Item 3.A-February 14, 2014
ADMINISTRATIVE FACULTY POSITION DESCRIPTION QUESTIONNAIRE
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marshag@unr.edu for discussion and for initial review before routing PDQ for approval signatures.
Questions - call UNR Faculty HR at 682-6114
INSTRUCTIONS: See http://www.unr.edu/hr/compensation-and-evaluation for complete instructions.
Incumbent(s) Name
OR New/Vacant:
Meredith Montoya
CURRENT POSITION INFORMATION
Pos
Range /
Current Title:
#(s):
Class.:
17124
2
Manager, ICA Sales (to ICA Sr Acct Rep-R2)
Department: Intercollegiate Athletics
JCC
77376
College/Division: President’s Office
Account #(s): 1202-107-1603
Action Proposed: (check all that apply)
( ) New position: Proposed Range:
Proposed Title:
( ) Title Change, Proposed Title:
( ) Proposed Reassignment from Range
to Range
( ) Revised PDQ only (no change in range or title)
(X) Line of Progression (show titles below)
Pos #:
Range:
JCC:
EEO:
ICA Sales Representative
1
67513
3D
ICA Account Representative
1
67514
3D
ICA Senior Account Representative
17124
2
67515
3D
Assistant Athletics Director, ICA Sales
3
67516
3D
I certify that the statements in this description are accurate and complete to the best of my knowledge.
____________________________________________________________
Employee’s Signature
__________________
Date
I/we have reviewed the statements in this form and they accurately reflect the job assignments.
__________________________________/__________________________
__________________
Michael Samuels, Assoc AD, Marketing / Rory Hickok, Deputy Director, Athletics
Date
Immediate Supervisor’s Signature
____________________________________________________________
__________________
Director/Chair/Dean Doug Knuth, Special Asst to President/Director, Athletics
Date
Approved for Salary Placement Committee review.
____________________________________________________________
Marc Johnson, President / Stacy Burton, Vice Provost, Faculty Affairs
Pres / Vice Pres / Vice Prov Signature
__________________
Date
Action Approved by the Provost/President (Completed by Faculty HR):
Effective Date:
Approved Title: See Above
Employee signs on “final” stamped approved PDQ and sends to HR for personnel file.
Employee Signature:_______________________________________________ __________________
Date
Rev: 10/1/2012
Position Description – Sales Staff – Line of Progression
Page 2
Printed Name: ____________________________________________________
1. Summary Statement: State the major function(s) of the position and its role in the
university. Attach an organizational chart with positions, ranges, and names for the division
which reflects the position in it as well as those supervised in the department. (This section is
used for advertisement of the position.)
The Intercollegiate Athletics (ICA) ticketing sales staff is responsible for athletics event promotion and
sales outreach to community donors and event customers, i.e., individuals and groups, season ticket
holders, renewals and upgrades, etc., to promote ticket sales of athletics events. Positions are also
responsible for selling ICA inventory as directed by senior management. The positions report to The
Associate Athletics Director, Marketing.
Range 1 – ICA Sales Representative:
The ICA Sales Representative has the sole responsibility of selling tickets for ICA events to new
customers. The primary focus is on season ticket sales with secondary emphasis on “mini-plan” sales
and group sales. The position is responsible for selling any and all ICA inventory as assigned by
senior management. This is a commissioned sales position.
Range 1 – ICA Account Representative:
The ICA Account Representative provides customer service to ICA customers and focuses on season
ticket renewals, seat upgrades and up-selling. The position is responsible for selling any and all ICA
inventory as assigned by senior management. The individual is responsible for maintaining
relationships with season ticket holders to foster retention and strengthen the season ticket-holder
base. This is a commissioned sales position.
Range 2 – ICA Senior Account Representative (in addition to R1 positions above):
The ICA Senior Account Representative provides customer service to ICA customers. The incumbent
focuses on season ticket renewals, seat upgrades and up-selling. The position is responsible for
selling any and all ICA inventory as assigned by senior management. The Senior Account
Representative is responsible for establishing and maintaining relationships with season ticket holders
to foster retention and strengthen the season ticket-holder base. The position may distribute and/or
monitor the work of lower level sales staff. This is a commissioned sales position.
