Director, Premium Sales (San Diego State University)

ASM Global•San Diego, CA

22h•$90,000 - $95,000•Onsite

About The Position

SAN DIEGO STATE UNIVERSITY ATHLETICS San Diego State Athletics has partnered with Legends Global to assist in the sales strategy and execution of ticket packages for Aztec Football, Men’s & Women’s Basketball, Baseball, Softball and Volleyball as well as premium and general seating at the new Snapdragon Stadium. THE ROLE The Director of Premium Sales will report to the General Manager and lead the premium sales and service strategy for San Diego State Athletics. This role will be responsible for driving premium revenue growth across football and other ticketed sports, optimizing renewal performance, developing new corporate business, and maximizing yield across premium inventory at Snapdragon Stadium and other athletic venues. This leader will oversee a team of premium sales representatives while partnering closely with other ticket sales units, ticket operations, marketing, development, and athletics leadership to ensure a unified, data-driven approach to premium revenue growth. This position must be well- versed in best practices in sales and constantly evaluate ways to ensure that San Diego State Athletics is best positioned for success. Additionally, the ideal candidate must be results-driven, possess an optimistic team-first attitude, and have excellent organizational and leadership skills.

Requirements

Bachelor’s Degree from four-year college or university
Minimum of 8 years’ experience in high-volume sales management role
Proven leadership experience in a sales environment including coaching, mentoring, hiring, training, and performance management
Experience in high-dollar premium or B2B Sales ($10k-$250k deals)
Experience in premium renewals + retention strategy.
Resourceful and innovative, with an entrepreneurial spirit and partnership-oriented mindset
Expertise in financial analysis, planning, budgeting and deal structuring
Excellent interpersonal and communication skills
Ability to develop and deliver sound recommendations to senior management
Organization and planning skills, ability to prioritize and handle multiple tasks
Ability to work both traditional and non-traditional hours (nights, weekends, holidays)
Ability to delegate effectively
Knowledge of Customer Relationship Management (CRM) and various ticketing systems

Nice To Haves

Experience leading premium sales in college athletics or professional sports environment.

Responsibilities

Develop and implement an annual premium revenue plan that includes renewal strategy, new sales targets, pricing optimization, and inventory management across all premium products.
Develop and maintain sales collateral related to the different premium seating levels, including development of sales tools which differentiate the benefits and accessories related to each premium seating product.
Recruit, hire, assist, train, and mentor team members on strategy, call scripts, sales presentations, and closing of sales.
Analyze sales performance metrics to identify sales trends, develop targeted campaigns, and create new lead sources for the premium sales team.
Design structured outreach cadence and retention accountability systems.
Develop innovative prospecting and engagement strategies, including in-stadium tours, hospitality showcases, and corporate outreach initiatives to drive new premium business.
Support the General Manager in creating quantitative & qualitative weekly and quarterly reports to track campaign performance, sales rep productivity, and key learnings.
Partner with marketing, data analytics and CRM teams to develop targeted campaigns for premium renewals, upgrades, reclassifications, and new premium acquisition.
Partner with other departments within San Diego States Athletics including Aztec Club, Ticket Office, Marketing, and other External Relations units to ensure a robust, donor-centric approach to all premium seating, ticket sales and fundraising efforts.
Participate in events, promotions, client entertainment and other activities as required.
Implement structured sales coaching and development plans.