Lead, Marketing – Consumer Sales

Why This Position Exists

The Lead, Marketing – Consumer Sales is a producer first and a leader of the Part-Time Account Executive team at Las Vegas Motor Speedway. The position sustains personal revenue production while building, coaching, and holding accountable a team of Part-Time Account Executives. It exists to grow outbound call volume to top prospects, build an internal pipeline of full-time Account Executive talent, and free the Director, Marketing – Consumer Sales to focus on overall function strategy and performance.

Without this position, outbound call activity stays capped at what the Director and existing Account Executives can produce while also handling recruiting, training, and pipeline development. New Part-Time Account Executives onboard slower, ramp slower, and turn over faster. Ticket revenue across NASCAR Cup, NHRA, group sales, and camping leaves measurable dollars on the table.

Key Responsibilities

1. Personal Revenue Generation

Responsible for generating revenue through individual tickets, weekend tickets, group tickets, camping, and value-added upsells across phone, email, text, and in-person channels. Sustains and grows a personal book of business so that team leadership never comes at the expense of individual sales production. Demonstrates from the floor what excellence on the phones looks like — leading by example without competing with the team.

In this area, this position:

• Decides: Personal call cadence, prospect prioritization, and time allocation between personal selling and team leadership within approved campaign parameters

• Escalates: Pricing exceptions, inventory holds, and conflicts between personal and team production to the team leader

Measurable Outcomes:

• Meets or exceeds personal annual ticket and camping revenue goal across NASCAR Cup, NHRA, group, and camping inventory

• Meets or exceeds personal daily outbound touchpoint targets, with priority to past buyers and high-propensity prospects

• Maintains accurate, timely activity records in FanThreeSixty and Archtics

• Personal sales production sustained at a level consistent with leading the team by example

2. Team Revenue Performance

Responsible for leading the Part-Time Account Executive team to its annual revenue and activity goals across season ticket packages, individual race tickets, group tickets, camping inventory, and value-added upsells. Translates the Director’s strategy into daily and weekly activity targets for each teammate, monitors progress in real time, and adjusts the team’s effort to keep revenue on pace. Designs and runs sales contests and recognition programs that lift call volume, revenue, and energy on the sales floor.

In this area, this position:

• Decides: Daily and weekly activity targets, prospect prioritization, call cadence within approved campaign parameters, and contest structure, prize tiers, and recognition cadence within approved budget

• Escalates: Annual goal adjustments, pricing exceptions, inventory holds, and contest budget approvals to the team leader

Measurable Outcomes:

• Team meets or exceeds annual revenue goal across NASCAR Cup, NHRA, group, and camping inventory

• Team meets or exceeds daily outbound touchpoint goal every week of the season

• Prior-year buyer conversion rate meets or exceeds team benchmark

• Call volume and revenue measurably increase during contest periods compared to baseline weeks

3. Recruiting and Onboarding Part-Time Account Executives

Responsible for the recruiting, interviewing, filling of positions, and onboarding of Part-Time Account Executives. Builds a continuous pipeline of qualified candidates from the Las Vegas community and identifies Part-Time Account Executives ready to step into full-time Account Executive positions. Partners with Human Resources to keep the process compliant and consistent.

In this area, this position:

• Decides: Recruiting channels, interview structure, and onboarding ramp plan

• Escalates: Compensation exceptions, roster size changes, and HR escalations to the team leader

Measurable Outcomes:

• Continuous pipeline of qualified Part-Time Account Executive candidates ready to onboard within 2 weeks of an open position

• New Part-Time Account Executives reach baseline daily activity targets within 30 days of start

• Identifies internal candidates ready for promotion to full-time Account Executive each quarter

4. Coaching and Team Development

Responsible for daily and weekly coaching, sales training, and one-on-one meetings with each Part-Time Account Executive. Sets the standard and tone of excellence for the consumer sales floor. Develops teammates’ product knowledge, phone skills, and pipeline discipline so the team produces consistent results across the full season. Gathers perspective from Part-Time Account Executives on morale and engagement and acts on what is heard. Applies Compassionate Accountability when performance is not aligned with the standard.

