Assistant Director, Ticket Sales

Summary

This position will be primarily responsible for active ticket sales including responding to inbound requests, retaining accounts, and new business sales for full and partial seasons. Additionally, this position will be responsible for groups, group experiences, and premium tailgates while promoting the importance of Army A Club membership and associated benefits. This position will monitor personal sales goals for each season and category with the aim of surpassing that goal. An exceptional level of customer service from initial contact through post-game/event follow must be provided to ensure repeat business and increase the likelihood of referrals. 

Scope of Impact

The employee has daily interaction with a variety of United States Military Academy (“USMA”) stakeholders and serves Army West Point Athletics Association Inc.’s (“AWPAA”) External Operations staff and wider Army fanbase and community. This position serves as a way for the community to communicate with West Point directly.  The communication and interactions may affect the community’s viewpoint of AWPAA.  

Level of Decision Making

This is a sales representative position. This position will continuously engage in daily sales efforts. This position is responsible for making decisions based on mission requirements, will align with both the AWPAA and USMA missions, will be in the best interest of the athletic department, and will adhere to all applicable rules and regulations. The Assistant Director, Ticket Sales position will play an integral role in the success of the AWPAA, the Ticket Sales Unit, and the External Operations area(s). 

Success Factors

Success in this position will be evaluated by the Supervisor on the employee’s performance in a variety of areas, including but not limited to: Commitment to AWPAA Mission, Vision and Values; and supporting the AWPAA Strategic Plan and Priority Results. Other success factors include being well organized, good time management skills, coachable, positive attitude and the ability to build relationships and connect with others. 

Essential Duties and Responsibilities 

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Summary

This position will be primarily responsible for active ticket sales including responding to inbound requests, retaining accounts, and new business sales for full and partial seasons. Additionally, this position will be responsible for groups, group experiences, and premium tailgates while promoting the importance of Army A Club membership and associated benefits. This position will monitor personal sales goals for each season and category with the aim of surpassing that goal. An exceptional level of customer service from initial contact through post-game/event follow must be provided to ensure repeat business and increase the likelihood of referrals. 

Scope of Impact

The employee has daily interaction with a variety of United States Military Academy (“USMA”) stakeholders and serves Army West Point Athletics Association Inc.’s (“AWPAA”) External Operations staff and wider Army fanbase and community. This position serves as a way for the community to communicate with West Point directly.  The communication and interactions may affect the community’s viewpoint of AWPAA.  

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Level of Decision Making

This is a sales representative position. This position will continuously engage in daily sales efforts. This position is responsible for making decisions based on mission requirements, will align with both the AWPAA and USMA missions, will be in the best interest of the athletic department, and will adhere to all applicable rules and regulations. The Assistant Director, Ticket Sales position will play an integral role in the success of the AWPAA, the Ticket Sales Unit, and the External Operations area(s). 

Success Factors

Success in this position will be evaluated by the Supervisor on the employee’s performance in a variety of areas, including but not limited to: Commitment to AWPAA Mission, Vision and Values; and supporting the AWPAA Strategic Plan and Priority Results. Other success factors include being well organized, good time management skills, coachable, positive attitude and the ability to build relationships and connect with others. 

Essential Duties and Responsibilities 

40% Revenue Generation

• Execute day-to-day sales efforts.
• Inbound calls: focus on upselling and referrals.
• Targeted sales campaign outbound calls and outreach.
• Annual fund memberships.

20% Ticket Operations 

• Manage all ticket operations, events and box office staff for one winter, one spring, and one partially ticketed sport to include:
  1. Back office and online system build for the season.
  2. Management of player guest tickets in conjunction with the compliance office.
  3. Management of the game day box office and ticket scanning system.
  4. Wrap up and archiving of all player guest and financial records from each event.
  5. Management, build and execution of all post season events for assigned sports.

