Group Sales Account Representative

JOB SUMMARY

The Group Sales Experience Specialist will focus on generating group ticket and hospitality sales through a full menu of inventory for the Spring, September, and Fall Meets at Churchill Downs Racetrack. This includes prospecting businesses, non-profits, social events, clubs, and other organizations in an effort to educate them on our offerings, which include but are not limited to season plans, group outings, hospitality spaces, special events, and suite ticket plans via phone, video calls, and face-to-face appointments. This role will also execute and deliver a first-class sales and service business plan for these various ticket products. This role will also contribute daily to the enhancement of the department, its offerings, processes, and continued innovation.

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Sell ticket plans to businesses and consumers via phone sales, video calls, face-to-face appointments, and referrals or networking.
• Prepare strategic sales plans and initiatives to hit specific sales goals
• Identify, establish rapport and maintain contact with sales prospects and contacts
• Sell, plan, and coordinate in conjunction with our event managers the group experience for all customers
• Prospect and cultivate new sales leads through creative lead generation methods, as well as follow up on leads provided by the team
• Maintain outbound call volume per day as set by the Sales & Service Leadership Team
• Utilizes company CRM system to manage accounts, pipelines, productivity, and measurements
• Develop and execute the preparation, issuance, and delivery of sales materials
• Provide excellent customer service at all times
• Identify and resolve client concerns
• Prepare a variety of status reports, including activity, closings, follow-up, reports on special developments, information, or feedback gathered through field activity
• Work closely with the Events team and other departments to ensure customer satisfaction
• Address customer issues and ensure effective and long-term problem resolution
• Provide timely feedback to the company regarding service failures or customer concerns
• Set up and manage information table(s) and/or greeting table(s) at trade shows or other events that may help Churchill Downs Racetrack establish relationships and sell more offerings

REQUIRED SKILLS AND ABILITIES

• Proven experience managing both processes and the service performance required of such a position at a sports or entertainment venue, with significant amounts of knowledge pertaining to entertaining, selling and servicing customers is preferred. Specific group or hospitality sales experience is preferred.
• Proficient in CRM software (Salesforce preferred), and ticketing systems (Ticketmaster preferred)
• Creative and enthusiastic with excellent interpersonal skills
• Available to work race days and special events
• Possess a willingness to work long hours, evenings, weekends and holidays.
• People oriented, able to multi-task, be organized, motivated and detail focused
• Prior interaction with the public and/or working knowledge of the horse racing industry preferred
• Proficiency in Microsoft Office and other related software and open to learning new technologies

EDUCATION AND EXPERIENCE

• Bachelor’s degree (B.A.) from a four-year college, or equivalent combination of education and experience is preferred.

PHYSICAL REQUIREMENTS & WORKING CONDITIONS

• Travel Requirements: Does not require travel outside of Louisville
• Physical Demands: This position requires the ability to lift up to 10 pounds.
• Work Environment: The incumbent primarily works in an office environment, however is expected to attend Churchill Downs race days.

COMPANY INFORMATION

• We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, or any other characteristic protected by law.