Account Executive - Ticket Sales

SALES SPEC 1 (007081)

UCPath Position ID: MI-DPT374500-JC007081-PD168834

Position Description History/Status

For Reference ONLY - PeopleAdmin JA Number:

1103225

Approved Date:

6/25/2024 11:05:02 AM

Date Last Edited:

6/25/2024 11:04:59 AM

Last Action Effective Date:

7/19/2021

Organization Details

Business Unit (Location):

LACMP

Organization Code:

6000O

Organization:

INTERCOLLEGIATE ATHLETICS              

Division Code:

5501D

Division:

INTERCOLLEGIATE ATHLETICS              

Department:

374500 - INTERCOLLEGIATE ATHLETICS

Position Details

UCPath Position Number:

MI-DPT374500-JC007081-PD168834

Position Description ID

168834

UC Payroll Title:

SALES SPEC 1 (007081)

Business Title:

Account Executive - Ticket Sales

Personnel Program

Professional and Support Staff (PSS)

Salary Grade:

Grade 16

Job Code FLSA:

Non-Exempt

Union Code (Collective Bargaining Unit):

99: Non-Represented (PPSM)

Employee Relations Code:

E: All Others - Not Confidential

Employee Class (Appt Type):

1 - Staff: Contract

Full-Time Equivalent (FTE)

1

SUPERVISION

UCPath Reports to Position Number:

40045233

Reports to Payroll Title:

SALES SPEC 3

UCPath Department Head Position Number:

40713754

Department Head Payroll Title:

ATH MGR 4 PAC12

CLOSE SUPERVISION - Indicates that the incumbent is assigned duties according to specific procedures. Work is checked frequently, and in addition there may be formal training.

POSITION SUMMARY

Under the direct supervision of the Director of Ticket Sales, the Account Executive – Ticket Sales will sell Football and Men's Basketball season tickets, mini plans, group and individual game tickets.  Incumbent will increase ticket sales revenue by maintaining an appropriate call volume to achieve and exceed weekly, monthly and annual sales goals as set by management. These outbound calls will be in conjunction with and to drive face-to face arena/stadium tours on campus to close ticket sales.  Phone and in person efforts will be the main focus of efforts however email marketing and text messaging may be used as necessary.  Incumbent will work all home games as needed, performing various ticket sales and service duties, coordinating and service group ticket events along with prospecting for new sales throughout games and events.

Ticket Sales

 • Sell Football and Men’s Basketball season tickets, mini plans, group and individual game tickets through relationship based selling.

 • Increase new ticket sales and renewal rates by maintaining an appropriate call volume and talk time to achieve and exceed annual sales goals as set by management.  Phone calls will be used to both sell tickets and drive in person face to face appointments at UCLA’s athletic venues to then close sales.  Phone and face to face venue/seating tours efforts be supplemented with direct email and text messages when applicable. 

 • Coordinate Group Ticket Events with various B2C and B2B organizations in the Greater Los Angeles area.  Using a think big approach, actively seek new group ticket lead sources in typical and new verticals.  Renew, upsell and service exist

30%

Ticket Sales

 • Renew, upsell and service existing group ticket client accounts to achieving set revenue and attendance goals.  New and Renewal Group Ticket sales will take place by implementing sales and service best practices, prospecting, networking at outside events, lead generation, through data capture, and personal database management.

 • Call current and past customers, cold-call new self-prospected B2C and B2B leads, and contact area businesses and individuals via in-person appointments and networking events to generate sales.

 • Effectively represent the UCLA brand over the phone, in-person and electronically. 

30%

Ticket Sales

 • Build superior relationships and develop trust with prospective and current clients to understand the why behind each person/organization’s interest in UCLA Athletics so that the best fit can be found for long term, multi-year purchases and renewals. 

Collect, regularly update with copious notes, analyze, and utilize fan database using both Ticket Software (Paciolan) and Customer Relations Management System (Salesforce) that drive direct sales and outbound telemarketing efforts.

 • Prospect new clients and prospective customers utilizing game days and other networking events.

 • Act proactively to create opportunities for new business with existing customers by asking for referrals, cross selling, add ons, and upgrades.

25%

Game Day Responsibilities

Work all home games and Department Events as needed, performing various ticket sales and service duties, fulfilling events, servicing groups, and prospecting new sales throughout the game/event.