Range 3 – Assistant Athletics Director, ICA Sales (in addition to R2 above):
The Assistant Athletics Director for ICA Sales focuses on the administrative function of running the
ICA sales operation, creating standards of performance, staff evaluation, research and account leads,
managing the CRM system, working closely with ticket operations, and marketing and development
functions. The position may distribute and/or monitor the work of lower level sales staff. This is a
commissioned sales position.
2. List the major responsibilities, including percentage of time devoted to each. Provide
enough detail to enable a person outside the department to understand the job (percentage
first with heading and then bulleted information).
Range 1 – Sales Representative:
80% - Ticket Sales
 Utilize a variety of methodologies to sell season tickets to new customers
 Promote athletic teams by being knowledgeable of each team, the conference and studentathletes in the program
 Research potential sales opportunities
15% - Customer Development Activities
Position Description – Sales Staff – Line of Progression

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Assist with other sales projects as assigned
5% - NCAA Regulation Compliance
 Ensure compliance with NCAA, Conference, and university rules and regulations (subject to
disciplinary or corrective action as set forth in the provisions of the NCAA enforcement
procedures)
Range 1 – Account Representative:
80% - Season Ticket Sales
 Secure season ticket renewals from existing season ticket holders
 Initiate conversations with season ticket holders to encourage upgrades to existing packages
or making new/additional donations to the annual fund
 Serve as personal customer service representative for assigned season ticket holders
 Promote athletic teams by being knowledgeable of each team, the conference and studentathletes in the program
15% - Customer Development Activities
 Assist with other sales projects as assigned
5% - NCAA Regulation Compliance
 Ensure compliance with NCAA, Conference, and university rules and regulations (subject to
disciplinary or corrective action as set forth in the provisions of the NCAA enforcement
procedures)
Range 2 – Senior Account Representative (in addition to above R1):
75% - Customer Service and Sales
 Secure season ticket renewals from existing season ticket holders
 Initiate conversations with season ticket holders to encourage upgrades to existing packages
or making new/additional donations to the annual fund
 Serve as personal customer service representative for assigned season ticket holders
 Promote athletic teams by being knowledgeable of each team, the conference and studentathletes in the program
20% - Customer Development Activities
 Assist Assistant Athletics Director in staff training
 Participate in ticket sales planning activities
5% - NCAA Regulation Compliance
 Ensure compliance with NCAA, Conference, and university rules and regulations (subject to
disciplinary or corrective action as set forth in the provisions of the NCAA enforcement
procedures)
Range 3 – Assistant Athletics Director (in addition to above R2):
45% - Sales Office Management
 Ensure smooth operation of the sales office by creating, communicating and enforcing rules,
standards and procedures
 Set customer service standards and makes certain standards are adhered to by staff
 Collaborate with ticket operations to resolve problems, streamline processes and identify
methods of increasing customer satisfaction
 Coordinate activities with marketing and development personnel to ensure seamless programs
are presented to the public
 Motivate sales team and supervise staff
 Achieve sales goals
Position Description – Sales Staff – Line of Progression
Page 4
30% - Research Sales Opportunities and Leads
 Design methodologies to research and track potential customers
 Create innovative approaches to new sales strategies
 Train department and certain ICA staff on sales techniques and methodologies
 Evaluate research efforts and success dates
20% - Development and Evaluation of Sales Plans and Results
 In conjunction with ICA management, develop specific sales goals for the department and for
individual staff members
 Devise and apply performance criteria to clearly demonstrate if goals and objectives have
been met
 Monitor sales plan through efficient use of Customer Relationship Management (CRM) system
 Provide quarterly reports to ICA administration as to progress to plan and major developments
5% - NCAA Regulation Compliance
 Ensure compliance with NCAA, Conference, and university rules and regulations (subject to
disciplinary or corrective action as set forth in the provisions of the NCAA enforcement
procedures)
3. Describe the level of freedom to take action and make decisions with or without
supervision and how the results of the work performed impact the department, division and/or
the university as a whole.
