Vice President, Sales Strategy & Revenue Optimization

工作 ID 10134181 地點纽约, 纽约州, 美國 有意工作的公司 Disney Theatrical Group 日期已公佈 Oct. 16, 2025

申請

工作概要:

Vice President, Sales Strategy and Revenue Optimization

Reports to: VP, Marketing, Publicity, Sales & Education

About Us

At Disney Theatrical Group we strive to create a culture of innovation, inclusion, collaboration, and creativity.  Stories shape how we see ourselves and everyone around us. As storytellers, we have the power to not only uplift and inspire, but also to champion the spectrum of voices in our world.  If you want to help tell compelling, diverse, and enduring stories through live theater, we want to hear from you. 

Position Summary

Disney Theatrical Group (DTG) is seeking a visionary and strategic Vice President, Sales Strategy and Revenue Optimization to lead sales strategy, revenue optimization, and ticketing operations for its North American productions, including The Lion King (Broadway & Tour), Aladdin (Broadway), and Beauty and the Beast (Tour). This executive will shape and execute a data-driven approach to revenue generation while ensuring a seamless, guest-focused experience across all points of sale.

As a senior leadership team member, the Vice President, Sales Strategy and Revenue Optimization will partner closely with the Vice President of Marketing, Publicity, Sales & Education to deliver integrated strategies that strengthen brand presence, deepen audience engagement, and drive long-term growth. While the role’s day-to-day focus is Broadway-based productions, responsibilities extend to DTG’s broader portfolio of international, touring, licensed, and location-based entertainment productions.

The successful candidate will bring proven expertise in ticketing and sales strategy for live entertainment, primarily Broadway, with fluency in pricing models, yield management, and CRM systems. They must be highly analytical, entrepreneurial, and forward-thinking, with the ability to translate complex data into clear, actionable strategies.

This leader will inspire high-performing teams, foster a culture of collaboration, and champion equity, diversity, and inclusion in both internal operations and guest outreach. A strong network of industry relationships, particularly with ticketing partners and agencies, is highly valued. Above all, the Vice President, Sales Strategy and Revenue Optimization must be deeply aligned with Disney’s mission to share the magic of live entertainment and to inspire and cultivate the next generation of audiences.

Key Responsibilities:

Leadership & Innovation

Build and mentor a high-performing Sales & Analytics organization, fostering collaboration, accountability, and innovation.
Anticipate industry shifts and pioneer new revenue models (subscriptions, loyalty programs, hybrid live/digital experiences).
Drive digital transformation in sales and ticketing, ensuring DTG stays at the forefront of mobile-first, contactless, and AI-enabled systems.
Represent DTG across The Walt Disney Company as a thought leader in revenue strategy, sales innovation, and guest experience.

Sales & Ticketing

Lead the Sales & Ticketing team to design and execute brand-forward sales strategies that maximize revenue for all Broadway and North American Touring Productions.
Drive yield management practices to optimize gross revenues.
Serve as DTG’s primary liaison with Ticketmaster, including negotiations and oversight of third-party ticketing platforms (e.g., Broadway.com, Today Tix, Entertainment Benefits Group).
Ensure compliance with PCI and ADA standards.
Build and maintain strong partnerships across the Broadway community.
Champion the adoption of emerging technologies, particularly AI, to advance sales and ticketing practices and anticipate future consumer behaviors.

Analytics & AI

Represent DTG in collaboration with The Walt Disney Parks & Resorts (WDPR) Marketing Strategy & Insights (MSI) team, leveraging advanced analytics to drive incremental profitability.
Lead DTG’s database management and audience segmentation efforts to deliver highly targeted communications and ticket sales.
Serve as DTG’s lead representative on CRM, data governance, privacy, and compliance across The Walt Disney Company (TWDC).
Oversee DTG’s demographic research and integrate AI tools to streamline forecasting, reporting, and segmentation.
Establish DTG as an industry leader in using AI-driven analytics to predict guest behavior, optimize campaigns, and grow lifetime value.
Lead pilot programs with emerging AI technologies, evaluate vendor solutions, and scale successful initiatives across DTG’s productions and partnerships.

