Manager - Premium Sales

Position:                             Premium Sales Manager

Department:                       Ticket Sales & Services

Reporting Relationship:    Reports to Vice President Premium Partnerships

Status:                                 Full-Time (Exempt)

Compensation:                   Salary plus commission

Primary Responsibilities:

Selling Responsibilities:

• Sell Luxury Suites
• Sell Long Term and Single Event Rentals for Panthers, Charlotte FC and major stadium events
• Sell Membership Clubs
• Sell Suite Club PSLs for Panthers and Charlotte FC
• Manage the renewal process for the current Luxury Suite owner customer base, including outreach, negotiation, and securing renewal commitments
• Additional Selling Responsibilities: 
• PSLs and Season Tickets
• Silver Club Level PSLs and Season Tickets
• Upgrading current PSL Owners
• Single Game Tickets
• Develop and execute a proactive outbound prospecting strategy, including networking, appointment setting, and cold outreach to corporate decision-makers and high-net-worth individuals
• Manage the full sales cycle from lead generation through contract execution and negotiation, ensuring accuracy and a seamless client experience
• Maintain an accurate, up-to-date pipeline in Dynamics 365, tracking interactions, follow-ups, and deal progress
• Consistently meet or exceed individual and team new business and renewal revenue goals
• Attend networking events, client meetings, and industry functions to build brand awareness and generate new leads
• Represent Tepper Sports & Entertainment in various organizational promotions, charity functions, speaking engagements.
• Assist (as needed) in the development, coordination, implementation of game day activities for both Carolina Panthers and Charlotte FC.
• Work game days and special events to engage premium clients, host prospects, and provide top-tier service
• Committed to the support of department goals and objectives, such as budgets and sales goals.
• Provide manager with necessary support/statistical data

Service Responsibilities:

• Provide a high level of customer service to all clients, including relationship building, day to day operations, written correspondence, phone calls, account inquiries, appointment scheduling, follow up, etc.
• Work with Premium Service, Ticket Operations and Ticket Service Representatives to ensure all accounts are active, documented and up-to-date on invoicing, contracts, renewals, etc.
• Assist in determining and implementing enhancement programs for full season accounts to generate sales and member retention.
• Ensure proper maintenance of full season accounts is performed and current quality standards are met or exceeded.

Additional Responsibilities:

• Assist in the overall success & meeting goals of the sales area of the Ticket Office
• Administrative duties including filing, answering phones, and provide support to Ticketing Department
• Assist with all functions of the Sales Center including, but not limited to, ticket sales, phone calls, written correspondence, special promotions and programs, etc.
• Other duties as assigned by Department Leadership
• Fulfill various responsibilities by assisting other departments (as needed)

Minimum Qualifications:

• At least 5 years of B2B sales experience with a demonstrated, top-tier track record of exceeding revenue goals; we're looking for a proven closer, not just an order-taker
• Exceptional business acumen, with the ability to understand a prospect's business, speak their language, and position premium products as a strategic investment, not just a ticket
• High level sales acumen, including sophisticated consultative selling skills, strong objection handling, and the ability to read a room and adjust approach with C-suite executives and high-net-worth individuals
• Relentless, self-generated lead generation and business development instincts; someone who doesn't wait for leads to come in, but is constantly prospecting, networking, and building a pipeline from scratch
• Entrepreneurial mindset with a competitive, goal-driven personality and an unwillingness to accept "no" as a final answer
• Proficiency with Microsoft Office Suite (Word, Excel, PowerPoint, Outlook)
• Must be flexible and available to work evenings and/or weekends, nights, and holidays
• Must pass pre-employment screens

Preferred Qualifications:

• Bachelor's degree in Sports Management, Business, Hospitality, or related field preferred
• Experience with Dynamics 365 or similar CRM systems preferred

Skills for Success:

• Excellent organizational skills and attention to detail; disciplined pipeline management, able to manage a high volume of prospects, renewals, and deadlines without dropping the ball
• Excellent verbal and written communication skills, with the polish and confidence to deliver compelling, tailored sales presentations
• Works well under pressure while maintaining a positive attitude
• A true team player who thrives in a fast-paced, high-performance sales culture and elevates those around them
• Demonstrated ability to negotiate creative, win-win solutions and close multi-year agreements
• Ability to make sound decisions and exercise independent judgement and discretion with integrity and accountability, while working in a fast-paced, high-demand, and sometimes strenuous environment
• Must maintain complete confidentiality of privileged, and/or sensitive information
• Must, at all times, display the character and values of the Tepper Sports & Entertainment brand
• Must be able to multi-task while managing time successfully

Physical Requirements:

• Sitting at desk and computer for long periods of time
• Standing for extended periods of time
• Must be able to lift 15 pounds at a time

Work Environment:

This job operates in a professional office environment, as well as, outside in a stadium facility environment at times which may include inclement weather conditions. This role routinely uses standard office equipment such as computers, phones, photocopiers, filing cabinets and fax machines.