Vice President of Premium & Group Sales

Description

POSITION SUMMARY:

The Vice President of Premium & Group Sales is responsible for leading the strategic vision, revenue generation, and day-to-day leadership of all new business for Premium and Group Sales efforts for the Utah Jazz, Utah Mammoth, and the Delta Center. This role oversees the development and execution of sales strategies across premium inventory, group ticketing, hospitality products, contracted lease spaces, and revenue-generating experiences throughout Delta Center and related events.

Reporting to the Senior Vice President of Ticket & Premium Sales, this position serves as a senior sales leader focused on new business development and premium and group revenue generation. The Vice President will build and lead a high-performing sales culture, develop innovative hospitality and group products, maximize premium inventory utilization, and drive collaboration across departments to create meaningful fan experiences and sustained revenue growth.

This leader will directly oversee the Director of Premium Sales and Director of Group Sales while providing strategic direction and leadership across all Premium and Group Sales teams of Account Executives.

DUTIES & RESPONSIBILITIES:

Leadership & Team Development

• Lead, develop, and inspire a high-performing Premium and Group Sales organization across the Utah Jazz and Utah Mammoth.
• Directly manage and mentor the Director of Premium Sales and Director of Group Sales while establishing clear expectations, accountability, and professional development plans.
• Foster a competitive, collaborative, and performance-driven culture centered on preparation, innovation, accountability, and excellence.
• Recruit, train, and retain top sales leadership and talent while creating meaningful development pathways for sales representatives and future leaders.
• Maintain department-wide standards for sales activity, pipeline management, prospecting, and performance measurement.
• Promote a culture focused on continuous improvement, professional growth, teamwork, and results.

Sales Strategy & Revenue Generation

Lead all new business Premium and Group Sales strategy and execution across:

• Contracted Lease Spaces
• Suite Rentals
• Club Inventory
• Courtside and Glass Seat Package Sales
• Delta Center Concert and Event Premium Sales
• Future Premium Inventory and Hospitality Spaces resulting from Delta Center renovation initiatives
• Group Ticket Sales
• Group Experiences
• Group Hospitality Spaces, including Teebox Lounge, Skyboxes, Gondolas, and related inventory
• Group Theme Nights and Specialty Packages
• Group and Event-Based Revenue Opportunities

• Develop and execute annual and long-term Premium and Group Sales business plans aligned with organizational revenue objectives.
• Establish sales goals and performance benchmarks across all Premium and Group inventory categories.
• Partner closely with Finance to support departmental financial planning, annual budgeting, revenue forecasting, and the development of Premium and Group sales goals and performance targets.
• Drive outbound prospecting strategy and lead generation efforts to maximize pipeline development and conversion.
• Monitor and evaluate sales performance metrics, pacing, and forecasting to ensure revenue targets are achieved or exceeded.
• Identify new market opportunities, customer segments, and revenue growth initiatives.
• Benchmark industry trends and best practices to create innovative hospitality, premium, and group products and sales strategies.
• Collaborate with leadership to develop scalable sales processes and repeatable best practices across both Premium and Group Sales teams.
• Utilize CRM, sales technology, and reporting tools to improve efficiency, accountability, and sales effectiveness.

Product Development & Cross-Functional Collaboration

• Partner closely with Marketing to align lead generation, campaign strategy, messaging, and demand generation efforts.
• Collaborate with Revenue Strategy teams on pricing recommendations, premium inventory utilization, and product positioning.
• Work alongside Client Experience teams to ensure strong organizational alignment and a seamless customer journey.
• Coordinate with Corporate Partnerships to identify strategic hospitality and integrated business opportunities.
• Partner with Arena Events teams to support premium and group revenue opportunities tied to concerts, special events, and non-game-day programming.
• Collaborate with Ticket Operations to ensure accurate inventory management, product setup, and sales execution.
• Assist in the development, packaging, and launch of new premium and hospitality products, experiences, and revenue-generating spaces associated with Delta Center renovations and future organizational initiatives.
• Serve as a collaborative business partner across departments to ensure Premium and Group Sales strategy aligns with broader organizational priorities.
• Partner collaboratively with fellow sales leadership to develop coordinated go-to-market strategies, optimize organizational inventory utilization, and maximize total revenue generation across the Utah Jazz and Utah Mammoth.

Strategic Leadership

• Provide regular reporting, forecasting, and strategic recommendations to senior leadership.
• Lead planning and execution surrounding major sales campaigns, premium launches, and organizational initiatives.
• Maintain strong awareness of sports and entertainment business trends, hospitality innovation, fan behavior, and competitive market dynamics.
• Evaluate premium inventory utilization and group sales performance to maximize revenue yield and long-term business growth.
• Help shape departmental priorities, organizational planning, and future revenue strategy initiatives.
• Represent the organization professionally at games, concerts, events, and industry functions as needed.

QUALIFICATIONS:

• Bachelor’s Degree or equivalent professional experience preferred.
• 8+ years of progressive leadership experience in Premium Sales, Group Sales, Ticket Sales, hospitality, sports, entertainment, or live events preferred.
• Proven success leading high-performing sales teams and achieving significant revenue growth.
• Demonstrated expertise in premium inventory strategy, hospitality product development, new business generation, forecasting, and sales leadership.
• Strong leadership, communication, presentation, and organizational skills.
• Experience working cross-functionally with marketing, revenue strategy, partnerships, operations, and finance teams.
• Proficiency with CRM systems, ticketing platforms, and sales reporting tools.
• Ability to thrive in a fast-paced and evolving environment while managing multiple priorities.

PHYSICAL DEMANDS: 

• This person must be able to communicate and express themselves both written and verbally.
• This person must be able to observe, inspect, estimate, and assess.
• This person must be able to sit, stand, bend, walk, and climb stairs for long periods of time.
• This person must be able to lift 20 lbs.

Smith Entertainment Group provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.

Note: The need may arise to revise, supplement, or rescind portions of this job description, and Smith Entertainment Group reserves the right to do so at any time. Employees shall be required to meet the qualifications and perform the duties of any revised job description.