Direct-to-Consumer Marketing

Provide strategic leadership for DTG’s direct-to-consumer marketing channels (Email, SMS, Website), ensuring guest acquisition, engagement, and conversion to meet revenue goals.
Oversee data privacy compliance and negotiate vendor contracts to maximize ROI.
Cultivate a hands-on, high-performing team culture with expertise in email/SMS delivery platforms, HTML/SQL, and self-service data connectivity.
Implement AI-powered marketing automation to personalize messaging, improve efficiency, and increase conversions.

Box Office

Oversee operations of the New Amsterdam Theatre’s union Box Office (Aladdin) and manage box office protocols at DTG’s rented theaters (Minskoff).
Advance credit card protocols to minimize fees and streamline international transactions.
Partner with Labor Relations to negotiate the collective bargaining agreement with IATSE Local 751 (Box Office union).

Tourism & Group Sales

Provide executive leadership for the direct sales team, cultivating tourism and group sales partnerships for DTG’s New York productions.
Ensure profitability of the group sales business through direct commissions (projected $10M annually).
Serve as DTG’s lead representative within the New York tourism community, fostering relationships with operators and influencers including Broadway Inbound and NYC & Company.
Partner with the Director to manage relationships with key tourism partners.

Guest Experience & Brand Stewardship

Ensure that every point of sale reflects Disney’s brand values and delivers a world-class guest experience.
Partner with Operations on guest recovery strategies tied to financial impact (e.g., catastrophe management).
Oversee DTG’s charitable ticket donation strategy, working with Publicity and Education teams to maximize impact.
Lead initiatives to engage new and diverse audiences, building pathways for the next generation of theatergoers.

Disney Licensed Partner Support & Location-Based Entertainment (LBE)

Advise DTG’s international partners across Asia/Pacific and the Americas on sales, ticketing, tourism, and analytics best practices.
Support Feld Entertainment in maximizing ticket sales for Disney on Ice while maintaining Disney’s CRM and guest experience standards.
Partner with Disney’s Location-Based Entertainment (LBE) division to drive ticket sales and guest engagement across immersive experiences, exhibitions, and live events.
Leverage DTG’s Broadway sales and analytics expertise to optimize demand forecasting, pricing strategies, and CRM integration for LBE productions.
Collaborate on cross-portfolio initiatives that align theatrical and LBE offerings, ensuring a cohesive guest journey across Disney’s global experiences.

Competencies and Skills:

10+ years of relevant work in live entertainment, preferably with Broadway and domestic national touring experience, and a proven ability to translate passion for the art form into ticket sales and audience engagement.
Passion for live entertainment, with a particular focus on musical theatre, and the ability to translate that passion into ticket sales for and engagement of future audiences.
Superior leadership and relationship management skills, including the ability to manage and inspire multiple projects across internal staff and company partners.
Proven ability to: develop sales goals; prioritize objectives and allocate time/resources; accordingly, and reflect on completed projects with focus on improving subsequent efforts.
Excellent ability to overcome challenges and optimize opportunities through a logical, systematic, sequential approach to analytical thinking.
Excellent verbal and written communication skills, with proven ability to successfully communicate with staff of all levels in a fast-paced, dynamic environment.
Excellent public speaking and presentation skills, including the ability to build and give professional-level presentations.
Self-motivated, proactive attitude; adaptable and flexible; a team player who knows when, how, and where to lead, as well as follow.
Strong understanding of CRM/SMS marketing and tools.
Strong understanding of AI tools as it relates to ticketing and revenue management.
Experience overseeing a budget.
Demonstrated success in building and maintaining strategic partnerships and alliances within the Broadway community and beyond.
Extensive knowledge of no less than three ticketing systems including, but not limited to, Ticketmaster HOST, Tessitura and Nliven.
Experience as the day-to-day operator of no less than two Broadway shows concurrently as well as a familiarity with key Touring Broadway presenters and venues.
A strong proficiency with Excel (including pivot tables, nested functions and data modeling) is required; a basic level of statistical knowledge is preferred.
Commitment to actively being part of and supporting a diverse and inclusive workplace.
Solution-oriented perspective that manages change and challenge well.

