Manager, Group Sales

NASCAR•Watkins Glen, NY

About The Position

WATKINS GLEN Located within five hours (300 miles) of 25 percent of the U.S. population, Watkins Glen International is the premier road racing facility in North America, three-times voted “Best NASCAR Track” by readers of USA Today. The Glen hosts a diverse portfolio of premier sports car, open wheel and stock car races throughout the year. Watkins Glen International is seeking a positive, driven, and highly organized sales leader to lead one of the most aggressive and results-oriented sales teams in sports. The Group Sales Manager is responsible for leading the group ticket sales team and driving revenue growth through strategic prospecting, relationship development, and innovative group sales programs. This position plays a critical role in developing talent, identifying new market opportunities, and delivering exceptional fan and client experiences while meeting and exceeding ticket revenue goals.

Requirements

Minimum two (2) years of sales experience, preferably within sports, entertainment, or event sales.
Prior group sales experience preferred.
Previous experience leading or mentoring a sales team preferred.
Bachelor’s degree from a four-year college or university, or equivalent combination of education and experience.
Experience with CRM platforms and sales tracking systems.
Proficiency in Microsoft Office Suite (Word, Excel, Outlook, Teams, PowerPoint).
Strong leadership, coaching, and team development skills.
Excellent communication, presentation, and relationship-building abilities.
Strong organizational, time management, and problem-solving skills.
Ability to work in a fast-paced, high-performance sales environment while managing multiple priorities.
Demonstrated ability to take ownership of projects and drive initiatives from concept through execution.
Sound judgment and decision-making abilities with a proactive approach to identifying solutions.
Must possess a valid driver’s license with a clean driving record.
Position requires a flexible schedule, including early mornings, evenings, weekends, holidays, extended hours, and multi-day commitments during race events.
Work environment includes both indoor office settings and outdoor event environments, including exposure to varying weather conditions and moderate to high noise levels during events.

Responsibilities

Lead the group sales team in achieving and exceeding weekly, monthly, and annual ticket revenue goals.
Lead by example by actively selling group ticket packages and experiences.
Coach, motivate, and guide team members to maintain high sales activity and performance standards.
Maintain personal outbound sales activity, including 40–60 calls per day and a strong schedule of in-person meetings.
Partner with track leadership to identify new group sales opportunities within the market.
Generate new sales revenue through prospecting, cold calling, networking, and in-person sales presentations.
Proactively develop new leads through referrals, business outreach, and community engagement.
Lead the creation, development, and implementation of innovative group sales programs and revenue-generating initiatives.
Establish and maintain active communication with both new and existing group sales clients.
Grow relationships with key accounts to maximize retention, repeat business, and overall client value.
Partner with internal departments to deliver exceptional group experiences at the track.
Foster a collaborative environment by building strong relationships across track departments.
Develop recruiting pipelines and relationships with local colleges and universities to identify future sales talent.
Provide coaching, mentorship, and performance feedback to team members to support professional growth and success.
Create, coordinate, and execute group experiences and hospitality offerings at the track.
Be present during race weekends to support the sales team and ensure successful delivery of group sales initiatives.
Assist with fan experiences and race-day operations as needed to support overall event success.
Track sales performance and compile reports for track and corporate leadership.
Prepare presentations and provide updates on sales performance, initiatives, and market opportunities.
Maintain accurate records of sales activity within the CRM platform.
Support organizational initiatives and special projects as assigned.
Travel occasionally as required for meetings, training, or event support.
Other duties as assigned.