Ticket Sales and Revenue Generation Specialist

POSITION PURPOSE:  The Athletics Department, within the Division of Student Affairs, is dedicated to developing Champions for Life by focusing on four key pillars: academic excellence, student-athlete experience, community engagement, and competitive success. By fostering strong academic support though initiatives like the NCAA Grant, enhancing facilities and well-being support, engaging with the Bakersfield community, and striving for athletic excellence in the Big West and Pac-12 Conferences, the department aims to build a program that brings pride to the university and the region.

The Ticket Sales and Revenue Generation Specialist generates excitement and drives revenue for the CSUB athletics program by selling tickets to individuals, businesses, local groups, and organizations. Under general supervision of the Athletics Director, the position works with the athletic ticket office for ticket sales including sales of season, group tickets, and individual tickets. The position is also responsible for generating revenue for the Athletics Department, stewarding relationships with constituents and creating innovative ways to raise funds. In addition, the position is responsible for developing and maintaining relationships within the university, community, and the Athletics Department.

DUTIES & RESPONSIBILITIES:

Ticket Revenue & Attendance Generation

1. Generate revenue and attendance through the sale of ticket plans, group tickets, premium options, ticket sponsorship packages, and single-event tickets. Projects may also include complimentary ticket initiatives.

2. Establish contact and develop relationships with potential clients through outbound phone calls, emails, in-event prospecting, mailings, facility tours, out-of-office meetings, proposals, and/or presentations.

3. Utilize Customer Relationship Management (CRM) systems to update prospect/client history, track interactions and schedule follow-ups with potential clients to covert leads into sales or service existing accounts.

4. Process transactions via ticket system and coordinate distribution of tickets.

5. Work with internal constituents to maximize sales opportunities and implement creative revenue and attendance generating projects.

6. Actively network with clients and prospects during on-site athletics events to build and maintain strong relationships.

7. Represent the university at community events and networking functions to promote ticket sales and attendance.

Ticket Operations Support

1. Assist with front-end athletics venue operations at ticketed athletics events, as necessary, including but not limited to gameday student-worker lead direction, cashiering, will call & pass list management, etc.

2. Train, lead, and manage student gameday workers, interns, and/or graduate assistants on ticket office related duties for both live events and regular office hours. Participate in the hiring process for these individuals as needed.

3. Process, prepare, and distribute ticket orders in a professional and timely manner.

4. Assist with the planning and execution of special events within the athletics department, ensuring any ticketing and operational duties assigned are completed effectively and efficiently.

Client & Prospect Relationship Management

1. Establish and maintain relationships with prior, current, and prospective clients to maximize lifetime value of each account.

2. Act as a service representative for all customer accounts, addressing any questions or concerns promptly.

3. Respond to inbound inquiries and questions from interested parties including the general public, alumni, employees, and students regarding the purchase, management, and/or issuance of tickets to athletics events.

4. Provide exceptional customer service, ensuring a positive experience for all patrons.

5. Represent the University in a positive and professional manner, both on and off campus.

Record-Keeping, Reporting, & Organization

1. Record and maintain detailed notes and personal notations on customer interactions within the CRM.

2. Record important data related to ticket sales, ticket distribution, revenue forecasting, contact information, etc.

3. Generate reports on ticket sales and client engagement to inform strategic decision-making at the department level.

4. Analyze data to identify trends and opportunities for continual improvement.

Strategic Planning Assistance

1. Assist with researching, planning, and implementation of innovative programs and projects to enhance ticket sales and attendance.

2. Work with other areas of the department, including marketing, communications, facility & event operations, coaching staffs, etc. to develop, plan, and execute both broad and narrow ticketing projects and initiatives.

REQUIRED QUALIFICATIONS:

EDUCATION & EXPERIENCE – Equivalent to a Bachelor’s degree in journalism, communications, marketing or other related field and two (2) years of professional experience in marketing, social media management, communications, public relations or related field.

LICENSES – Possession of a valid driver’s license or the ability to obtain by date of hire.

SKILLS, KNOWLEDGE & ABILITIES (SKA’s) –

• Regular and reliable attendance is required.

• Proficiency in sales techniques and strategies to generate ticket revenue.

• Ability to develop and execute marketing campaigns to promote ticket sales.

• Capacity to network effectively at events and through various outreach methods.

• Thorough understanding of ticket sales processes, including season tickets, group sales, and premium options.

• Knowledge of revenue generation strategies and best practices in the ticketing industry.

• Understanding of public relations principles and techniques to represent the university positively.

• Knowledge of NCAA Division I Athletics

• Ability to use sound judgement when dealing with external and internal constituents.

• Ability to work directly with university management, faculty, and staff to share vision and value of the athletics department.

• Independent performance of analytical duties.

• Ingenuity in determining methods to achieve fundraising goals.

• Innovative and enthusiastic attitude.

• Demonstrated customer service experience requiring a very high level of diplomacy and professionalism.

• Ability to use tact and diplomacy to effectively handle a broad range of high level and sensitive interpersonal situations with diverse personalities, and to respond appropriately to conflicts and problems.

• Ability to initiate, establish, and foster communication and teamwork by maintaining a positive, cooperative, productive work atmosphere in the University with the ability to establish and maintain effective working relationships within a diverse population and with those from various cultural backgrounds.

• Excellent communication skills; ability to effectively communicate information in a clear and understandable manner.

• Thorough knowledge of English grammar, spelling, and punctuation.

• Ability to interpret, communicate and apply policies and procedures.

• Ability to maintain a high degree of confidentiality.

• Excellent organizational and time management skills with the ability to set own priorities to coordinate multiple assignments with fluctuating and time-sensitive deadlines.

• Excellent computer skills and competence with a variety of computer applications including word-processing, spreadsheets, databases, on-line systems, Internet as well as online calendaring and email.

• Working knowledge of or ability to quickly learn University infrastructure.

• Must be willing to travel and attend training programs off-site for occasional professional development.

• Must be able to work occasional holidays and adjust working hours to meet special jobs.  May be called back periodically to perform work as needed on an emergency basis.

PREFERRED QUALIFICATIONS:

• Demonstrated successful work experience in fundraising or sales.

• Experience in Athletics ticket sales or development.

• Demonstrated skills in an institutional/educational environment utilizing a customer-oriented and service-centered attitude.