Senior Sales Executive (Premium Sales)

  • Location - London, United Kingdom
  • Job type - Full Time
  • Salary - Not specified
  • Applications closed
Tottenham Hotspur Published 7 months ago
Job description

Founded in 1882, Tottenham Hotspur Football Club is an English Premier League Club, based in North London.

Led by the late great Bill Nicholson, the Club became the first in England to win the League and FA Cup Double in 1961, and the first in the UK to win a European Trophy two years later. Spurs has since been home to some of the game’s great entertainers, including Jimmy Greaves, Glenn Hoddle, Paul Gascoigne, David Ginola, Gareth Bale, Heung-Min Son and Harry Kane.

In April 2019, the Club opened an iconic new stadium that sits at the heart of a £1billion sport-led regeneration of North Tottenham. The stadium is the largest football club stadium in London and is a multi-use venue with the ability to host a variety of events 365 days a year, including NFL, boxing, rugby, concerts, and other major events, plus visitor attractions including Stadium Tours and the Dare Skywalk.

The stadium development scheme has to date created more than 4,000 new jobs for local people, with circa £300m pumped into the local economy each year.

Tottenham Hotspur has:

  • A clear strategy to develop talent from within its Academy, showcased by a strong track record of Academy players graduating to the first-team squad.
  • A £100m state-of-the-art Training Centre that supports the Club’s ambition to attract, develop and retain the best talent.
  • Commercial partnerships with globally-recognised brands including AIA Group Limited (AIA), one of the world’s leading providers of life insurance services, and Nike, the world’s leading sports footwear and apparel company.
  • A commitment to minimizing its environmental impact across Club operations, being named as the greenest in the Premier League for the past three years. Tottenham Hotspur is a signatory of the UN Sports for Climate Action Framework, committing to halve carbon emissions by 2030 and become net zero carbon by 2040.
  • An award-winning Foundation that is renowned for creating opportunities to help enhance the lives of people in its local community through education, employment, health and social inclusion programmes.

Off the pitch, the Club has a strong and successful business model centered around building a platform for long-term success, which now includes a new world-class stadium which opened in March 2019.

The Club has enjoyed strong commercial revenue growth over the last five years and continued growth is critical to the Club’s ambitions, particularly as it seeks to cement its position in the elite of English and European football, both on and off the pitch. The Premium Sales team, within which the role is based, sources and engages customers to buy premium experiences. Packages range from seasonal memberships and executive suites and premium seats, and stadium events such as NFL, rugby, boxing and music. Clients include companies or individuals.

The role is based out of the Club’s headquarters in Lilywhite House, next to the Tottenham Hotspur Stadium. Reporting to the Commercial Manager, the role will be focused on developing and executing the sales strategy for the Club’s stadium and event premium packages, including NFL, concerts and rugby. Due to the nature of the role, the position will involve shift-work working five days from seven which may include mornings, evenings, weekends and/or Bank Holidays, so a flexible candidate is sought.

JOB PURPOSE

 To meet or exceed individual and team sales targets, and to play a huge part of the growth and relaunch of stadium events, growing our database and audience reach.

Working with the Commercial Manager, you will successfully develop and execute Premium sales plans for Stadium Bowl events at Tottenham Hotspur Stadium, grow our database and support the Commercial manager to deliver from proposal stage to event handover on all events.

Due to the seasonality of Stadium Events this candidate will also flex between selling Stadium Events and selling Premium Hospitality as the business requires.

KEY RESPONSIBILITIES

  • Support the Commercial Manager to deliver successful ‘on sales’ of Stadium Events always looking at ways to improve and evolve the process to maximise revenues
  • Ensure strong internal relationships with other departments (Ops, Sales, Marketing, Event execution)
  • Collaborate with the other Sales Managers to ensure that the sales and membership teams are actively promoting our third-party events and at THFC game days
  • Track weekly performance against agreed targets and manage sales pipeline
  • Identify and proactively instigate and conduct client meetings
  • Identify new sales initiatives to increase our data reach
  • Identify new sales opportunities and develop untapped Groups bookings for third party events
  • Deliver on individual Premium sales targets across Stadium Events and Football on an ad hoc basis
  • Work closely with the Commercial Manager during on sales and event weeks to ensure all official agents have the information they required in a timely fashion
  • Represent the Club positively at match days, events, exhibitions and conferences, with a view to maximising sales
  • Represent the Premium Sales Team, attending meetings and reporting on sales
  • Deputise for the Commercial Manager if absent

PERSONAL ATTRIBUTES

  • Ability to be flexible based on the business needs and reactive nature of the role and business
  • Extremely organised
  • Strong advantage if the candidate has knowledge of XR and/or Navision
  • Creative thinker with an appetite to look for new opportunities
  • Ability to work independently and be a self-starter but also happy to work as part of an established team

SKILLS AND EXPERIENCE

  • Proven track record in sales and consistently exceeding individual targets
  • Comfortable with being a self-starter due to the growth required in this department, seeking out new opportunities.
  • Consistently exceeds activity levels and KPIs
  • Expertise in generating new business
    Excels in strategic prospecting at executive level
  • Presentation-writing skills
  • Exceptional network of contacts
  • Expert knowledge of the premium experience market
  • Is highly adept at Consultative selling
  • Understanding of the commercial landscape within the sports, music, and entertainment sectors
  • Ability to think through commercial opportunities and challenges with creativity
  • Proven experience in building and managing positive relationships with senior industry contacts
  • Excellent communication and relationship skills with a proven ability to achieve success when working with a diverse range of internal and external

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