Title: Dir. Ticket, Hospitality & Event Sales
Louisville, KY, US, 40208
Churchill Downs Racetrack (“CDRT”), the world’s most legendary racetrack, has been the home of The Kentucky Derby, the longest continually held annual sporting event in the United States, since 1875. Located in Louisville, CDRT features a series of themed race days during Derby Week, including the Kentucky Oaks, and conducts Thoroughbred horse racing during three race meets in the Spring, September and Fall. CDRT is located on 175 acres and has a one-mile dirt track, a 7/8-mile turf track, a stabling area, and provides seating for approximately 60,000 guests. The stable area has barns sufficient to accommodate 1,400 horses and a 114-room dormitory for backstretch personnel. CDRT also has a year-round simulcast wagering facility . www.ChurchillDowns.com.
JOB SUMMARY
The Director of Ticket, Hospitality & Event Sales will help develop and implement the overall ticket sales plan while largely overseeing the day-to-day operations of the group & special event sales departments. Manage and develop sales representatives with their focus on selling season, group, hospitality/tourism, and corporate event tickets including weddings & special occasions. Will work closely with the VP of Sales & Service and the SVP of Sales & Strategy to lead the overall process and strategy of the entire Sales & Service department.
ESSENTIAL DUTIES AND RESPONSIBILITIES
- Meet and exceed Company revenue and profitability goals by actively selling and promoting Churchill Downs Racetrack as an entertainment venue, personally and professionally throughout Louisville and through effective leadership of the sales & service team.
- Responsible for creating and implementing a plan and process for providing an exceptional level of world-class customer service to each and every customer that Churchill Downs may have the opportunity to interact with. Ensure sales team goals and execution of sales team plans follows the Company’s core brand mission of providing superior customer service for each event throughout the year.
- Recruit, hire, train, and develop future sales managers and representatives.
- Create and uphold accountability standards and processes throughout the sales department.
- Create and optimize standards of excellence with regard to key performance indicators.
- Develop a sales plan in conjunction with the VP of Sales & Service to uphold the following:
- Pacing & Goal Potential
- Objectives and Incentive Strategies
- Timeline
- Budget
- Team Culture
- Innovation – New Technologies
- Pricing
- Internal Policies and Processes
- Overall Strategy
- Lead, motivate and retain ticket sales staff for succession and future opportunities within the department.
- Research, identify and lead plan to execute potential new revenue opportunities.
- Demonstrate financial acumen in monitoring budget and creating proactive action sales & service plans.
- Negotiate contractual terms and manage department’s revenue and profitability.
- Develop and execute effective and positive relationships with all other departments.
- Communicate proactively and timely with other department leaders concerning execution of customer events.
- Improve processes to better service ticket holders
- Address customer issues and ensure effective and long-term problem resolution.
- Provide timely feedback to the Company regarding service failures or customer concerns.
- Effectively utilize the Company’s CRM (Customer Relationship Management, Salesforce) platform to manage daily output and activity, and increase adoption
- Perform other duties as assigned by sales and executive management
SUPERVISORY RESPONSIBILITIES
This role will oversee Account Executives of Ticket Sales, Group Sales, Special Events & Retention, along with some seasonal sales positions and may entail further additional oversight as the department expands.
EDUCATION AND EXPERIENCE
5-10 years of sales in sports or similar environment and hospitality experience is preferred.
3-5 years of management experience is preferred.
Bachelor’s degree (B.A.) from a four-year college, or equivalent combination of education and experience is preferred.
Expertise in CRM platforms (Salesforce preferred) and ticketing systems (Ticketmaster knowledge is a plus).
PHYSICAL REQUIREMENTS & WORKING CONDITIONS
This work is performed primarily in a business office setting within a sports and entertainment facility. Events often take place outside of traditional business hours, on weekends, and holidays. Some areas of the facility may be noisy and subject to changing weather conditions. Churchill Downs Racetrack spans 175 acres and more than 1.5 million square feet under roof with additional entertainment facilities not protected from weather conditions.
The ability to move swiftly throughout the facility and stand for long periods of time is necessary. 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.
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or disability.
Nearest Major Market: Louisville
