Sr. Director, Sales & Service
On-siteDetroit, Michigan, United States
Job Summary
Lead strategic sales and service planning to drive annual revenue, membership growth, and long-term profitability across 313 Presents, Pistons Sports & Entertainment, and Ilitch Sports + Entertainment. Serve as the primary liaison between these organizations to align cross-property selling opportunities and maximize customer lifetime value. Develop and execute integrated strategies for premium seating, suites, hospitality, and recurring revenue products while managing ticket holds and membership sales forecasts. Establish pricing strategies, budgets, and financial targets in partnership with Finance, and collaborate with Marketing on lead-generation initiatives. Build and mentor a team of sales leaders and account executives, ensuring they are trained, incentivized, and aligned with best-in-class service standards. Monitor key performance indicators to guide strategic adjustments and identify new revenue opportunities through data analytics and emerging technologies.
Required Qualifications
- Bachelor's degree in business, Sports Management, Marketing, Hospitality, Communications, or a related field
- Minimum of 10 years of progressively responsible leadership experience in sales, revenue generation, customer service, or related disciplines
- Proven track record of leading high-performing sales and service organizations with responsibility for customer acquisition, retention, and recurring revenue growth
- Demonstrated success developing and implementing revenue strategies that consistently met or exceeded business objectives
- Experience leading membership-based businesses, subscription revenue models, premium seating programs, hospitality businesses, or comparable customer relationship-driven operations
- Proven ability to lead complex, matrixed relationships across multiple business units, venues, brands, and stakeholder groups
- Strong business acumen with experience managing budgets, forecasting revenue, developing pricing strategies, and driving profitability
- Exceptional leadership, collaboration, relationship-building, and interpersonal skills with a demonstrated ability to build trust and influence at all organizational levels
- Outstanding communication and presentation skills with the ability to effectively influence, negotiate, and communicate with executives, partners, customers, and stakeholders
- Demonstrated ability to leverage data, analytics, and technology to improve performance and drive strategic decision-making
- Proficiency with CRM platforms, sales technologies, reporting tools, and emerging industry best practices
Desired Qualifications
- Knowledge of the Detroit market and regional business community
- Experience within entertainment, live events, sports, hospitality, venue management, or related industries
- Experience leading premium seating, hospitality, membership, or ticketing operations
- Experience working across multiple venues, brands, or properties with responsibility for integrated revenue generation
- Success building strategic partnerships and cross-organizational collaboration initiatives
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