What are the responsibilities and job description for the Senior Manager, Business Development position at Miami Marlins?
Position Summary
The Miami Marlins Mission is “To Champion a winning culture with one goal in mind: Sustainable Success.” We cultivate a culture where we are fierce competitors, bold innovators, unwavering teammates, and forward thinkers.
The Senior Manager of Business Development is a full-time leadership position responsible for driving revenue growth through the oversight, development, and performance management of the Business Development Account Executive team and the Membership Sales (Inside Sales) program. This role serves as a player-coach and strategic leader, ensuring both teams consistently meet and exceed sales goals while developing a first-class sales culture and talent pipeline within the organization.
The Senior Manager will be accountable for team performance, sales strategy execution, coaching, recruiting and onboarding for our Membership Sales program, and cross-departmental collaboration, with a strong emphasis on professional development, accountability, and sustainable revenue growth while reporting directly the Vice President, Ticket Sales & Service.
Essential Functions
Leadership & Team Management
• Directly manage and coach Business Development Account Executives and Membership Sales Representatives
• Recruit, onboard, train, and develop sales staff with a focus on long-term career growth
• Establish clear expectations, performance benchmarks, and accountability standards for all team members
• Conduct regular one-on-one meetings, team meetings, call reviews, and performance evaluations
• Foster a competitive, positive, and collaborative sales culture aligned with the Miami Marlins’ values
Sales Strategy & Revenue Generation
• Help to support sales strategy of all sales Membership campaigns with Vice President.
• Lead the execution of sales strategies for both Membership Sales and Business Development teams
• Ensure teams consistently meet or exceed individual and departmental revenue goals
• Analyze sales data, sales pipelines/funnels and performance metrics to identify trends, opportunities, and areas for improvement for both the department and individual reps
• Partner with senior leadership to set sales goals, forecasts, and revenue targets
Coaching & Development
• Actively coach sales techniques including B2B and B2C selling, prospecting, cold calling, appointment setting, presentations, and closing for the Membership Sales and Business Development teams as well as the Ticket Sales and Service department
• Provide real-time feedback through call monitoring, Live sales calls, and appointment observations
• Develop and implement ongoing training and onboarding programs for new hires and tenured staff
• Prepare high-performing team members for advancement within the organization
Operational Excellence
• Oversee daily sales activity standards including outbound calls, leads converted, appointments, and pipeline management
• Ensure accurate and consistent CRM usage across all sales teams – Salesforce experience preferred
• Collaborate with Marketing, Ticket Operations, Service, Group Sales, and Premium teams to optimize the sales process
• Assist in planning and execution of sales events and prospecting events
Qualifications & Requirements
• Results-oriented mindset with a passion for sales, leadership, and talent development
• Proven ticket sales leadership and people-management experience in professional sports
• Ability to motivate, coach, and hold a team accountable to performance standards
• Strong organizational, time-management, communication, and analytical skills
• Comfortable working traditional MLB office hours plus nights, weekends, and events, and holidays as needed
• Strong presentation skills with the ability to coach others on face-to-face selling
• Proficient in CRM systems and Microsoft Office (ProVenue, Salesforce, Tableau experience a plus)
Suggested Education & Experience Guidelines
• Bachelor’s degree from an accredited college or university
• Minimum of 2–4 years of successful ticket sales management experience in professional sports
• Demonstrated history of meeting or exceeding revenue goals as both an individual sales contributor and manager
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.
The Miami Marlins Mission is “To Champion a winning culture with one goal in mind: Sustainable Success.” We cultivate a culture where we are fierce competitors, bold innovators, unwavering teammates, and forward thinkers.
The Senior Manager of Business Development is a full-time leadership position responsible for driving revenue growth through the oversight, development, and performance management of the Business Development Account Executive team and the Membership Sales (Inside Sales) program. This role serves as a player-coach and strategic leader, ensuring both teams consistently meet and exceed sales goals while developing a first-class sales culture and talent pipeline within the organization.
The Senior Manager will be accountable for team performance, sales strategy execution, coaching, recruiting and onboarding for our Membership Sales program, and cross-departmental collaboration, with a strong emphasis on professional development, accountability, and sustainable revenue growth while reporting directly the Vice President, Ticket Sales & Service.
Essential Functions
Leadership & Team Management
• Directly manage and coach Business Development Account Executives and Membership Sales Representatives
• Recruit, onboard, train, and develop sales staff with a focus on long-term career growth
• Establish clear expectations, performance benchmarks, and accountability standards for all team members
• Conduct regular one-on-one meetings, team meetings, call reviews, and performance evaluations
• Foster a competitive, positive, and collaborative sales culture aligned with the Miami Marlins’ values
Sales Strategy & Revenue Generation
• Help to support sales strategy of all sales Membership campaigns with Vice President.
• Lead the execution of sales strategies for both Membership Sales and Business Development teams
• Ensure teams consistently meet or exceed individual and departmental revenue goals
• Analyze sales data, sales pipelines/funnels and performance metrics to identify trends, opportunities, and areas for improvement for both the department and individual reps
• Partner with senior leadership to set sales goals, forecasts, and revenue targets
Coaching & Development
• Actively coach sales techniques including B2B and B2C selling, prospecting, cold calling, appointment setting, presentations, and closing for the Membership Sales and Business Development teams as well as the Ticket Sales and Service department
• Provide real-time feedback through call monitoring, Live sales calls, and appointment observations
• Develop and implement ongoing training and onboarding programs for new hires and tenured staff
• Prepare high-performing team members for advancement within the organization
Operational Excellence
• Oversee daily sales activity standards including outbound calls, leads converted, appointments, and pipeline management
• Ensure accurate and consistent CRM usage across all sales teams – Salesforce experience preferred
• Collaborate with Marketing, Ticket Operations, Service, Group Sales, and Premium teams to optimize the sales process
• Assist in planning and execution of sales events and prospecting events
Qualifications & Requirements
• Results-oriented mindset with a passion for sales, leadership, and talent development
• Proven ticket sales leadership and people-management experience in professional sports
• Ability to motivate, coach, and hold a team accountable to performance standards
• Strong organizational, time-management, communication, and analytical skills
• Comfortable working traditional MLB office hours plus nights, weekends, and events, and holidays as needed
• Strong presentation skills with the ability to coach others on face-to-face selling
• Proficient in CRM systems and Microsoft Office (ProVenue, Salesforce, Tableau experience a plus)
Suggested Education & Experience Guidelines
• Bachelor’s degree from an accredited college or university
• Minimum of 2–4 years of successful ticket sales management experience in professional sports
• Demonstrated history of meeting or exceeding revenue goals as both an individual sales contributor and manager
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.