Jim Willits
Hinsdale,IL
Summary
Versatile executive with a proven 25-year track record in overseeing and managing sales, service, data, and marketing operations to successfully meet business objectives. Strong expertise in budget administration, business development, and key decision making. Disciplined and forward-thinking manager with excellent communication and team-building skills. Extensive experience in recruiting, hiring, and training sales, marketing, and service team members.
Overview
27
27
years of professional experience
Work History
Vice President of Sales and Service
Chicago White Sox
01.2017 - 06.2024
- Led executive leadership team in driving business growth and revenue across various key areas including tickets, premium experiences, hospitality, sponsorships, and food and beverage.
- Supervised Director of Ticket Sales, Director of Group Sales, Director of Customer Service and Retention, Ticket Sales Coordinator, and 5 department managers along with a team of over 50 ticket and premium sales reps.
- Generated $93M in revenue by marketing and selling season, group, and premium tickets
- Increased overall ticket revenue to $93m within 5 years
- Increased overall FSE by 9,500 FSE's - from 6,500 to 16,000 within a span of 5 years
- Achieved 94% ticket renewal rate, surpassing all previous records in the organization's history
- Generated annual revenue growth of 11.6M consistently over the past 5 years
- Established and managed revenue projections and operating budgets.
- Implemented effective tactics to enhance revenue by establishing strong client connections through all ticket channels.
- Developed and implemented innovative marketing strategies, product offerings, and customer engagement initiatives to drive repeat business and increase new client acquisition
- Maximized revenue by implementing dynamic pricing strategies for ticket and premium inventory
- Optimized sales strategies by utilizing CRM systems, analytics tools, and data-driven decision-making for pricing analysis and directing marketing efforts across multiple channels.
- Executed effective marketing and sales campaigns across multiple revenue channels and business lines.
- Engaged with clients to establish strong connections, leading to increased sales and renewals
- Restructured premium seating pricing and packages to enhance customer experience.
- Engaged directly with Sponsorship Sales Department to enhance client entertainment, development, and new business acquisition.
Executive Vice President of Sales
Florida Panthers/Sunrise Sports and Entertainment
01.2015 - 01.2017
- Led the Executive Leadership Group for Sunrise Sports and Entertainment, responsible for overseeing business and revenue generation for The Florida Panthers and BB&T Center. Managed multiple departments, including Tickets, Premium, Hospitality, and Corporate Partnerships for Panthers games as well as concerts and family shows.
- Directly responsible for supervision of; Director of Ticket Sales, Director of Premium Seating, Director of Group Sales, Director of Customer Service, Senior Director of Ticket Operations, Direct Marketing Manager, Senior Manager of Reporting and Analytics, Business Analytic Managers, Ticket Sales Coordinator, and 50+ ticket and premium sales reps
- Generated $40M in revenue through marketing and sales of season, group, and premium tickets during 2015-2016
- Increased Panthers overall attendance average from 11,271 (2014-15) to 15,384 (2015-16), achieving a 36% increase in just one year
- Achieved a 200% increase in overall FSE, raising it from 2500 to 7500 within the first year.
- Achieved a 93% ticket renewal rate, surpassing the organization's previous record for overall renewal percentage (including bowl and premium) during the 2015-16 season.
- Established and managed revenue projections and operating budgets.
- Utilized strategies to enhance revenue by creating strong client relationships across various ticket channels.
- Designed and executed a wide range of products, benefits, events, and touchpoints to drive renewals and boost new sales
- Maximized revenue by implementing dynamic pricing strategies for ticket and premium inventory across multiple campaigns, including Panthers games, shows, and events.
- Implemented CRM, analytics and data-driven decisions to optimize sales leads, pricing and direct marketing campaigns as well as social media efforts.
- Implemented successful campaigns to boost ticket sales for different seating categories including season, group, and premium
- Led a two-day at-capacity event for the 2015 NHL Draft
- Sold 10 new business suites for the 2016 season and beyond, achieving record-breaking sales.
- Revamped premium seating division and corresponding agreements with enhanced benefits
- Set concert and show prices for premium inventory
- Engaged directly with the Sponsorship Sales Department to improve client entertainment, foster development, and drive new business acquisition.
- Coordinated ticket on-sale campaigns, pricing, and Premium Seating with VP of Booking.
- Collaborated with Panthers and BB&T Center departments including Finance, Human Resources, Marketing, Community Relations, New Media and Fan Development.
- Trained and mentored Sales, Service, and Management teams in marketing & sales techniques
- Restructured Ticket Operations Department staffing structure
- Successfully propelled NHL attendance rankings up six places, going from 30th (2014-15) to 24th (2015-16).
Vice President of Sales
Point Streak Sports Technologies
01.2014 - 01.2015
- Supervised sales and retention staff, sales coordinators, and marketing managers
- Provided remote and on-site training and coaching to sales team and managers.
