Premium Sales Account Executive

Ilitch Sports + Entertainment • Detroit, MI

1d

About The Position

The Premium Sales Account Executive is a key position responsible for driving premium seating sales for the Detroit Red Wings, and Detroit Tigers, including suites leases, rentals, club seats, and other high-value revenue-generating programs such as the Home Plate Club and the Players Club. This role demands proactive engagement with clients through strategic prospecting, networking, and client relationship management to meet and exceed sales targets.

Requirements

• Bachelor’s degree in sports management, marketing communications or related field.
• 2-4 years of experience in sales, with a proven track record in sports & entertainment, media, or related sales industries. Any equivalent combination of experience and training which provides the knowledge and abilities necessary to perform the work will be considered.
• Demonstrated success in identifying and developing new business, managing high-value accounts, and delivering on sales targets.
• Superior negotiation and presentation skills, with the ability to creatively tailor sales pitches to meet client needs.
• Possess the highest integrity and ethical standards.
• Assertive, competitive, passionate, goal orientated and a strong work ethic.
• Have a friendly, professional and confident telephone manner.
• Excellent time management and organizational skills - must be able to manage schedule to achieve daily and weekly goals for calls, appointments and sales.
• Self-starter with ability to multitask and maintain deadlines in a high-paced environment.
• Demonstrated communication and presentation skills, with an ability to think and react to situations confidently.
• Ability to work long or unpredictable hours on weekdays, weekends, and holidays as needed.
• Proficiency in Microsoft Office Suite (Word, Excel, PowerPoint).

Nice To Haves

• Experience in the entertainment industry preferred.

Responsibilities

• Achieve both individual and team sales goals by developing and executing sales strategies for premium products, including suite leases, rentals, club seats, and other premium offerings.
• Research, prospect, and cultivate new leads for corporate relationships by leveraging industry networks, conducting direct outreach (including cold calls, meetings, and targeted events), and identifying new business opportunities to sell annual and individual game premium inventory.
• Create and deliver comprehensive proposals, presentations, and customized solutions to existing and prospective clients.
• Develop and nurture relationships with new and existing clients, ensuring ongoing satisfaction and maximizing opportunities for revenue growth.
• Collaborate with the Premium Service Team to ensure contract fulfillment, with an emphasis on optimizing contract renewals and maximizing revenue opportunities.
• Provide regular updates to the Director of Premium Sales, including weekly reporting on sales activities, client interactions, inventory management, and progress toward sales goals.
• Proactively manage client relationships by scheduling and conducting face-to face meetings every week.
• Promote and sell a variety of other premium offerings such as club seats, group seats, and season tickets, integrating these sales into broader relationship-building strategies.
• Leverage internal resources by collaborating with ticket sales and sponsorship teams to identify cross-sell opportunities and generate new leads, ensuring holistic revenue maximization across multiple lines of business.
• Manage client entertainment, including lunches, golf outings, and suite hosting, to enhance business relationships and ensure exceptional client experience.
• Design, implement, and track client benefit programs, customizing packages to ensure maximum value for clients and alignment with sales goals.
• Maintain client data within CRM systems, ensuring that all information is accurate, up-to-date, and aligned with reporting and forecasting.
• Create and execute internal events to promote awareness of premium products, facilitate new sales opportunities, and build stronger client connections.
• Attend industry networking events and functions, cultivating relationships with industry peers, leaders, prospects, and clients.
• Collaborate with the Director of Premium Sales to refine strategies for premium product renewals and overall sales execution.
• All other reasonable duties as assigned by supervisor to support departmental or organizational objectives.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level