What are the responsibilities and job description for the Group & Ticket Sales Manager position at Richmond Flying Squirrels?
ABOUT THE COMPANY:
The Richmond Flying Squirrels, Double-A Eastern League affiliate of the San Francisco Giants, have established themselves as one of the most recognizable brands in Minor League Baseball since their inaugural season in 2010. Guided by three pillars – be different, be impactful and have FUNN – the organization has ingrained itself in Central Virginia, annually reaching more than 10,000 students through the club's education programs while making 400-plus community appearances. Additionally, the team has renovated multiple youth baseball and softball fields across the city and awarded numerous scholarships through its 501(c)(3) nonprofit, Flying Squirrels Charities. The Flying Squirrels consistently rank among the top-drawing teams in MiLB having led all 30 Double-A teams in total and average attendance each of the past three seasons.
The Richmond Flying Squirrels, Double-A Eastern League affiliate of the San Francisco Giants, have established themselves as one of the most recognizable brands in Minor League Baseball since their inaugural season in 2010. Guided by three pillars – be different, be impactful and have FUNN – the organization has ingrained itself in Central Virginia, annually reaching more than 10,000 students through the club's education programs while making 400-plus community appearances. Additionally, the team has renovated multiple youth baseball and softball fields across the city and awarded numerous scholarships through its 501(c)(3) nonprofit, Flying Squirrels Charities. The Flying Squirrels consistently rank among the top-drawing teams in MiLB having led all 30 Double-A teams in total and average attendance each of the past three seasons.
JOB SUMMARY:
The Richmond Flying Squirrels are seeking a high-performing, results-oriented sales professional to join our team as a Group & Ticket Sales Manager. This role is designed for a proven seller who thrives in a competitive, fast-paced environment and is motivated by revenue growth, relationship management, and delivering premium fan experiences.
The Richmond Flying Squirrels are seeking a high-performing, results-oriented sales professional to join our team as a Group & Ticket Sales Manager. This role is designed for a proven seller who thrives in a competitive, fast-paced environment and is motivated by revenue growth, relationship management, and delivering premium fan experiences.
This individual will be responsible for driving new business and growing existing accounts across group outings, hospitality packages, and season ticket memberships. The ideal candidate brings a strategic sales mindset, strong closing ability, and a track record of exceeding goals while cultivating long-term client partnerships. This role plays a critical part in maximizing revenue and enhancing the fan experience at CarMax Park.
RESPONSIBILITIES / ESSENTIAL FUNCTIONS:
- Drive revenue growth through the proactive sale of group tickets, and full and partial season ticket memberships via outbound prospecting, networking, referrals, and targeted campaigns.
- Own the full sales cycle- from lead generation and needs analysis to proposal development, negotiation, and closing- while delivering a consultative, solutions-based sales approach.
- Consistently meet or exceed established weekly, monthly, and annual revenue goals across all ticketing products.
- Develop and execute strategic account plans to grow existing client relationships, increase retention, and maximize lifetime value.
- Actively engage clients and prospects during home games and events to strengthen relationships, uncover upsell opportunities, and deliver a best-in-class customer experience.
- Collaborate cross-functionally with Hospitality, Marketing, and Operations teams to execute seamless and high-quality group experiences.
- Leverage data and CRM insights to manage pipeline activity, forecast revenue, and inform sales strategy; maintain accurate and timely records.
- Utilize ticketing platforms to manage inventory, process transactions, and support client needs.
- Contribute to the development and execution of innovative sales initiatives tied to theme nights, promotions, and special events.
- Serve as a leader within the sales team by modeling best practices, sharing insights, and contributing to a high-performance culture.
QUALIFICATIONS:
- 3–5 years of proven success in ticket sales, sports sales, or a comparable revenue-generating role, with a consistent track record of meeting or exceeding sales targets.
- Demonstrated ability to sell across multiple product lines, including premium inventory and/or season ticket memberships.
- Strong closing skills with a consultative sales approach and the ability to build and maintain long-term client relationships.
- Highly motivated, competitive, and results-driven, with the ability to operate both independently and collaboratively.
- Excellent communication, presentation, and interpersonal skills, with a strong focus on customer experience.
- Exceptional organizational and time management skills, with the ability to manage a robust pipeline and multiple priorities simultaneously.
- Experience with CRM systems ticketing platforms preferred.
- Flexibility to work evenings, weekends, and game days as required.
PHYSICAL DEMANDS AND WORK ENVIRONMENT:
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this position. Reasonable accommodation may be made to enable individuals with disabilities to perform the functions.
While performing the duties of this position, the employee is constantly required to stand, walk, climb stairs, speak, and hear/listen. The employee is frequently required to sit. They are occasionally required to lift, carry, push, pull, handle, grasp, and employ eye/hand/foot coordination. The position requires constant light or moderate work and occasionally work that requires heavy physical effort. The position is occasionally exposed to extreme heat and humidity and frequent elevated noise levels.
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.