Manager, Business Development

Department: Ticket Sales & Service

Reports To: Director, Ticket Sales & Premium

FLSA Status: Exempt

Position Summary

The Manager, Business Development is responsible for executing and enhancing the organization's new business ticket sales strategy, with direct accountability for generating revenue through new season ticket memberships. This position provides day-to-day leadership, coaching and oversight of outbound sales initiatives designed to drive new Birdland Memberships and other ticketing products. The role is focused on driving revenue, developing sales talent, executing effective sales strategies, and identifying opportunities to expand the organization's customer base and market presence.

Essential Duties and Responsibilities

• Partner with the Director, Ticket Sales & Premium to execute new sales initiatives designed to maximize Birdland Membership revenue, including sales campaigns, outbound efforts and team performance plans.
• Lead, develop, and manage outbound sales staff with a primary focus on new business acquisition, while implementing sales strategies that support Birdland Memberships, group sales, and other revenue-generating products.
• Establish and maintain accountability standards for outbound activity, appointment setting, pipeline advancement and sales performance to support achievement of departmental revenue goals.
• Collaborate on recruiting, hiring, onboarding, and retention strategies that attract, develop, and motivate high-performing sales professionals.
• Develop, implement, and continuously enhance sales training programs for new and existing sales staff, including direct reports.
• Assist in the administration and communication of commission plans, sales incentives, performance bonuses and recognition programs designed to motivate and reward sales personnel.
• Operate effectively in a competitive sales environment while consistently achieving established annual revenue goals and performance objectives.
• Collaborate closely with the Ticket Sales & Service leadership team to achieve departmental objectives and identify innovative opportunities for growth, expansion, and revenue generation.
• Partner with the Marketing and Product Development departments to maximize ticket sales growth, customer acquisition, customer retention, and overall brand expansion.
• Collaborate with the Corporate Partnerships department to identify opportunities that drive ticket revenue growth while expanding relationships with corporate clients and prospects.
• Work alongside the Manager, Inside Sales to identify and develop emerging sales talent and implement strategies that strengthen and expand the Orioles' Inside Sales pipeline.
• Analyze sales trends, prospecting activity, ticket inventory and market opportunities to improve Birdland Membership sales performance and identify incremental opportunities across Orioles ticket products.
• Support additional revenue-generating initiatives and special projects as assigned by the Chief Revenue Officer and Vice President, Ticket Sales & Service.

Education and Experience

Bachelor's degree preferred or equivalent combination of education and professional experience. Minimum of five years of sales experience with demonstrated success in new revenue generation. At least two years of sales management experience required. Experience in professional sports sales or the sports and entertainment industry preferred.

Knowledge, Skills, and Abilities

• Proven ability to develop, execute, and evaluate strategic sales plans that drive sustainable revenue growth and support organizational objectives.
• Demonstrated leadership capabilities with experience coaching, developing, and motivating sales professionals.
• Strong customer relationship management and customer service skills.
• Excellent sales acumen with a track record of achieving ambitious revenue targets.
• Strong verbal and written communication skills.
• Exceptional organizational, analytical, and time management abilities.
• Ability to manage multiple priorities in a fast-paced, results-oriented environment.
• Proficiency in evaluating sales performance metrics, market trends, and business opportunities to inform decision-making.

Organizational Expectations

• Adhere to all Baltimore Orioles policies, procedures, and organizational standards.
• Perform additional duties and responsibilities as assigned based on departmental and business needs.
• Demonstrate flexibility, initiative, and sound judgment in managing workload and priorities.
• Meet or exceed departmental productivity and performance expectations.
• Maintain a professional, team-oriented approach while contributing to the success of the organization.
• Availability to work a flexible schedule, including game days, evenings, weekends, and other events as business needs require.

Why this role matters:

The Manager, Business Development plays a critical role in driving new Birdland Membership revenue, developing future sales leaders, and growing the Baltimore Orioles' ticketing business through effective sales leadership, talent development and execution of new business strategies.

Compensation & Incentives:

The Baltimore Orioles are committed to providing competitive pay and benefits for our employees. The anticipated salary for this role is $65,000-$80,000 annually depending on experience. In addition to your base salary, you will be eligible for incentive compensation based on achieving specified revenue targets. The Baltimore Orioles provide generous benefits, including unlimited PTO, paid holidays, paid sick leave, health insurance (single and family), vision and dental coverage, life insurance, 401(k) plan with discretionary employer match, concession/merchandise discounts, free parking and complimentary baseball tickets to home games.

This information is being provided in accordance with the Maryland Equal Pay for Equal Work - Wage Range Transparency law.

DISCLAIMER:

The statements herein are intended to describe the general nature and level of work being performed by the employee in this position. The duties listed do not represent an exhaustive list of all responsibilities, duties, and skills required of a person in this position.

EQUAL OPPORTUNITY STATEMENT:

The Baltimore Orioles are an Equal Opportunity Employer. It is the policy of the Baltimore Orioles to ensure equal employment opportunity without discrimination or harassment on the basis of race (including hair textures, afro hairstyles, or protective hairstyles), color, national origin or ancestry, religion or creed, gender or sex (including pregnancy), age, disability, citizenship status, marital status, veteran’s status, genetic predisposition or carrier status, gender identity, sexual orientation, or any other characteristic protected by law.