Director, Premium Sales (San Diego State University)

San Diego State Athletics has partnered with Legends Global to assist in the sales strategy and execution of ticket packages for Aztec Football, Men’s & Women’s Basketball, Baseball, Softball and Volleyball as well as premium and general seating at the new Snapdragon Stadium.

THE ROLE   

The Director of Premium Sales will report to the General Manager and lead the premium sales and service strategy for San Diego State Athletics. This role will be responsible for driving premium revenue growth across football and other ticketed sports, optimizing renewal performance, developing new corporate business, and maximizing yield across premium inventory at Snapdragon Stadium and other athletic venues. This leader will oversee a team of premium sales representatives while partnering closely with other ticket sales units, ticket operations, marketing, development, and athletics leadership to ensure a unified, data-driven approach to premium revenue growth.

This position must be well- versed in best practices in sales and constantly evaluate ways to ensure that San Diego State Athletics is best positioned for success. Additionally, the ideal candidate must be results-driven, possess an optimistic team-first attitude,  and have excellent organizational and leadership skills.

ESSENTIAL FUNCTIONS

• Develop and implement an annual premium revenue plan that includes renewal strategy, new sales targets, pricing optimization, and inventory management across all premium products.
• Develop and maintain sales collateral related to the different premium seating levels, including development of sales tools which differentiate the benefits and accessories related to each premium seating product.
• Recruit, hire, assist, train, and mentor team members on strategy, call scripts, sales presentations, and closing of sales.
• Analyze sales performance metrics to identify sales trends, develop targeted campaigns, and create new lead sources for the premium sales team.
• Design structured outreach cadence and retention accountability systems.
• Develop innovative prospecting and engagement strategies, including in-stadium tours, hospitality showcases, and corporate outreach initiatives to drive new premium business.
• Support the General Manager in creating quantitative & qualitative weekly and quarterly reports to track campaign performance, sales rep productivity, and key learnings.
• Partner with marketing, data analytics and CRM teams to develop targeted campaigns for premium renewals, upgrades, reclassifications, and new premium acquisition.
• Partner with other departments within San Diego States Athletics including  Aztec Club, Ticket Office, Marketing, and other External Relations units to ensure a robust, donor-centric approach to all premium seating, ticket sales and fundraising efforts.
• Participate in events, promotions, client entertainment and other activities as required.
• Implement structured sales coaching and development plans.

QUALIFICATIONS

To perform this job successfully, the candidate must be able to perform each essential duty above at the highest levels. The requirements listed below are representative of the knowledge, skill, and/or ability required.

• Bachelor’s Degree from four-year college or university
• Minimum of 8 years’ experience in high-volume sales management role
• Proven leadership experience in a sales environment including coaching, mentoring, hiring, training, and performance management
• Experience in high-dollar premium or B2B Sales ($10k-$250k deals)
• Experience in premium renewals + retention strategy.
• Resourceful and innovative, with an entrepreneurial spirit and partnership-oriented mindset
• Expertise in financial analysis, planning, budgeting and deal structuring
• Excellent interpersonal and communication skills
• Ability to develop and deliver sound recommendations to senior management
• Organization and planning skills, ability to prioritize and handle multiple tasks
• Ability to work both traditional and non-traditional hours (nights, weekends, holidays)
• Ability to delegate effectively
• Knowledge of Customer Relationship Management (CRM) and various ticketing systems
• Experience leading premium sales in college athletics or professional sports environment.

COMPENSATION

Competitive salary range of $90,000 - $95,000 plus incentive opportunities commensurate with experience, and a generous benefits package that includes: medical, dental, vision, life and disability insurance, paid vacation, and 401k plan.

WORKING CONDITIONS

Location: On Site San Diego State University San Diego, CA

PHYSICAL DEMANDS

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

NOTE:

The essential responsibilities of this position are described below the above headings. They may be subject to change at any time due to reasonable accommodation or other reasons. Also, this document in no way states or implies that these are the only duties to be performed by the employee occupying this position.

Legends Global is an Equal Opportunity/Affirmative Action employer, and encourages Women, Minorities, Individuals with Disabilities, and protected Veterans to apply. VEVRAA Federal Contractor.