So you want to work in sports? As we grow into working professionals, the High School to College ranks provide several large jumps that force us to adapt and change. I would love to see an entire course in a sports admin or sports management major that teaches soon to be graduates how to adapt to the fast paced world of professional sports.
When I broke into this business with the NHL league office in 2005, I was a wide-eyed kid with one major goal in mind; to live the dream of being as close to my favorite sports as I possibly could! I quickly realized that the production world changed so fast, and that was not where I wanted my career to be. With my outgoing personality, there was only one place I knew I wanted to be... and that was SALES!
With the transition from production in NYC to sales is South Florida, I moved to Ft. Lauderdale in 2007 to make nominal income in an Inside Sales role for the Florida Panthers. I never thought I would make so many phone calls in my life! After being promoted to an account executive, I left south Florida for the still then NJ Nets. Back home I went after 2 years in the sun and I was about to learn a true lesson of what change was really like. The Nets were leaving the Meadowlands and moving to Newark, NJ, for two years before moving on to Brooklyn. ADAPT!
After just under two years, I was learning my craft from different leadership groups, while trying to sell several buildings, several sports, and fit into several cultures. With the clock ticking on the team moving to Brooklyn, I was looking for something more stable. Something I can sink my teeth into for a longer period of time. I was on the move again! ADAPT!
That is when the Tampa Bay Lightning called. It was here that I learned how to adapt within change and adapt to an ever-evolving world of technology, processes and timelines. All while growing the fan base, changing the brand, changing the perception, and capitalizing on a wave of success. ADAPT, and strike while the iron is hot! The Tampa Bay Lightning gave me the chance to learn cutting-edge new technology. We were the first to market a discounted microchip in every sleeve of every jersey that came with a full season ticket. As someone on the front lines, we were pitching the future, renovating Amalie Arena, adding giant scoreboards, pipe organs, and real lightning bolts into the experience that would become Tampa Bay Lightning hockey! Change to a new city, change to our arena, change to our team, and change to the way we sold. Face to Face was how it was going to be done. Phone calls were a means to setting up VIP tours and in person meetings, which would affectionately be known as the home game or the away game! ADAPT!
From Tampa, it was off to Las Vegas to launch the Golden Knights! Another long list of real change in the process of growing my career. New team, new city, new fans, new market, new ideas, new leadership, new arena. Finding a common theme here yet? The Golden Knights allowed me to meet a side of Vegas I had never seen before. A city that was telling me they finally had some culture to their identity. It wasn't just the gaming on the strip or partying at a nightclub, it was so much more than that. I feel confident in saying that as the newest team in major sports, we set a new standard for an expansion team. We excelled on the business side as well as on the ice! A jersey guy in Vegas selling hockey, who would have thought.
From Vegas it was onto my first role as Director of Sales and Service. This happened at the University of Connecticut Athletics working for the third party Aspire Group out of Atlanta. New processes, new timelines, new staff, new career level. Upon my arrival, UConn was not using any procedures and practices that you typically see at the pro level. They needed to revamp everything. From timelines, to on sale practices, to pricing, to the seat maps... it was all outdated.
Adaptation is why I am here today. If you want to grow your career in sports, be prepared to adapt. Be willing to follow the ebbs and flows of our industry. Simultaneous adaptation is what will prolong your career in our wonderful business. The more you can adapt to the change that is presented to you, the longer you will last in your career. There is no adjustment period for a person in sales like there is for a player on the field, ice, or court. We are expected to perform day 1. If I can leave any newcomers to the industry with any sound advice it’s that you want to work for good people, you want to give your all to the people who give you great opportunities and you MUST adapt!
Brian
Before joining UConn as Director of Sales & Service last July, Brian spent 14 years working in professional sports in a number of different roles for different teams. This industry allows Brian to utilize his people skills, along with the passion he has for the games that he loves.