Assistant AD, Sales & Service

Grade: 29E

Context of the Job:

The Assistant Athletic Director for Sales and Service at the University of Delaware is a valued member within the University and Department of Athletics, Community & Campus Recreation (DACCR), upholding and embracing the departmental mission of “Achieving Excellence Together.”

Under the direction of the Senior Associate Athletics Director, Sales and Service, the Assistant Athletic Director for Sales and Service contributes to the strategic vision of facilitating revenue generation to allow the department to increase financial independence and fund our programs to achieve our aspirations. This position has primary responsibility for the administration and management of athletics ticket sales, including oversight of a team of full and part-time ticket sales staff, and establishing goals, metrics, strategies and sales culture to reach revenue generation goals.

This position is eligible for bonus compensation based on the successful attainment of individual and team revenue generation and sales goals.

Major Responsibilities:

Sales Staff Oversight

• Develop and manage ticket sales staff with a focus on new sales development and implement sales strategies for events, tickets (season, group and single ticket) and other new sales targets.
• Develop strategies and systems to motivate sales staff.
• Develop and implement a sales training program for existing and new sales staff.

Grade: 29E

Context of the Job:

The Assistant Athletic Director for Sales and Service at the University of Delaware is a valued member within the University and Department of Athletics, Community & Campus Recreation (DACCR), upholding and embracing the departmental mission of “Achieving Excellence Together.”

Under the direction of the Senior Associate Athletics Director, Sales and Service, the Assistant Athletic Director for Sales and Service contributes to the strategic vision of facilitating revenue generation to allow the department to increase financial independence and fund our programs to achieve our aspirations. This position has primary responsibility for the administration and management of athletics ticket sales, including oversight of a team of full and part-time ticket sales staff, and establishing goals, metrics, strategies and sales culture to reach revenue generation goals.

This position is eligible for bonus compensation based on the successful attainment of individual and team revenue generation and sales goals.

Major Responsibilities:

Sales Staff Oversight

• Develop and manage ticket sales staff with a focus on new sales development and implement sales strategies for events, tickets (season, group and single ticket) and other new sales targets.
• Develop strategies and systems to motivate sales staff.
• Develop and implement a sales training program for existing and new sales staff.
• Summarize and report on all team responsibilities, activities, and metrics.
• Oversee a student sales team program that directly impacts the success of the sales and service team.
• Serve as a member of the revenue generation team to promote a culture of growth and learning.

Ticket Sales

• Increase attendance and ticket sales revenue with a primary focus on season ticket renewals, new season tickets, partial plans, and group sales, which includes community outreach initiatives, group experiences and corporate outings.
• Participate in the development, implementation and execution of sales programs and initiatives.
• Demonstrate quality outbound sales efforts by using sales and service best practices, prospecting, networking, lead generation and referral gathering.
• Build relationships with prospective customers via outbound telephone, text and email efforts and enhance those relationships through face-to-face appointments.
• Identify new business opportunities by establishing professional and personal networks, proactively soliciting for, and following up with sales leads while representing the organization at functions throughout the Newark area.
• Develop and manage customer service and retention strategies, which are designed to improve customer sales retention, deliver consistently positive service to various stakeholders and exceed set goals in annual ticket sales revenue.
• Assist in the development and implementation of best practices in CRM software.
• Collaborate with the Ticketing & Services team to achieve departmental goals and to identify unique ideas for growth.
• Work in conjunction with External Relations and Delaware Sports Properties departments to maximize revenue growth, community engagement and event experience to enhance the University of Delaware Athletic Department brand awareness and corporate client growth.
• Participate in sales of hospitality areas in conjunction with events; manage client needs for equipment rentals and catering; assist with the development of hospitality areas to increase attendance and revenue.
• Collaborate with external team to effectively steward and thank all audiences that lead to renewal of sales year over year.
• Identify and oversee staffing of community engagement and tabling opportunities for ticket promotion and lead generation.
• Maintain working knowledge of all products to sell when applicable.

Qualifications:

• Bachelor’s degree with five years of related experience in sales or equivalent combination of education and experience. Master’s degree preferred.
• Experience managing a dynamic and successful sales team.
• Experience with ticketing and CRM systems such as Paciolan and Salesforce.
• Strong organizational and analytical skills with ability to initiate, analyze, monitor, evaluate and advance strategic plans and programs that support the Athletic Department mission and contribute to the overall goals and objectives to generate revenue.
• Excellent interpersonal, written and verbal communication skills.
• Ability to interact with multiple patrons in a positive and productive manner while maintaining integrity and adhering to the compliance rules of the NCAA, and University of Delaware Athletic Department.
• Strong commitment to the student-athlete experience.
• Ability to develop good working relationships with internal and external constituency groups and to work collaboratively with colleagues in a team environment.
• Must exhibit a high level of energy, enthusiasm, initiative and passion for providing outstanding customer service to Delaware Athletic patrons.
• Sound organizational ability, a high degree of creativity and initiative; the ability to project the unique aims and values of the University of Delaware and its donors, alumni and fans.
• Ability to exercise sound judgment and effectively determine when to advance information to other decision makers.
• Ability to manage multiple projects and priorities and meet challenging and changing deadlines. Ability to work in a fast-paced, ever-changing environment, with the ability to effectively adapt and be flexible.
• Must possess and maintain the highest integrity and ethical standards.
• Discretion and an ability to interact with high-level donors and the ability to maintain a high level of confidentiality.
• High-level experience with social networking tools (such as Facebook, Instagram, Twitter/X, LinkedIn, etc.). Ability to develop and implement these tools to drive revenue.

Special Qualifications:

Requires the ability to work nights and weekends.

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