In this area, this position:

• Decides: Coaching cadence, training content, and individual development plans within approved goals

• Escalates: Performance management actions and pattern-level skill gaps to the team leader

Measurable Outcomes:

• Each Part-Time Account Executive has a structured weekly one-on-one with documented goals and follow-through

• Team call quality scores meet or exceed function benchmarks

• Teammate retention through full season meets or exceeds prior-year rate

• Teammate perspective on morale and engagement gathered each quarter and acted on visibly

5. Pipeline and Campaign Execution

Responsible for directing the team’s daily call effort against the right prospects, identifying qualified leads outside current Account Executive bandwidth, and routing them into the team’s work. Tracks campaign performance in FanThreeSixty and adjusts call campaigns based on results. Standardize, Measure, Improve is built into the rhythm — campaigns are tracked, evaluated, and refined each event cycle.

In this area, this position:

• Decides: Lead prioritization, campaign call cadence, and CRM hygiene standards

• Escalates: Underperforming campaigns and data integrity issues to the team leader

Measurable Outcomes:

• Active prospect and consumer counts in FanThreeSixty stay above team minimums every week

• Campaign performance tracked in FanThreeSixty with documented adjustments based on results

• Lead-to-conversion ratio on assigned campaigns meets or exceeds team benchmark

Our Traits in This Position

Speedway Motorsports teammates are Humble, Driven, and Connected. In this position, those traits show up in specific ways:

Humble

Carries the responsibility of leadership without leaning on title. Takes coaching from the Director without defensiveness, listens to teammates’ perspective, and treats every new Part-Time Account Executive’s first call as a moment to teach without making it about themselves. Willing to do the work the team is asked to do.

Driven

Holds a personal number and the team’s number side by side. Brings energy to the floor every day, holds teammates to the standard, and pushes through the slow weeks of the season with the same intensity as race week.

Connected

On the floor — not behind a closed door — when Part-Time Account Executives are working calls. Builds trust with fans through every touchpoint and with teammates through visible presence. Works shoulder to shoulder with the Director and across functions to deliver the LVMS standard.

How This Position Supports Our Mission

Our mission is to Exceed Expectations. This position supports that mission through all four of our Principles:

Care for Teammates

Develops Part-Time Account Executives through structured one-on-ones, coaching, and a clear path toward full-time Account Executive promotion. Care for Teammates is the most direct connection to this position.

Be Remarkable

Sets the standard for every consumer touchpoint at Las Vegas Motor Speedway — from the first call to the gate scan on race day. Personal production demonstrates what excellence on the phones looks like.

Impact Community

Recruits from the Las Vegas community and opens doors to careers in motorsports for teammates who may be starting their first professional position. Deepens our footprint in Las Vegas and the value we return to it.

Continuously Improve

Refines call campaigns, contest design, and onboarding ramp based on what the data and the teammates show. Standardize, Measure, Improve is built into the rhythm of the position.

Growth from This Position

This position develops:

• People leadership — coaching, recruiting, onboarding, and holding teammates accountable

• Sales operations fluency in FanThreeSixty, Archtics, and CRM hygiene

• Team performance management and recognition design

• Recruiting judgment and pipeline building from the local community

• Cross-function partnership with Marketing, Ticketing, and Events leaders

These capabilities may support growth into:

• Manager, Marketing – Consumer Sales

• Senior Manager, Marketing – Consumer Sales

• Director, Marketing – Consumer Sales

• Consumer Sales leadership positions across Speedway Motorsports companies

Requirements

Experience

Demonstrated success in consumer sales or a comparable goal-driven position. Willingness and ability to lead, develop, and hold frontline teammates accountable. Prior experience in recruiting, training, or supervising frontline teammates is preferred but not required. Experience in motorsports, live event, or hospitality consumer sales is a plus.

Skills

Strong verbal and written communication. Excellent organizational skills and attention to detail. Ability to coach others through observation and one-on-one feedback. Comfort with both individual production and team-level accountability.

Tools and Systems

Proficiency with Microsoft Office, Google Workspace, and Zoom. Experience with Ticketmaster Archtics is a plus. Experience with FanThreeSixty or comparable CRM is a plus.

Physical Requirements

Ability to occasionally push, pull, or lift up to 50 pounds.

Travel

Occasional travel to other Speedway Motorsports companies to support teammates and share practices.

Work Schedule

Position requires the ability to work nights and weekends based on event needs.

Additional Duties

This position description denotes some of the specific responsibilities that are necessary to perform the principal functions of the position and is not intended to be a description of all work requirements that may be inherent in the position. The teammate may be assigned other duties from time to time as the needs of Las Vegas Motor Speedway and Speedway Motorsports require.

Equal Opportunity

Speedway Motorsports is an equal opportunity employer. All qualified candidates will receive consideration for the position without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or other protected status under applicable law.