Target Resource Group
Woodland Park, CO
www.trgarts.com
Contact: Samantha Tanton
Tel: 719-686-0165
E-Mail: STanton@trgarts.com
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Associate Consultant — Sales Management
Duration: Full-time
Date Posted: 9/17/2008
Reports to: Vice President for Consulting Services
Position Description: Target Resource Group (TRG), North America’s largest marketing consulting firm in the arts community is seeking this unique position of Associate Consultant. The Associate Consultant will be a specialist in the area of Sales Management, developing and providing counsel in revenue-generating sales operations for client organizations in the U.S. and Canada.
Major Responsibilities:
- Provide on- and/or off-site review and written assessment of every new clients’ sales operations according to TRG’s best industry practices and the prevailing TRG audit system and procedures.
- Review in detail major components of best-practice sales operations, including:
- Strategic sales programs of client’s box office;
- Ticketing and telephone systems capabilities and effective use by staff;
- Staffing size, specific needs for improvement, incentive compensation programs for customer service representatives;
- Staff facility with and usage of demand-based pricing;
- Systems and procedures for cash/ticket accountability;
- Clients’ current methods and practices in inventory management, including comp ticket distribution, hold policies, subscriber seating priorities, and house dressing;
- Clients’ capabilities for patron contact collection and data entry;
- Sales reporting capabilities and effectiveness.
- Identify ticket office revenue opportunities and challenges to exploiting those opportunities.
- Develop plans, based on TRG’s best practice models, to optimize and improve client’s current sales operations.
- As part of the consulting team, counsel clients in person and over the telephone on problem-solving and ongoing practices in:
- Ticketing system use and optimization,
- Patron relations and communications,
- Inventory management,
- Staff organization, development and incentives.
- Provide training, as determined by the clients’ lead consultant, on sales technique, reporting, inventory management or house set-up.
- Fulfill the terms of sales operations-specific TRG contracts with clients, including assessment, findings and recommendations, and/or sales training.
- Serve as one of TRG’s resident experts on major ticketing systems, including Tessitura, TicketMaster, ProVenue and Patron Edge, including:
- Set-up for subscription and single ticket sales,
- Price coding development for maximum flexibility,
- Fill pattern manipulation,
- Patron data input and coding for efficient retrieval of contact information (lists) and sales history information (reports).
- Document every patron contact in a written audit interview report, contact report or contact e-mail.
Position Qualifications:
- Ten or more years experience managing ticket office operations for subscription-based organizations.
- Mastery through use and/or training on the major ticketing systems in use today, including Tessitura, TicketMaster, PatronEdge and ProVenue.
- Ten or more years experience selling, managing and motivating sales representatives.
- Proven record of integrity in ticket office financial operations, including cash management, reporting and reconciliation.
- Experience with managing or providing subscription and group sales services, plus good working knowledge of outsourced or in-house telemarketing operations.
- Demonstrated ability to resolve patron issues and retain their good will toward the organization.
- Excellent verbal and written communications skills.
- Willing and able to travel four to 12 days per month.
To Apply: E-mail all materials to Samantha Tanton at STanton@trgarts.com.
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