The Premier League club Tottenham Hotspur F.C. (UK) is currently recruiting for the Sales Manager role.
Sales Manager – Event Day Sales
Salary: Competitive
Location: Tottenham
Closing Date: February 14th, 2022
Job Summary
The Tottenham Hotspur Football Club, commonly referred to as Tottenham or Spurs, is an English professional football club based in Tottenham, London (UK), which competes in the Premier League, the top flight of English football.
The ‘Tottenham Hotspur’ stated that the Tottenham Hotspur F.C. is a world-famous football club based in North London. Off the pitch, the club has a strong and successful business model centered on building a platform for long-term success, which now includes a new world-class stadium which opened in March 2019.
The Tottenham Hotspur Stadium is the home of Premier League club Tottenham Hotspur in North London (UK), replacing the club’s previous stadium, White Hart Lane. With a seating capacity of 62,850, it is the third-largest football stadium in England and the largest club stadium in London.
The ‘Tottenham Hotspur’ further stated that the club has enjoyed strong commercial revenue growth over the last five years and continued growth is critical to the club’s ambitions, particularly as it seeks to cement its position in the elite of English and European football, both on and off the pitch.
The Premium Sales team, within which the role is based, sources and engages customers to buy premium experiences. Packages range from seasonal memberships and executive suites to matchday sponsorships and premium seats, and clients include companies or individuals.
The ‘Sales Manager – Event Day Sales’ role is based out of the club’s headquarters in Lilywhite House. Reporting to the Commercial Manager, the role will be focused on developing and executing the sales strategy for the club’s gameday premium packages and Third-Party Bowl Events, including the National Football League (NFL), concerts and rugby.
Due to the nature of the role, the position will involve shift-work to include mornings, evenings, weekends and/or bank holidays, so a flexible candidate is sought.
Job purpose
- To successfully develop and execute Premium sales plans for the Tottenham Hotspur Football Club gameday packages and Third Party Bowl events at the Tottenham Hotspur Stadium that maximize revenue and profit;
- To work closely with the sales team to secure maximum sales across premium offerings for gameday package sales and Third-Party events, in line with the company culture;
- To meet or exceed individual and team sales targets, including sell-out of Premium Suite and Seat offerings; and
- To be the lead Premium sales contact within the club for Third Party event owners.
Key responsibilities
- Work closely with Sales Managers and the Premium Ticketing Manager on strategy and inventory management for the sale of the gameday packages for Tottenham Hotspur first team events;
- Support the Commercial Manager and Head of Third-Party Events in representing Tottenham Hotspur’s interests in discussions with third-party event owners;
- Closely manage relationships with key stakeholders at third-party event owners;
- Ensure strong internal and external relationship management (Ops, Sales, Marketing, and Event Execution);
- Collaborate with the other Sales Managers to ensure that the sales and membership teams are actively promoting our third-party events and maximizing Tottenham Hotspur Football Club gameday sales;
- Prepare accurate and timely reports for senior management and event owners;
- Track weekly performance against agreed targets and manage sales pipeline;
- Profit and Loss (P&L) responsibility for Premium sales for third party bowl events;
- Identify and proactively instigate and conduct client meetings/interactions;
- Negotiate closure of sales and manage handover to Membership Services Team;
- Manage delivery of targeted initiatives to secure maximum sales;
- Deliver on individual Premium sales targets;
- Represent the club positively at matchdays, events, exhibitions and conferences, with a view to maximizing sales; and
- Lead the Sales Team if the Commercial Manager is absent.
Personal attributes
- Thinks ahead, generates innovative ideas;
- Values and respects others, builds relationships, collaborates;
- Gets things done, delivers to highest of standards, takes responsibility;
- Excellent communicator with strong interpersonal and networking skills;
- Gifted negotiator and influencer;
- Creative, energetic and target-driven;
- Thrives under pressure;
- Can work under own initiative but is a supportive team member;
- Strong personal work ethic;
- Able to work autonomously and ‘take the lead’; and
- Adapts quickly to new opportunities, new challenges and changing priorities.
Skills and experience
- Proven track record in sales and consistently exceeding individual targets (evidence and references required);
- Consistently exceeds activity levels and Key Performance Indicators (KPIs);
- Expertise in developing sales strategies and generating new business;
- Excels in strategic prospecting at the executive level;
- Presentation-writing skills;
- Exceptional network of contacts;
- Expert knowledge of the premium experience market;
- Is highly adept at consultative selling;
- Understanding of the commercial landscape within the sports, music and entertainment sectors;
- Ability to think through commercial opportunities and challenges with creativity;
- Proven experience in building and managing positive relationships with senior industry contacts; and
- Excellent communication and relationship skills with a proven ability to achieve success when working with a diverse range of internal and external stakeholders.
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