Level of Freedom:
Range 1 – Sales Representative:
The ICA Sales Representative may sell prescribed ticket packages at prescribed prices within very
narrow and prescribed guidelines. The Representative may not deviate from the program. The
position must consult with the supervisor on more complex questions on sales packages.
Range 1 – Account Representative:
The ICA Account Representative may offer ticket packages to existing season ticket holders within
very narrow and prescribed guidelines.. The Representative may not deviate from the program. The
position must consult with the supervisor on more complex questions on sales packages.
Range 2 – Senior Account Representative:
The ICA Senior Account Representative may offer ticket packages to existing season ticket holders
within very narrow and prescribed guidelines. Any deviation to prescribed ticket policy and guidelines
requires approval of the Assistant Athletics Director prior to extending an offer to customers.
Range 3 – Assistant Athletics Director:
The Assistant Athletics Director has the freedom to make decisions regarding the day-to-day
operations of the department. Decisions about sales programs, incentives and promotions must be
approved by senior management. The position has freedom to implement approved programs.
Developing and researching the customer base is within the purview of the position.
Impact:
Range 1 – Sales Representative:
The ICA Sales Representative is critical to the success of athletics. Successful performance will
result in an increase in ticket sales/donors and a positive income stream for the department. Poor
Position Description – Sales Staff – Line of Progression
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performance will result in fewer ticket sales which will adversely affect the department’s financial
situation.
Range 1 – Account Representative:
The ICA Account Representative is critical to the success of athletics success of retaining season
ticket holders. Successful performance will result in an increase in season ticket holders/donors and
a positive income stream for the department. Poor performance will result in fewer season ticket
sales which will adversely affect the department’s financial situation.
Range 2 – Senior Account Representative:
The ICA Senior Account Representative is critical to the success of retaining season ticket holders.
As season tickets are an important source of revenue, failure to perform has serious negative
consequences for ICA. Successful performance will result in return customers, which has a positive
impact on attendance at games, expanded budgets for sports and the general financial condition of
the department.
Range 3 – Assistant Athletics Director:
The Assistant Athletics Director is critical to the success of ICA as it drives an important source of
revenue. Failure to achieve stated objectives results in less income than projected. As a result,
budgets would need to be adjusted, improvements abandoned and the fan base would decrease.
Successful performance has a positive impact on attendance at games, expanded budgets for sports
and the general financial condition of the department.
4. Describe the knowledge, skills (to include cognitive requirement and verbal and written
communication), and abilities (to include task complexity, problem solving, creativity and
innovation) essential to successful performance of this job (in bullet format).
Knowledge of:
Range 1 – Sales Representative:
 Working background in sales and accounting
 Sales tracking programs
 Understand ticketing systems such as Paciolin, Ticket Master, or Tickets.com
Range 1 – Account Representative:
 Working background in sales and accounting
 Sales tracking programs
 Understand ticketing systems such as Paciolin, Ticket Master, or Tickets.com
Range 2 – Senior Account Representative (in addition to R1 above):
 Basic understanding of all athletic team activities
 Higher education financial systems, accounting and business procedures
 Purchasing rules, regulations, procedures, and policies and their implementation
 Understand ticketing systems such as Paciolin, Ticket Master, or Tickets.com
Range 3 – Assistant Athletics Director (in addition to R2 above):
 Understand ticketing systems such as Paciolin, Ticket Master, or Tickets.com
 National Council of Athletics Association (NCAA) and applicable conference rules, regulations
and procedures relating to intercollegiate athletics and academic compliance, eligibility and
certification
 All aspects of revenue generation techniques, terminology, and processes
Skills:
Range 1 – Sales Representative:
Position Description – Sales Staff – Line of Progression
