Developed and managed a multimillion-dollar revenue budget and led 11% sales increase from Q1 2019 to 2020.In the organization’s final months, I oversaw the service and relationship growth for 900+ season ticket holders and 300+ group leaders. I introduced a new goal and bonus structure to incentivize sales representatives to sell all programs and leveraged one-on-one and department meetings to encourage input from sales team. I also trained and mentored the team to use SalesForce more effectively after we incorporated it into the organization’s operations. My contributions included:• Developing and managing a multimillion-dollar revenue budget and leading an 11% sales increase from Q1 2019 to 2020.• Driving revenue growth by implementing Q1 Sales Contests focused on sales results (renewals vs. new business) and effort-based metrics (calls, events attended, scheduled meetings, etc.).

When I first joined the Soul, I Increased the sales retention percentage from 65% to 80% by creating a group sales priority list, adding renewal incentives, and running special promotions. Within a year, I was promoted to the Senior Director Role, overseeing daily operations and staff training/development for my department and setting up all sales initiatives and annual sales goals.My contributions included:• Increasing group sales revenue by 60% within my first two seasons by hiring and building a sales team with an outstanding record in group sales, creating more on-field opportunities for groups, and coaching the sales representatives to further improve their skills.• Consistently exceeding sales goals while growing the highest group sales team in the league. I championed and executed new group sales-driven programs including fundraising programs for schools/nonprofits to help generate $550K.• Guiding the implementation of an automated payment process that improved work efficiency by collaborating with the arena box office team to develop standard operating procedures and enable sales representatives to focus on selling, not collecting monthly payments.• Increasing season ticket renewals by 15% in FY 2018-2019 by gaining buy-in from the executive decision makers to add more benefits for season ticket holders including gifts, meet-and-greets, and improving communication between the organization and customers.• Growing the organization’s internship program participation 200% by developing relationships with local colleges and universities. I assigned special projects, theme nights, and goals while mentoring interns to grow their professional skills.• Raising over $100K for local veterans and active duty military members and families by running the Soul 50/50 program—I added a more thorough interview process for sellers, created sales contests that incentivized the sellers, and developed different pricing tiers to encourage and increase larger donations.

Led high-performing sales department that generated more than $1.5M in ticket sales annually.After my promotion, I led a high-performing sales department that generated more than $1.5M in ticket sales annually. In addition to directing the day-to-day sales and operations including revenue, customer service, fulfillment, and staffing, I assumed the role as main point of contact for season-long suite leases, including the stadium’s biggest sponsor/naming rights partner (Campbell Soup Company). Finally, I developed, implemented, and controlled annual sales and expense budgets for department/individual sales goals.My contributions included:• Streamlining the organization’s sales process and creating a more user-friendly purchasing model for consumers by implementing a new CRM system.• Generating annual donations of more than $250K by creating multiple fundraising programs including ticket sales, a dedicated online fundraising portal, jersey auctions, and a Beef & Beer room rental for nonprofits.• Driving premium sales by collaborating with the stadium food and beverage provider to relay food orders for each of the 70 home games (20+ suites/two picnic areas) and negotiating pricing and stadium rentals.

In addition to exceeding my annual sales goals and increasing my personal sales by 103% during my tenure, I also built and managed a portfolio of over 400 accounts. I cultivated many new relationships and created new revenue opportunities by joining a range Chambers of Commerce in the South Jersey and Philadelphia areas. My contributions included:• Managing Baseball in Education and leading the program to generate over $100K annually by growing outreach to include schools in South Jersey, Philadelphia, and Delaware. For the program I also created a package that included a game ticket, lunch, and educational workbook for each student and increased the number of Baseball in Education games from two to four each season. Average attendance was 5,000 students.• Achieving a personal sales best of $250K through cold calls, referrals, and upselling.