Disney Theatrical Group, a division of The Walt Disney Studios, was formed in 1994 and operates under the direction of Andrew Flatt and Anne Quart. Worldwide, its ten Broadway titles, including the current Broadway productions of The Lion King and Aladdin, have been seen by more than 200 million theatregoers and have been nominated for 62 Tony® Awards, winning Broadway’s highest honor 20 times. Disney Theatrical Group also delivers live shows globally through its license to Feld Entertainment, producer of Disney on Ice. In addition, DTG licenses musical titles for local, school and community theatre productions through Music Theatre International, resulting in over 500,000 performances around the world reaching audiences of more than 150 million.

Additional Info: 

DTG is committed to providing the highest quality opportunities for the widest, most diverse group of talented professionals throughout their career trajectory.

The hiring range for this position in Burbank, CA is $194,600 - $261,000 per year. The base pay actually offered will take into account internal equity and also may vary depending on the candidate’s geographic region, job-related knowledge, skills, and experience among other factors. A bonus and/or long-term incentive units may be provided as part of the compensation package, in addition to the full range of medical, financial, and/or other benefits, dependent on the level and position offered.

申請

關於Disney Theatrical Group:

Disney Theatrical Group 是 The Walt Disney Studios 的一個分部，成立於 1994 年，由 Andrew Flatt、Anne Quart 和 Thomas Schumacher 掌管營運。它的十部百老匯作品風靡全球（包括目前的百老匯作品 The Lion King 和 Aladdin），觀眾人數已超過 2 億，而作品亦獲提名 62 項 Tony® Awards，贏得百老匯的最高榮譽多達 20 次。Disney Theatrical Group 也透過授權給冰上迪士尼製作公司 Feld Entertainment 在世界各地獻上現場表演。此外，DTG 還透過 Music Theatre International 授權當地、學校和社區劇院製作的音樂作品，在世界各地舉辦了超過 500,000 場表演，觸及逾 1.5 億觀眾。

關於 The Walt Disney Company:

Walt Disney Company 連同其子公司和聯營公司，是領先的多元化國際家庭娛樂和媒體企業，其業務主要涉及三個範疇：Disney Entertainment、ESPN 及 Disney Experiences。Disney 在 1920 年代的起步之初，只是一間卡通工作室，至今已成為娛樂界的翹楚，並昂然堅守傳承，繼續為家庭中每位成員創造世界一流的故事與體驗。Disney 的故事、人物與體驗傳遍世界每個角落，深入人心。我們在 40 多個國家/地區營運業務，僱員及演藝人員攜手協力，創造全球和當地人們都珍愛的娛樂體驗。

這個職位隸屬於 Buena Vista Theatrical Group Ltd.，其所屬的業務部門是 Disney Theatrical Group。

Buena Vista Theatrical Group Ltd. 是提供平等就業機會的僱主。求職者都會獲得聘僱考量的機會，不分種族、宗教、膚色、生理性別、性傾向、社會性別、性別認同、性別表達、原國籍、血統、年齡、婚姻狀態、軍人或退伍軍人身份、醫療狀況、遺傳資訊或殘疾狀況、或者聯邦、州級或地方法律所禁止的其他任何基本特徵。Disney 提倡讓所有人的想法和決策都有助我們發展、創新、創造最好故事的商業環境，並與瞬息萬變的世界息息相關。

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