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Proficiency in use of a personal computer and current software applications including but not
limited to Microsoft Office Suite (Word, Access, Excel, PowerPoint, and email)
Strong verbal and written communication
Interpersonal and human relations skills
Range 1 – Account Representative:
 Proficiency in use of a personal computer and current software applications including but not
limited to Microsoft Office Suite (Word, Access, Excel, PowerPoint, and email)
 Strong verbal and written communication
 Interpersonal and human relations skills
Range 2 – Senior Account Representative (in addition to R1 above):
 Excellent verbal and written communication
 Networking skills
Range 3 – Assistant Athletics Director (in addition to R2 above):
 Planning and organizational skills to manage a successful event
 Strong verbal and written communication
 Excellent customer service skills and working with people
 Supervision
 Leadership skills
 Report writing and presentation
Ability to:
Range 1 – Sales Representative:
 Maintain accurate up-to-date records
 Comply with NCAA, conference, and university regulations
 Maintain professional business and work ethics and standards
 Work with diverse populations and be sensitive to gender, disabilities, and cultural and ethnic
diversity issues
 Work evenings and weekends as required
Range 1 – Account Representative:
 Maintain accurate up-to-date records
 Comply with NCAA, conference, and university regulations
 Maintain professional business and work ethics and standards
 Work with diverse populations and be sensitive to gender, disabilities, and cultural and ethnic
diversity issues
 Work evenings and weekends as required
Range 2 (in addition to R1 above):
 Maintain a timely, consistent, consumer-oriented approach with customers and/or clients
 Understand and interpret formalized policies, guidelines, rules, and regulations
Range 3 (in addition to R2 above):
 Effectively and tactfully communicate with all constituents
 Formulate and implement ticket promotion and sales
 Contribute to and support the department strategic plan
 Develop credibility, establish rapport, and formulate partnerships with diverse populations that
result in collaborative sales efforts
 Manage project and unit resources effectively and efficiently to achieve objectives
Position Description – Sales Staff – Line of Progression
Page 7
5. Describe the type of personal contacts encountered in performing the duties of the job.
Explain the nature and purpose of these contacts: i.e., to provide services, to resolve
problems, to negotiate.
Internal
Range 1 – Sales & Account Rep
ICA Operations and Administration
Range 2 (plus R1 above):
ICA Operations and Administration
Range 3 (plus R2 above):
ICA Operations and Administration
External
Range 1 – Sales & Account Rep
Fans and customers
Range 2 (plus R1 above):
Fans and customers
Range 3 (plus R2 above):
Fans and customers
Service Organizations,
Businesses, Athletic donors, local
and surrounding communities
Reason for Contact
To ensure programs are communicated and implemented
successfully
To ensure programs are communicated and implemented
successfully
To ensure programs are communicated and implemented
successfully
Reason for Contact
To sell tickets to new and existing customers
To build relationships with existing season ticket holders, and
donors, provide customer service and close sales opportunities
To sell tickets and provide customer service
To promote ticket sales; to act as contact for the department with
agencies involved in ICA ticket sales
6. Indicate the minimum qualifications which are necessary in filling this position should it
become vacant. Please keep in mind the duties/responsibilities of the position rather than the
qualifications of the incumbent.
a.
Minimum educational level, including appropriate field, if any.
Range 1, 2, and 3:
Bachelor’s Degree from a regionally accredited institution
b.
Minimum type and amount of work experience, in addition to the above required
education necessary for a person entering this position.
Range 1 – Sales & Account Rep:
Bachelor’s Degree and one year of experience in athletics administration, ticketing,
sales, marketing, and/or customer service
Preferred Licenses or Certifications: None
Range 2:
Position Description – Sales Staff – Line of Progression
Page 8
Bachelor’s Degree and two years of experience in athletics administration, ticketing,
sales, marketing, and/or customer service
Preferred Licenses or Certifications: None
Range 3:
Bachelor’s Degree and three year of experience in athletics administration, ticketing,
sales, marketing, and/or customer service
Preferred Licenses or Certifications: None
c.
Indicate any license or certificate required for this position.
None