Manager, Group Sales

Located within five hours of 25 percent of the U.S. population, Watkins Glen International is seeking a positive, driven, and highly organized sales leader to lead one of the most aggressive and results-oriented sales teams in sports.

The Group Sales Manager is responsible for leading the group ticket sales team and driving revenue growth through strategic prospecting, relationship development, and innovative group sales programs.

This position plays a critical role in developing talent, identifying new market opportunities, and delivering exceptional fan and client experiences while meeting and exceeding ticket revenue goals.

Essential Duties & Responsibilities

• Lead the group sales team in achieving and exceeding weekly, monthly, and annual ticket revenue goals.
• Lead by example by actively selling group ticket packages and experiences.
• Coach, motivate, and guide team members to maintain high sales activity and performance standards.
• Maintain personal outbound sales activity, including 40–60 calls per day and a strong schedule of in-person meetings.

• Partner with track leadership to identify new group sales opportunities within the market.
• Generate new sales revenue through prospecting, cold calling, networking, and in-person sales presentations.
• Proactively develop new leads through referrals, business outreach, and community engagement.
• Lead the creation, development, and implementation of innovative group sales programs and revenue-generating initiatives.

• Establish and maintain active communication with both new and existing group sales clients.
• Grow relationships with key accounts to maximize retention, repeat business, and overall client value.
• Partner with internal departments to deliver exceptional group experiences at the track.

• Foster a collaborative environment by building strong relationships across track departments.
• Develop recruiting pipelines and relationships with local colleges and universities to identify future sales talent.
• Provide coaching, mentorship, and performance feedback to team members to support professional growth and success.
• Create, coordinate, and execute group experiences and hospitality offerings at the track.
• Be present during race weekends to support the sales team and ensure successful delivery of group sales initiatives.
• Assist with fan experiences and race-day operations as needed to support overall event success.

• Track sales performance and compile reports for track and corporate leadership.
• Prepare presentations and provide updates on sales performance, initiatives, and market opportunities.
• Maintain accurate records of sales activity within the CRM platform.

• Support organizational initiatives and special projects as assigned.
• Travel occasionally as required for meetings, training, or event support.
• Other duties as assigned.