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Senior Manager, Group Sales

Sporting JAX
2 hours ago
Full-time
On-site
Jacksonville, Florida, United States
Department: Ticket Sales & Service
Reports To: Vice President of Ticket Sales & Service
Location: Jacksonville, FL

Position Overview
Sporting JAX is seeking a strategic, results-driven Senior Manager, Group Sales to lead the club's group ticket sales strategy, execution, and growth initiatives across all Sporting JAX ticketed events.
The Senior Manager, Group Sales serves as the department's lead resource for group sales strategy, program development, forecasting, training, and execution while maintaining responsibility for personal group sales production and supporting overall team group sales performance.
This role is responsible for developing and executing comprehensive group sales programs that generate revenue, increase attendance, strengthen community engagement, and create long-term organizational relationships throughout Northeast Florida. The Senior Manager, Group Sales will serve as the department's subject matter expert on group sales and will work closely with Account Executives, Ticket Operations, Marketing, Community Relations, Corporate Partnerships, and executive leadership to maximize group ticket sales performance.
This position combines direct selling responsibilities with leadership, coaching, program development, and execution oversight. The ideal candidate is a highly organized sales professional with strong business development skills, proven group sales experience, and the ability to create scalable programs that drive meaningful revenue growth.
Key Responsibilities
  • Develop and execute the overall group sales strategy for Sporting JAX ticketed events, including USL Championship and Gainbridge Super League matches.
  • Lead efforts to achieve annual group ticket sales goals established by Ticket Sales & Service leadership.
  • Serve as the department's primary resource for group sales strategy, best practices, training, and account development.
  • Prospect, cultivate, negotiate, close, and service high-value group accounts across corporate, youth sports, schools, nonprofits, faith-based organizations, military groups, civic organizations, and community partners.
  • Create, implement, and manage group sales campaigns, theme nights, ticket programs, and community initiatives designed to drive attendance and revenue.
  • Lead the group sales strategy and execution plan for theme nights, community initiatives, and other attendance-driving events.
  • Develop repeatable group sales programs, sales tools, presentation materials, and best practices that can be leveraged across the Ticket Sales & Service department.
  • Identify new revenue opportunities and innovative group sales concepts that align with organizational goals.
  • Support Account Executives on group sales opportunities, including prospecting strategies, proposal development, pricing discussions, negotiations, and account servicing.
  • Conduct group-focused coaching sessions and training programs to improve group sales effectiveness across the department.
  • Participate in group sales pipeline reviews and provide recommendations to improve conversion rates, prospecting effectiveness, and account development.
  • Collaborate with Ticket Operations to ensure accurate group order processing, seating fulfillment, inventory management, ticket distribution, and fan experience execution.
  • Partner with Ticket Operations and Ticket Sales & Service leadership to develop and manage group inventory strategy, seating allocations, experience inventory, and group ticket pricing recommendations.
  • Coordinate with Marketing, Community Relations, Corporate Partnerships, Operations, and Game Presentation to support group sales initiatives and matchday experiences.
  • Oversee the successful execution of group-related matchday experiences, recognition elements, hospitality programs, and group fulfillment initiatives.
  • Maintain accurate and timely records of all prospecting activity, account communication, proposals, closed sales, and account notes within the CRM.
  • Analyze group sales performance, identify trends, and provide recommendations to Ticket Sales & Service leadership.
  • Develop and maintain group sales forecasts, pacing reports, pipeline analysis, and revenue projections for Ticket Sales & Service leadership.
  • Track performance against established group ticket sales goals and provide recommendations to improve pacing and overall results.
  • Attend all required home matches, group events, sales activations, community appearances, and organizational events.
  • Represent Sporting JAX professionally within the community and at networking events, business functions, youth sports events, and other assigned activities.
  • Develop and maintain strategic relationships with key community organizations, youth sports leaders, business groups, schools, and nonprofit organizations throughout Northeast Florida.
  • Follow and help enforce all approved pricing structures, promotional guidelines, offer governance procedures, and ticket sales policies.
  • Participate in the interview process and provide hiring recommendations for Ticket Sales & Service positions as requested by leadership.
  • Perform other duties assigned by Ticket Sales & Service leadership.
Qualifications
  • Minimum of three years of professional experience in ticket sales, group sales, sports business, business development, account management, or a related field preferred.
  • Two or more years of experience generating group ticket revenue, managing group sales programs, or leading group sales initiatives preferred.
  • Prior experience generating and managing group ticket sales revenue is strongly preferred.
  • Experience developing sales programs, managing complex accounts, and executing revenue-generating initiatives preferred.
  • Bachelor’s degree in Sports Management, Business, Marketing, Communications, or a related field preferred but not required.
  • Strong leadership, communication, and relationship-building skills.
  • Demonstrated ability to prospect, negotiate, and close new business opportunities.
  • Ability to coach and develop sales professionals while maintaining personal sales production.
  • Ability to analyze sales performance data, forecast results, and develop strategic recommendations based on business trends.
  • Strong organizational and project management skills with the ability to manage multiple initiatives simultaneously.
  • Excellent written and verbal communication skills.
  • High level of professionalism, accountability, integrity, and attention to detail.
  • Ability to work independently while contributing to a collaborative team environment.
  • Proficiency with HubSpot, SeatGeek, Project Admission, Microsoft Office, Google Workspace, or similar business tools preferred.
  • Knowledge of soccer, sports business, live events, ticket sales operations, and the Jacksonville market is a plus.
Work Schedule and Expectations
  • This is a full-time, in-office position based in Jacksonville, FL.
  • Standard business hours are generally Monday through Friday, but the sports and entertainment business requires flexibility based on match schedules, events, sales opportunities, and organizational needs.
  • Attendance is required for Sporting JAX home matches, assigned events, sales activations, community appearances, and meetings unless otherwise approved by the Vice President of Ticket Sales & Service.
  • Evening, weekend, and holiday work will be required based on the club’s schedule.
About Sporting JAX
Sporting JAX is Jacksonville’s professional soccer club, building a year-round soccer platform through its men’s and women’s teams, community programming, and matchday experiences. The club is committed to growing the game in Northeast Florida, creating a strong connection with the Jacksonville community, and delivering a professional sports experience that reflects the energy and ambition of the region.
We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, national origin, sex, sexual orientation, age, disability, gender identity, marital or veteran status, or any other protected class.