The Director of Ticketing Strategy & Analytics is responsible for leading the data strategy, analytics, and business intelligence functions for the Ilitch Sports + Entertainment (“IS+E”) ticketing business, comprising both the Detroit Red Wings (NHL) and Detroit Tigers (MLB). The Director will be responsible for driving revenue through pricing and yield management, inventory management, and other key strategies. This position will oversee a team of analysts to support these efforts.
ESSENTIAL JOB FUNCTIONS
Ticketing Strategy & Revenue Generation:
Manage pricing, inventory, and reporting for all ticket products – including season tickets, partial plans, single-game tickets, group sales, and premium areas.
Develop trended/benchmarked key performance metrics that will contribute to the profitable growth of the business.
Utilize dynamic pricing to optimize inventory and models in real-time.
Analyze primary and secondary market sales transactions for use with ticket pricing and inventory management decisions.
Support ticket sales lead strategy, including execution of campaigns, data collection, segmentation, lead scoring and lead distribution in collaboration with the CRM department.
Analyze existing customer databases to create customer segments and lead opportunities.
Manage secondary market distribution partner strategy and relationships.
Perform analysis to assist with strategic planning and business development.
Data Visualizations & Analytical Insights
Drive insightful and actionable business intelligence across the IS+E ticketing business, as well as other key revenue areas.
Build and maintain reports and dashboards to measure, monitor and analyze operational results, efficiency, accuracy, demand, supply, equilibriums, elasticities, and other KPIs.
Establish processes that promote the dissemination, usage and adoption of analytics and research insights across the organization.
Partner with Business Analytics team members to build and maintain predictive models applicable to key initiatives, such as live forecasting, demand, client retention and ticket usage.
Identify and champion new analytics and research opportunities that improve the quality and effectiveness of reporting and insights throughout the organization.
Work closely with Ticket Sales Leadership to develop competitive results-based compensation plans for the various ticket sales teams.
Data Strategy & Transformation
Create an analytics-driven business culture that enables the team to work cross-functionally on key business initiatives and strategies.
Foster data-informed decision making across the organization by understanding and supporting the business objectives of the Red Wings and Tigers ticketing businesses.
Work closely with other Business Analytics team members, key vendors, and IT to acquire and transform data from various businesses and data sources.
Partner with key stakeholders (including sales & service, marketing, finance, and engineering) to meet analytical needs and continuously improve our insight-creation capabilities.
Evaluate new technologies for revenue generating and time/cost savings potential.
Lead a team of analysts that focus on ticketing strategy, revenue generation, reporting, product development and benchmarking, as well as cross-functional projects.
Hire, train, coach, and evaluate performance of direct reports.
Bachelor's Degree required (quantitative discipline preferred). MBA/Master’s degree preferred.
5+ years of experience in sports and entertainment industry in a role focused on data, analytics and/or business strategy; must have ticketing data/system expertise.
Experience managing a team of analysts, with proven success mentoring, guiding, developing, and growing a team.
Deep experience with data analysis and BI tools required.
Data-driven thinker with excellent quantitative skills.
Clear and persuasive communicator of data-driven analyses and data methodologies to all audiences, regardless of level of data comprehension.
Impeccable work ethic and a passion to make a difference.
Experience with modern data warehousing and tools.
Ability to think creatively to leverage data to drive operational excellence.
Ability to quickly establish credibility and rapport with key stakeholders.
Excellent interpersonal skills to facilitate meetings articulating complex concepts.
Ability to work well in a cross-functional matrix management environment with a highly collaborative, team-oriented approach to problem-solving.
Positive, energetic attitude to achieve great things.
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.