Summary of Position: The Associate AD for Business Development role is a visible management and leadership position responsible for executing key Athletics priorities including the successful execution of all sales components, driving revenue performance, elevating customer service and retaining and growing customers and key personnel. The primary focus of the Associate AD for Business Development is leading the strategy, planning and implementation of an aggressive effort to drive revenue opportunities through season ticket sales, premium ticket sales, groups, catering, concessions, merchandise and non-traditional events. The role includes integrating external affairs strategies with the work of UNH third party rights holder, Wildcat Sports Properties, to maximize sponsorship and advertising value. Considerable communication and customer service skills are required to articulate UNH Athletics' entertainment value and return on investment, along with a focus on the attention to detail that fans, students, and clients expect and that reflects UNH's standard of excellence. The Associate AD for Business Development also plays a significant management role internally, by directly supervising and energizing the ticket sales team to meet annual revenue goals. The role will manage and mentor the sales team, including hiring, training and motivating team members. The Associate AD will also sell and be seen as the sales leader by performing those tasks that he/she expects the sales team to perform. This position requires a sound understanding of sales techniques, plan and group ticket sales trending, and corporate hospitality/benefit marketing strategies that he/she can implement through daily interaction and coaching of the sales team. The role is responsible for establishing and maintaining community relations with the decision makers of target market segments including corporations, civic and fraternal organizations, school systems, associations, and youth organizations in the market. This position requires a sound understanding of sales techniques, plan and group ticket sales trending, and corporate hospitality/benefit marketing strategies that he/she can implement through daily interaction and coaching of the sales team. This Associate AD will work with the Associate AD for Marketing and Associate AD for Communications to ensure strategies for external messaging via community relations, social and digital media, and sports information capture revenue generation objectives. The role must develop the annual sales budget and contribute to the overall development of the external affairs annual revenue budget. Track key indicators and measurements on a weekly basis. Provide revenue projections and reforecasting on a quarterly basis. This person will participate in game day run-of-show execution and client hosting. Annually update inventory available, identify new inventory opportunities and establish pricing of inventory. Identify and build out analytics that drive revenues and build effective collateral materials in support of revenue generation. Build management information systems/metrics for daily, weekly, monthly and annual sales performance vs. budget and prior years.
Additional Job Information:
Acceptable minimum level of education: Bachelor's
Acceptable minimum years of experience: 7-10 years
Other minimum qualifications: Bachelor’s Degree (preferably in business, communications, marketing or sport management) – 7-10 years demonstrated sales development experience (preferably in collegiate or professional athletics). This position requires flexible work hours and will include evening, weekend and holiday responsibilities
Additional Preferred Qualifications: 3 years sales management experienced preferred. Excellent customer service skills. Strategic thinker and problem solver. Superior organization and communication skills. Ability to perform well in a team setting. Knowledge of computer applications, Microsoft Office software. Knowledge of social media networks – Sense of Humor
Duties / Responsibilities:
Maximize revenue opportunities through the successful management of all aspects of selling annual inventory to include ticket sales, groups, catering, parking, and non-Athletics events as well as by developing new inventory. Provide internal leadership to elevate key department priorities including driving attendance and revenue, improving fan experiences and excelling at customer service and relationship building
Implement effective communications strategy, in conjunction with the marketing team, to maintain contact with existing and prospective customers. Contribute to strategy planning and execution for the UNH Athletics. Develop on-campus relationships to drive traffic to games with new events and/or by moving current events to athletic venues
Manage sales team, including hiring, training and motivating team members. Mentor and help all people involved in the sales force. Coach non-sales staff to think “sales” when posting stories, stats, etc. to website, social and all other communications. Provide weekly direction, goals, and focus areas for ticket sales staff. Meet weekly (or more frequently as necessary) to track sales staff goals and tasks
Manage the process of making sure our contact management and database system is maintained and used to its capabilities for lead generation and customer retention. Ensure the successful fulfillment of all sales contracts including requirements of UNH and of the clients. Work with UNH Analytics and/or own surveys to uncover under served markets/game attendees: i.e. season ticket holders, group purchases, individual game purchases. Build management information systems/metrics for daily, weekly, monthly and annual sales performance vs. budget and prior years. Create marketing/sales strategies for approval to inform ideal game times prior to release of schedules
Game execution and client hosting. Design and update the Critical Paths for the key group nights, group assets, including Faith Nights, Basketball and Education, Boy/Girl Scout Camporee, etc.
Salary Information: Salary is complemented by a comprehensive benefits package which includes medical, dental, retirement, tuition, and paid time off.
Percent Time Information (FTE): 1.0 Grade: 24
Institution Information: The University of New Hampshire is a major research institution, providing comprehensive, high-quality undergraduate programs and graduate programs of distinction. UNH is located in Durham on a 188-acre campus, 60 miles north of Boston and 8 miles from the Atlantic coast, and is convenient to New Hampshire’s lakes and mountains. There is a student enrollment of 13,000 students, with a full-time faculty of over 600, offering 90 undergraduate and more than 70 graduate programs.
Posting Date: 06/14/2019 Open Until Filled: Yes Closing Date: Posting Open to Internal Candidates Only?: No Interested Internal Candidates Exist?: No Job Category: Salaried Staff (Exempt) Appointment Type: Regular If TERM position provide projected end date: Equipment/Instruments: DOT Safety Information: None applicable
The University System of New Hampshire is an Equal Opportunity/Equal Access/Affirmative Action employer. The University System is committed to creating an environment that values and supports diversity and inclusiveness across our campus communities and encourages applications from qualified individuals who will help us achieve this mission. The University System prohibits discrimination on the basis of race, color, religion, sex, age, national origin, sexual orientation, gender identity or expression, disability, veteran status, or marital status. Application by members of all underrepresented groups is encouraged. Hiring is contingent upon eligibility to work in the U.S.