Overview:

The Senior Group Sales Manager is responsible for generating significant ticket revenue through the sale of group ticket packages, hospitality experiences, premium group outings, and special event offerings for the organization. This position focuses on identifying new business opportunities, cultivating relationships with corporate clients, community organizations, schools, non-profits, and youth sports groups, while delivering exceptional fan experiences.

In addition, the Senior Group Sales Manager is responsible for the overall leadership, strategy, and performance of the Group Sales department. This position drives group ticket revenue by developing and coaching a high-performing sales team, creating innovative group sales initiatives, and ensuring the department consistently achieves organizational sales and attendance goals.

The ideal candidate is a highly motivated sales leader with a proven track record of exceeding revenue goals, developing strategic partnerships, and creating memorable group experiences that drive attendance and long-term customer loyalty. They are experienced in managing a junior sales team, offering training and mentoring.

Key Responsibilities and Essential Functions

Leadership & Department Management

• Lead, coach, and develop the Group Salest eam, including full-time and part-time employees, fostering a high-performance culture built on accountability, collaboration, and continuous improvement.
• Establish, communicate, and monitor individual and departmental sales goals, ensuring the team consistently meets or exceeds revenue, attendance, and activity targets.
• Develop and implement strategic sales initiatives, prospecting plans, and group programs designed to increase attendance, revenue, and customer engagement.
• Ensure consistent execution of sales processes, CRM standards, reporting, and best practices across the department.
• Collaborate with senior leadership to develop annual sales strategies, forecasts, departmental budgets, and staffing plans.

Sales & Business Development

• Maintain an individual sales portfolio while leading the department to achieve established group ticket revenue goals.
• Identify, research, and develop new group sales opportunities through outbound prospecting, networking, community engagement, and relationship building.
• Cultivate and maintain strong relationships with current and prospective clients, delivering exceptional customer service throughout the sales cycle.
• Monitor customer satisfaction and proactively identify opportunities to enhance the overall group experience.
• Identify new markets, partnerships, and creative sales opportunities that drive long-term revenue growth.

Administrative & Strategic Responsibilities

• Maintain accurate records of sales activities, customer accounts, contracts, and CRM data.
• Prepare and present regular sales reports, forecasts, pipeline updates, and performance metrics to senior leadership.

• Stay informed on industry trends, emerging technologies, and best practices in sports ticket sales and fan engagement.
• Represent the Durham Bulls at networking events, community functions, and industry meetings to strengthen relationships and identify new business opportunities.

Game Day Responsibilities

• Serve as a leader for the Group Sales team on game days, ensuring all group outings, hospitality events, and customer experiences are executed at the highest level.
• Support Group Sales representatives and group leaders by resolving issues, coordinating cross-departmental communication, and ensuring exceptional service.
• Assist with game day operations and special events as needed, including pulling the tarp during inclement weather.

Required Qualifications:

• Bachelor’s degree in Business, Marketing, Sports Management, or a related field preferred.
• Minimum of 5 years of relevant sales experience and team management required, preferably in sports, ticket sales, media, or a related industry.
• Proven ability to meet or exceed sales goals.
• Excellent communication, presentation, and interpersonal skills.
• Strong negotiation and relationship-building skills.
• Ability to manage multiple projects and meet deadlines in a fast-paced environment.
• Self-motivated with a strong work ethic and collaborative mindset.
• Ability to work flexible hours including evenings, weekends, and holidays.
• Physical ability to assist with game day duties such as pulling the tarp.

Language Skills:

• Ability to read, analyze, and interpret complex documents.
• Ability to write reports, business correspondence, and presentations clearly and persuasively.
• Comfortable communicating with a wide range of individuals and stakeholders.

Mathematical Skills:

• Basic math skills required for creating proposals and tracking sales performance.

Reasoning Ability:

• Strong judgment and decision-making skills.
• Ability to assess opportunities, resolve problems, and adapt to shifting priorities.

Technical Skills:

• Proficiency in Microsoft Office Suite (Word, Excel, PowerPoint, Outlook).
• Familiarity with CRM tools (e.g., Salesforce or similar) is preferred.

Preferred Qualifications:

• Experience working in professional or collegiate sports environments.
• Familiarity with the Durham Bulls brand and market.
• Experience with Adobe Creative Suite or proposal-building software.
• Familiarity with local and regional sponsorship landscapes.
• Experience activating and evaluating sponsor campaigns.

Physical Demands:

• Ability to stand and move for extended periods during games and events.
• Ability to occasionally lift up to 25 pounds.
• Ability to pull and maneuver tarp during inclement weather.
• Frequent walking, pushing/pulling, and exposure to outdoor weather conditions.
• Clear vision and hearing required for game day execution and client communication.

• Competitive salary based on experience.
• Benefits package including:
  • Comprehensive health insurance plan options
  • Vision and Dental Insurance
  • Company sponsored life insurance
  • Numerous voluntary benefit options – legal plans, pet insurance, discounted home and auto and more!
  • 401K with company match
  • Generous paid time off
  • 9 paid company holidays
• Opportunities for professional development and career growth.
• Dynamic and inclusive work environment with a supportive team culture.
• Exciting projects and growth opportunities within a leading organization.
• Opportunities to attend free local events, such as sporting events, concerts, shows, and more.

• A pre-employment drug screening is required.
• Capitol Broadcasting Company participates in E-Verify.