30% Customer Experience

• Monitoring of personal book of business and team sales goals for each season and campaign.
• Manage, track and develop growth in assigned book of business for each campaign, to include but not limited to:
  1. Full and partial season plans
  2. Groups and experiences
  3. Premium tailgates

5% Professional Development

• Continuously take part in personal and team sales development and training targeted to each unique campaign installation. 
• Continually monitor and study evolving best sales practices from relevant industries with a focus on growth and the customer experience.

5% Other Duties as Assigned 

 

Supervisory Responsibilities

This position has a ticket operational component that includes managing all ticket operations, event, and box office staff for one or more winter sports (Men’s Basketball, Women’s Basketball, Men’s Lacrosse, or Women’s Lacrosse) and one partially ticket sport (wrestling or gymnastics).

Work Conditions & Physical Requirements

• Perform duties in a fast-paced, ever-changing work environment. 
• Must be able to remain in stationary position for 50% of the time. 
• Occasionally moves in boxes weighing up to 30 lbs.
• The person in this position needs to be occasionally move about inside the office to access file cabinets, office machinery, etc.
• Constantly operates a computer, printer, and phone. 
• The person in this position frequently communicates with team members, United States Military Academy (“USMA”) staff and vendors. 
• Occasionally works in outdoor weather conditions.
• Must Be able to work nights, weekends, and holidays as needed.

 

Travel 

Will travel 0%-5% of the time as needed with a ticketed sport at the discretion of the position supervisor.   Travel may include overnight trips to locations where the competition is taking place.

Required Qualifications

• Bachelor’s degree, or equivalent combination of education and experience may substitute.
• Experience with Microsoft Office 365 suite products.
• Demonstrated good judgment and the ability to respond quickly in a fast-paced work environment.
• Demonstrated knowledge of applicable NCAA rules and regulations.
• Team-first approach & strong work ethic.
• Ability to build and maintain relationships.
• Excellent organizational and communication skills.

Preferred Qualifications

• Paciolan ticket software
• Salesforce CRM

Additional Eligibility Requirements

• Must be eligible to work in the United States of America, without sponsorship.
• Must be eligible to work on a military installation, including a willingness to submit to a background screen.
• Must possess a valid driver’s license.

Pay Range  

$18.29 per hour to $21.00 per hour

This job posting contains a pay range, which represents the range of salaries that AWPAA believes, in good faith, at the time of this posting that it might be willing to pay for the posted position. AWPAA expects to hire for this position near the middle of the range. Only in truly rare and exceptional circumstances, where an external candidate has experience, credentials or expertise that far exceed those required or expected for the position, would AWPAA consider paying a salary or rate near the higher end of the range.

About Us

USMA is renowned as the world’s preeminent leadership development institution. Located on the banks of the Hudson River in West Point, NY, it is approximately one hour from New York City. The mission of USMA is "to educate, train, and inspire the Corps of Cadets so that each graduate is a commissioned leader of character committed to the values of Duty, Honor, Country and prepared for a career of professional excellence and service to the Nation as an officer in the United States Army." This position will be housed within the AWPAA, which is a non-profit corporation organized to manage and support the 30 intercollegiate athletic programs at the Academy. The AWPAA mission is to recruit, educate, train and inspire leaders of character who are committed to the values of Duty, Honor, Country through an extraordinary NCAA Division I athletic experience.

Equal Opportunity Employer

AWPAA is an equal opportunity employer and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, genetic information, sexual orientation, gender identity or expression, or any other basis protected by law.

 

Black, Indigenous, and People of Color (“BIPOC”), women, and members of the LGBTQIA+ communities are encouraged to apply. Applicant qualifications are considered without regard to race, color, religion, age, sex, national origin, disability status, protected veteran status, genetic information, sexual orientation, gender identity or expression, or any other basis protected by law. 

Disclaimer Statement

This position description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee. Duties, responsibilities, and activities may change, or new ones may be assigned at any time with or without notice.

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