Managing Director, Ticket Sales and Premium Experience

Company: USTA National Tennis Center Incorporated
Location: New York
Posted on: January 27, 2025

Job Description:

Who We AreWe are Tennis! The USTA (United States Tennis Association) is the national governing body for the sport of tennis and the leader in promoting and developing the sport's growth on every level in the United States, from local communities to the crown jewel of the professional game, the US Open.Why Work for the USTA?We are a passionate team of staff and volunteers focused on growing the sport of tennis and making it accessible to all. We are committed to removing barriers and creating opportunities for ALL to participate. Don't know tennis? Don't worry, you can still find yourself in the game!The RoleThe Managing Director of Ticket Sales and Premium Experience Strategy is a highly strategic and results-oriented leader responsible for driving revenue generation across all ticketing and premium seating inventory and experiences for the US Open Tennis Championships. This role oversees the development and execution of comprehensive sales strategies to maximize revenue streams, exceeding annual targets of $250M+. The Managing Director will lead, mentor, and inspire a high-performing sales and service team while fostering a culture of innovation, collaboration, excellence and customer-centricity.Leadership and Strategy:

• Develop and implement a comprehensive short-range and long-range sales plan encompassing all ticket and premium seating and experiences products for the 2025, 2026, and 2027 US Opens.
• Lead sales strategy, including pricing and go-to-market strategy for new and existing US Open club, suite, experience, and hospitality products
• Set ambitious yet achievable revenue goals and establish key performance indicators (KPIs) to track progress and identify areas for improvement.
• Stay abreast of sports and live event business industry trends, best practices, and emerging technologies to inform and enable innovation and efficiency.
• Foster a positive and results-driven work environment that encourages teamwork, accountability, and professional growth.Sales and Revenue Generation:
  • Oversee all aspects of premium sales in collaboration with in-place third-party sales team.
  • Drive revenue growth through innovative sales and pricing strategies, targeted marketing campaigns, and new product development.
  • Optimize seating, suite, and club inventory management to satisfy contractual and internal USTA obligations and drive revenue protection and growth
  • Develop and maintain strong relationships with key stakeholders, including internal peers, sponsors, and USTA senior and section leadership.
  • Analyze sales data and market trends to identify new revenue opportunities and optimize existing sales channels.Premium Experience Management:
    • Elevate the premium customer experience by curating and delivering benefits, personalized services, and unique hospitality and experiential offerings in collaboration with Senior Director, Player Services and Business Development, premium hospitality service team, and in-place third-party sales consultants.
    • Oversee the service and customer experience of premium seating areas and clubs, ensuring a seamless and exceptional experience for high-value clients.Team Management and Development:
      • Manage a diverse team of full-time and seasonal USTA service staff, in-place third-party sales and strategy team, and in-place third-party event operations consultants.
      • Provide ongoing coaching, mentorship, and professional development opportunities to team members.
      • Conduct regular performance evaluations and provide constructive feedback to drive continuous improvement.Operations and Administration:
        • Work directly with Ticketmaster and other third-party platforms to optimize sales systems
        • Manage the department revenue and expense budgets and ensure efficient allocation of resources.
        • Oversee sales software systems, CRM platforms, and other sales technologies to optimize operations and enhance data-driven decision-making.
        • Collaborate with internal departments, including marketing, finance, and operations, to ensure alignment and seamless execution of sales initiatives.Who You Are
          • 10+ years of progressive experience in ticket sales and premium experience management within the professional sports and entertainment industry.
          • Proven track record of success in leading and motivating high-performing sales teams to achieve ambitious revenue goals.
          • Deep understanding of sales principles, marketing strategies, and customer relationship management (CRM) best practices.
          • Strong analytical and problem-solving skills with the ability to interpret data, identify trends, and make data-driven decisions.
          • Excellent communication, interpersonal, and presentation skills with the ability to build rapport with diverse stakeholders.
          • Ability to work effectively and collegially in a fast-paced live event environment
          • Proficient in Google suite of mail, sheets, docs, Microsoft Office Suite and ticketing/CRM software applications.
            • Established network of contacts within the sports and entertainment industry.What We OfferAt the USTA, we know people are our most important asset. For this reason, we offer a comprehensive benefits package designed to meet the needs of a diverse workforce!
              • Flexibility: Our Hybrid with Flexibility approach combines a balance of remote working with in-office collaboration to spark teamwork and creativity.
              • Comprehensive benefits designed to meet your unique needs: Medical, dental, vision, access to doctors virtually, a flexible spending account to manage your health and dependent care expenses, and life and disability insurance are a small part of our offerings.
              • Time to recharge and energize: Generous paid time off policy - including vacation, sick, personal, and paid holidays, parental leave, and a paid winter recess.
              • Plan for your future financially and professionally: 401(k) with employer matching (up to 3%), promotional and growth opportunities, Learning and Development programs to learn on the job
              • Mental and emotional wellness: Resources for overall well-being including mental health and meditation benefits.
              • Other cool perks: A personalized health management program, pet insurance, commuter benefits, identity theft protection, discounts with our network of partners, and fun events are just a few of the optional benefits available.The expected range for the base salary for this position is $270,000-$330,000. This range does not include any additional pay or benefits for which a person may qualify. The actual base salary offered is determined by several variables, including, as appropriate, the applicant's qualifications for the position, the years of relevant experience, their unique skills, and the location from which they will be performing the job.Come One, Come AllWe strongly encourage you to apply if you're interested; we'd love to learn how you can "serve" our team with your unique experience!USTA is dedicated to providing equal employment opportunities for all individuals, regardless of age, disability, national origin, race, color, religion, sex, sexual orientation, gender, gender identity, or expression, pregnancy, veteran status, marital status, family status, alienage or citizenship status, creed, genetic information, or any other status protected by applicable federal, state, or local law.
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Keywords: USTA National Tennis Center Incorporated, East Orange , Managing Director, Ticket Sales and Premium Experience, Sales , New York, New Jersey