Account Executive, Premium Sales & Hospitality

Position Overview

The Account Executive, Premium Sales & Hospitality is responsible for generating revenue through the sale of premium seating products, including luxury suites, club seats, and VIP hospitality packages for Hornets home basketball games and Spectrum Center events and concerts. This position is ideal for high-performing sales professionals with a proven track record of selling to high-net-worth individuals and corporate decision-makers.

Core Values

• Integrity
• Teamwork
• Competitiveness
• Candor
• Accountability
• Resilience

Essential Duties And Responsibilities

• Develop and implement a proactive sales strategy to generate new revenue from premium seating products, including suites, club seats and VIP experiences.
• Identify and cultivate new business opportunities through cold calling, prospecting, networking, referrals and in-person meetings.
• Build and maintain strong relationships with C-level executives, corporate partners and high-net-worth individuals to drive premium sales.
• Conduct face-to-face and virtual sales presentations, tailoring premium seating options to meet the specific needs of each prospect.
• Manage the entire sales process from lead generation to contract execution, ensuring a seamless and professional customer experience.
• Consistently meet or exceed individual and team sales goals, including new business revenue targets and retention benchmarks.
• Maintain an updated pipeline of potential buyers in the CRM system, accurately tracking interactions, follow-ups and deal progress.
• Collaborate with the premium service team to ensure a high level of customer satisfaction and long-term client retention.
• Attend networking events, client meetings and industry functions to build brand awareness and generate leads.
• Work game days and special events to engage with premium clients, host prospects and provide top-tier service.
• Perform other duties and responsibilities as assigned to support the overall sales strategy.

Required Skills, Experience And Abilities

• Bachelor’s degree from an accredited college or university, preferred.
• Minimum of 2-3 years of premium sales experience in professional sports, entertainment or hospitality industries.
• Proven ability to sell high-end hospitality packages, luxury suites or premium seating products with a strong closing record.
• Exceptional interpersonal and relationship-building skills with the ability to engage high-level executives and business leaders.
• High-energy, competitive and self-motivated sales professional with a passion for driving revenue.
• Strong negotiation skills and the ability to articulate the value of premium experiences.
• Able to work independently while also collaborating with the sales and service teams to maximize revenue potential.
• Excellent verbal and written communication skills with the ability to deliver dynamic sales presentations.
• Professional demeanor with the ability to engage with all levels of the organization and external stakeholders.
• Detail-oriented with strong organizational and time-management skills.
• Proficiency in CRM software (Salesforce, Archtics or similar) for managing client information and tracking interactions.
• Able to work non-traditional hours, including nights, weekends and holidays, as required by the game and event schedule.