, gender, national origin, age, disability,
marital or veteran status, sexual orientation, or any other legally
protected status. Delaware North is an equal opportunity employer.
Keywords: Delaware North, Boston , Director, Sales - Boston Garden Society at TD Garden, Executive , Boston, Massachusetts
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