- Forecasted sales results, managed expenses, participated in business unit monthly calls
- Managed marketing, sales, and support staff in Canada and United States offices.
Vice President of Sales
Comcast-Spectacor/Philadelphia Flyers
01.2005 - 01.2013
- Managed diverse portfolio including concerts, family shows, indoor lacrosse (Wings), 76's, food/beverage/merchandise sales, Cadillac Grille Memberships, Global Spectrum venues, Xfinity Live Entertainment complex, Flyers Skate Zones and parking operations.
- Led team comprising New Media Manager, Fan Development Manager, Director of Ticket Sales ,Director of Retention ,Direct Marketing Coordinator, Ticket sales coordinator as well as thirty new business and retention sales reps.
- Oversaw revenue generation of $60M by successfully marketing and selling season, group, and premium tickets in 2011-12.
- Oversaw sales of $376M in ticket and premium seating revenue during 2005-2012 seasons
- Maintained sold-out streak for 90 consecutive regular season and playoff games by attracting 2,093,226 fans since November 18, 2010 match versus Tampa Bay.
- Collaborated with Sponsorship Sales Department to enhance client entertainment, develop new business and acquire customers.
- Implemented CRM systems and utilized analytical tools to make informed decisions regarding sales leads, pricing strategies, and direct marketing campaigns in close collaboration with Technology Solutions Department.
- Implemented effective campaigns to maximize ticket sales across multiple channels.
- Managed establishment and operations of Media Department for Philadelphiaflyers.com.
- Attained number two spot for U.S. attendance in 2011-12.
- Guided team to impressive 3rd place ranking in NHL, attracting an unprecedented 837,754 fans. Achieved the highest attendance in franchise history for a regular season.
- Ranked first in terms of attendance out of all U.S. participants during the period 2010-11.
- Led top-performing NHL team to achieve 3rd place overall, boasting an impressive record of 36 sellouts out of 41 regular season games, maintaining a streak of consecutive sellouts for an exceptional span from November 18, 2010.
- Finished first in terms of attendance among U.S. colleagues throughout 2009-10.
- Led NHL team to become the 5th overall in attendance with record-breaking 808,301 fans in a regular season.
- Set highest regular season game attendance record with 19,953 fans.
- Ranked 3rd in attendance for U.S during 2008-09.
- Led 7th overall NHL team in fan attendance, with an impressive 801,797 fans.
- Ranked second in attendance among all U.S. participants in 2007-08.
- Led 7th overall NHL team in fan attendance, with an impressive 801,797 fans.
- Achieved 100.8% capacity for most attendance in a regular season, selling out an impressive 39 of 41 games.
Director of Ticket Sales
Cleveland Indians
01.2002 - 01.2004
- Managed ticket and premium sales totaling $55M
- Increased revenue through the marketing and sales of various ticket packages including season tickets, group tickets, picnic plaza tickets as well as suite rentals, parking passes and Terrace Club memberships
- Executed effective marketing campaigns to increase sales and promote ticket packages such as season passes, group bookings, picnic plaza tickets, suite rentals, parking passes,and Terrace Club memberships.
Director of Ticket Sales
Phoenix Coyotes
01.1997 - 01.2002
- Managed $25M in ticket sales
- Achieved 69 sellouts and maintained 94% capacity during the initial four seasons.
- Generated revenue by marketing and selling season, group, and picnic plaza tickets, suite rentals, and corporate sponsorship ticket packages.
Education
B.S., Public Relations -
Northwest Missouri State
Maryville, MO12.1994
A.A., Business -
Waldorf College
Forest City, IA12.1991
Skills
- Revenue Generation
- Deal Closing
- Sales KPI tracking
- Sales technology adoption
- Price Structuring
- Data Analytics
- Client Development
- Staff Management
- Marketing initiatives
- Sales Strategy Execution
- Organizational Development
- Marketing Analytics
- Strategic Marketing
- Operations Management
- Cross-functional Team Coordination
- Data-driven decision-making
- Strategic Visioning
Personal Information
Title: Sales, Marketing, Analytics and Client Services Executive
Timeline
Vice President of Sales and Service
Chicago White Sox
01.2017 - 06.2024
Executive Vice President of Sales
Florida Panthers/Sunrise Sports and Entertainment
01.2015 - 01.2017
Vice President of Sales
Point Streak Sports Technologies
01.2014 - 01.2015
Vice President of Sales
Comcast-Spectacor/Philadelphia Flyers
01.2005 - 01.2013
Director of Ticket Sales
Cleveland Indians
01.2002 - 01.2004
Director of Ticket Sales
Phoenix Coyotes
01.1997 - 01.2002
B.S., Public Relations -
Northwest Missouri State
A.A., Business -
Waldorf College
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