10%

Rules Compliance

• Comply with all Federal, State, University and Department requirements established pursuant to Title IX, including the mandatory reporting requirements for a “Responsible Employee.”

 • The DIA is governed by the NCAA, BIG10 and University of California.  The incumbent is required to comply with the applicable rules, regulations and policies of those organizations.

    ◦ Review and retain all rules compliance disseminated by the DIA Compliance office.

    ◦ Report all NCAA/BIG10 violations.

    ◦ Sign the annual NCAA Certification of Compliance form.

    ◦ Complete the Athletically Related Income form annually.

    ◦ Comply with California State Child Abuse & Neglect Reporting Act (CANRA) Law and adhere to mandatory reporting guidelines.

5%

•

Performs other duties as assigned.

•

Complies with all policies and standards.

•

Complies with the University of California, Los Angeles (UCLA) Principles of Community.

•

This position description is not intended to be a complete list of all responsibilities, duties or skills required for the job and is subject to review and change at any time, with or without notice, in accordance with the needs of the organization.

QUALIFICATIONS

Bachelor’s Degree or equivalent work experience required.

Required

Previous successful experience selling tickets for a professional and/or college sports program is preferred.

Preferred

An understanding of how various verticals within a college or professional sports organization compliment and help one another achieve goals.

Preferred

Previous experience as a collegiate athlete is helpful, but not necessary.

Preferred

Experience working with ticketing software (Paciolan/Fevo) is preferred, but not required.

Preferred

Working knowledge and experience of men’s and women’s athletic events and procedures is preferred.

Preferred

A strong desire to grow a career in revenue generation within the sports industry.

Required

Ability to bring a positive attitude, intrinsic motivation and coach ability each day.

Required

Proven track record in sales and building quality relationships, friendly and professional telephone manner and cold calling.

Required

Ability to create and grow solid relationships and work cooperatively with fellow Account Executives and staff from other departments in pursuit of individual, team, and department wide goals.

Required

Ability meet sales goals and deadlines.

Required

Excellent written, verbal, listening and presentation skills.

Required

Demonstrated organizational skills and ability to work under time constraints and with conflicting deadlines, frequent interruptions and distractions.

Required

Ability to maintain a flexible work schedule, with the ability to work irregular hours, including nights and weekends. 

Required

Skill in interacting effectively with coaches, student-athletes, parents, administrators, staff, vendors and the general public. Excellent interpersonal skills and ability to build effective relationships.

Required

Computer proficiency in Microsoft Word, Microsoft Excel, Microsoft Outlook, Salesforce and Adobe programs.

Required

Comfort in using and willingness to learn new technologies to meet the evolving marketplace.

Required

Demonstrated knowledge of and ability to comply with University, Pacific-12 Conference and NCAA rules and regulations.

Required

SPECIAL REQUIREMENTS AND/OR CONDITIONS OF EMPLOYMENT

Background Check: Continued employment is contingent upon the completion of a satisfactory background investigation.

Live Scan Background Check: A Live Scan background check must be completed prior to the start of employment.

CANRA: The position is designated as a mandatory reporter under CANRA. The employee must sign the "Statement Acknowledging Requirement to Report Child Abuse".

LOCATION AND PHYSICAL, ENVIRONMENTAL, MENTAL (PEM) REQUIREMENTS

Environment and Work Location Information

Environment Type:

Non-Clinical Setting

Location Setting:

Campus

Location:

JD Morgan Center. Los Angeles, CA 90095

Standing/Walking

X

X

Sitting

X

X

Bending/Stooping

X

Squatting/Kneeling

X

Climbing

X

Lifting/Carrying/Push/Pull 0-25 lbs

X

X

Lifting/Carrying/Push/Pull 26-50 lbs

X

Lifting/Carrying/Push/Pull over 50 lbs

X

Physical requirements other

X

Chemicals, dust, gases, or fumes

X

Loud noise levels

X

X

Marked changes in humidity or temperature

X

Microwave/Radiation

X

Operating motor vehicles and/or equipment

X

Exposures other

X

Sustained attention and concentration

X

X

Complex problem solving/reasoning

X

X

Ability to organize & prioritize

X

X

Communication skills

X

X

Numerical skills

X

X

Mental demands other

X

X

Classification 3:  Position in which exposure to blood, body fluids or tissues is not part of the position description. The normal routine task involves no exposure to blood, body fluids or tissues and the employee can decline to perform tasks which involve a perceived risk without retribution.