Premium Sales Manager (Arena)

Job Description

The Premium Services Manager will focus on recruiting new customers/organizations, selling available product, identifying opportunities for upsells, and developing and executing pricing models.  On event days, the manager will be the face of Food City Center Premium - visiting with clients, ensuring outstanding experiences, deepening relationships, and always selling future opportunities. The manager will further be responsible for creating and tracking an annual budget to be approved by the Senior Director, outlining targets and new revenue growth strategies. Concert VIP functions will also be coordinated by the Manager. The Manager will prioritize coordination, collaboration, and teamwork among the arena management staff. Other duties will be assigned as necessary to accomplish overall organizational goals or unanticipated event day needs. 

Responsibilities

• Develop, grow, and conduct sales efforts for premium spaces at Food City Center, which offers 2 levels of high-end suites, a level dedicated to premium loge seating, new table seating area, and arena level club space with access from the lower bowl, plus potential additional future opportunities to maximize premium sales for all events. 

• Cultivate relationships with existing customers with a focus on creating new relationships and partners to consistently increase ticket sales and upsell revenues associated with the use of premium spaces year over year. 

• Generate an inventory schedule to track availability, budget, and tracking documentation to evaluate show-by-show and year-to-date performance vs. expectations. 

• Clearly communicate and collaborate with the ticket office to ensure the fulfillment of orders is timely and accurate. Collaboratively develop a system for sharing and tracking needs from the ticket office and distribution of tickets.

• Collaborate with arena management and other stakeholders (OVG360, Aramark, Promoters, Athletics, etc.) to develop new offerings such as early-entry upsells, exclusive experiences, and custom catering. These elements must work around the requirements of touring events (ticket prices, spaces needed, etc.) but represent a great opportunity for growth. Post-development, oversee the implementation and sales of approved opportunities.

• Coordinate in advance and manage the event day experience for premium guests, ensuring that all service elements are delivered on-time and accurately. Ensure that event day support staff are prepared and focused on delivering premium service expected with premium areas--hospitality staff, food service staff, ushers, elevator operators, and similar. Post-event follow-up with guests and team members to evaluate performance and opportunities for improvement.

• Requirements of arena management team members are often variable for different types of events. For event days where premium sales are not possible or less practical, the manager may be asked to assist with other functions, such as guest services, promotional activities, touring production requests and similar duties.

Qualifications

Required Qualifications

• Education/Experience: Bachelor’s degree and 2–3 years of professional experience, including 1–2 years in live entertainment and experience selling or servicing high-end/premium products.

  OR

  Equivalent combination of education and experience; and 5–7 years of professional experience, including experience in live entertainment and selling or servicing high-end/premium products.

• Knowledge, Skills, Abilities:

  • Highly effective interpersonal skills; must enjoy meeting new people and building relationships

  • Strong writing/communication skills; ability to convey messages effectively

  • Ability to track, summarize, and record sales digitally

  • Ability to make decisions for the organization, provide direction to others as necessary, and ensure follow-through/effectiveness.

  • Ability to work odd/long hours when scheduled, including nights and weekends

 Preferred Qualifications

• Education: Bachelor’s Degree

• Experience: Experience with large event management environment.

• Knowledge, Skills, Abilities:

  • Knowledge of the ticket sales process

  • Skilled at generating and managing work schedules

Work Location 

• Knoxville, TN

• Onsite

Compensation and Benefits 

• UT market range: 11

• Find more information on the UT Market Range structure here

• Find more information on UT Benefits here

Application Instructions 

To express interest, please submit an application with the noted below attachments.

• Resume

• Cover Letter

• List of 3 Professional References

About Tennessee Athletics 

Tennessee Athletics Mission, Vision & Core Values

Mission: To lead the way forward in all aspects of college sports

Vision: Deliver an unparalleled student-athlete experience fueled by the relentless pursuit of comprehensive excellence; be bold and innovative in our approach to recruiting and developing well-rounded graduates, championship-driven competitors and world-changing leaders.

Core Values: Vols lead through…
  » Academic Success
  » Inclusive Preeminence
  » Honesty and Integrity
  » Competitive Excellence
  » Holistic Health and Well-Being
  » The Power of Vol Nation 

About Us

The University of Tennessee, Knoxville, has shaped leaders, changemakers, and innovative thinkers since its founding in 1794. The university is home to more than 38,000 students and 10,000 statewide employees—the Volunteers—who uphold the university’s tradition of lighting the way for others through leadership and service. 

UT Knoxville offers over 900 programs of study across 14 degree-granting colleges and schools. As Tennessee’s flagship land-grant university, its footprint spans the entire state. The university holds the highest Carnegie classification for research activity and has deep partnerships with industry leaders and the US Department of Energy’s largest multidisciplinary laboratory, Oak Ridge National Laboratory. 

The Knoxville campus serves and recruits for UT Knoxville, including the Institute of Agriculture and the Space Institute, as well as the UT Institute of Public Service.  

UT Knoxville considers its employees its number one asset. With values that focus on work-life balance, compensation, and innovation leadership, all Vols are supported to advance professionally. Employees have access to career development and coaching, continued education, and an extensive list of development and training possibilities. The Volunteer employee experience implements structures and practices to attract and retain top-tier talent, fostering a strong staff community and supporting a culture of involvement and engagement for everyone. 

The university holds a strong commitment to its land-grant mission of learning and engagement, with a tradition of service and leadership that carries that Volunteer spirit throughout the state and around the world. It has been ranked nationally as “Best Employer for New Graduates,” “One of America’s Best Large Employers,” and “Best Workplace for Women,” and has been designated as “Best Place for Working Parents” by Forbes Magazine.  

Apply today and join the Tennessee Volunteer community!