Director, Suites Sales

Monumental Sports & Entertainment•Washington, DC

About The Position

The Director, Suite Sales is responsible for generating contracted and single event revenue for Capital One Arena (COA) through the sales of premium hospitality products including annual suite leases, club memberships, and single event suite rentals with a focus on providing outstanding customer service. Over the next three years, COA will be undergoing a major ground-breaking renovation, allowing for some of the most luxurious hospitality options in all of sports and entertainment. This position will have the opportunity to not only sell the existing slate of products, but also the full menu of premium hospitality options to come on multi-year agreements. Do you have B2B and/or B2G hospitality sales experience with a focus on selling multi-year agreements and exclusive memberships, have a strong customer service background, and are passionate about taking the next step in your sales career within the sports and entertainment industry? We would love to hear from you!

Requirements

Bachelor’s degree.
5+ years of corporate hospitality or premium/luxury sales with a focus on selling multi-year suite agreements or related experience.
Strong work ethic and customer service experience.
Positive demeanor, results driven, eager to set and meet goals, intrinsically motivated and a self-starter.
Strong organizational skills and able to efficiently balance workload.
Passionate about building a sales and service career in the sports and entertainment or hospitality industry.
Basic proficiency with computers and MS Office programs.
Strong communication skills both written and verbal, ability to work effectively in a team.
Flexibility to work evenings, weekends, and holidays as needed.

Nice To Haves

Experience with Salesforce is preferred but not required.

Responsibilities

Enhance revenue through the sales of premium products for COA (concerts, shows, special events), the Washington Wizards, and the Washington Capitals with occasional Washington Mystics games.
Meet or exceed annual sales goals as well as weekly metrics (activities, meetings booked and completed, etc.)
Focus on selling high-dollar multi-year suite leases, individual club memberships, and single event suite rentals primarily targeting businesses.
Develop prospects by calling on self-generated leads through referrals, business lists, contact platforms, social media, and events.
Create and develop new business by regularly pitching new prospects through face-to-face presentations, social selling and events, external appointments, and virtual presentations.
Effectively follow up with customers and prospective customers in order to earn engagement and build relationships to help drive business.
Work in-bound sales leads via calls or web from prospective customers.
Build positive professional relationships with clients and prospects to create repeat and referral business.
Set up and maintain records on existing customers and prospects through the effective use of Salesforce and our Account Protection guidelines.
Use Salesforce to create accounts, update records, log activity, build contracts and receive payments, as well as maintain accurate and thorough records of prospecting and client activity.
Work department and arena events to entertain clients, host prospects, and support customer service.
Attend B2B networking events to grow prospect pipeline.
Engage in professional development programs and literature.
Build and submit weekly sales tracking reports to Vice President, Suite Sales.
Other duties as assigned.