Coffee With: Brooklyn Sports & Entertainment Ticket Sales Director Ashley Faust

Ashley Faust
Location: Brooklyn, NY
Job: Director of Ticket Sales, Brooklyn Sports & Entertainment
Education: B.A. in Communication, University of Maryland
Twitter: @BKLYN_SE

How did your career in the sports world begin?

I’ve always loved sports. I grew up playing basketball and really valued the personal connections and skills I gained from that experience. So, when I saw an internship opening with the Washington Wizards in an email alert during my junior year at the University of Maryland, I jumped at the opportunity and ultimately landed the role. I worked in the marketing and game operations departments and tried to soak up as much knowledge as I could. Seeking out informational interviews across the organization allowed me to learn about various roles and develop relationships. While I was taking 18 credits at school and working nonstop, I was not burnt out – I felt fortified. My position allowed me to impact lives, create memories, and have fun. When I graduated, I got a job as an inside sales representative account executive at Monumental Sports & Entertainment, the integrated sports and entertainment organization responsible for managing several sports teams and venues, including the Washington Wizards.

How did that first job set you on your current career path?

I learned the back end of the business and was able to meet people from all different walks of life. I also had the opportunity to manage the sales internship program, which consisted of interviewing, hiring, training, and overseeing our interns. Helping them and seeing many go on to find full-time roles across the sports industry confirmed my desire to become a manager. In my current role as the director of ticket sales for Brooklyn Sports & Entertainment, I’m able to coach future industry leaders and make dreams come true by giving talented people their first opportunity in sports.

What are your responsibilities as the director of ticket sales for Brooklyn Sports & Entertainment?

Brooklyn Sports & Entertainment manages several sports franchises and operates many incredible venues. Accordingly, my team sells season tickets, partial plans, groups, and suites to both consumers and businesses. My main focus is the New York Islanders, but we also sell for the Brooklyn Nets and Long Island Nets, as well as arena shows and concerts at Barclays Center and NYCB LIVE, home of the Nassau Veterans Memorial Coliseum. This is no small feat – Barclays Center alone offers 17,732 seats for basketball, 15,795 for hockey, and up to 19,000 seats for concerts. My days consist of generating revenue via ticket sales, coaching a team of ticket sellers, hosting sales trainings, planning and executing sales campaigns and events, and analyzing year over year sales numbers and trends. Oh, and lots of meetings!

What’s one of your favorite projects you’ve worked on to date?

A big highlight was hosting the first Brooklyn Sports & Entertainment Sales Academy, a two-day program we launched in the spring of 2016 to identify and recruit top undergraduate talent for the Brooklyn Nets and New York Islanders sales teams. We hosted a group of aspiring sports sales professionals – all graduating college seniors – in New York for two days of sales training, live cold calls, and networking. The participants had the chance to showcase their talents to hiring managers and interact with some of the industry's best. We made 11 job offers that weekend. I loved hearing from the students, feeling their passion, and helping future industry leaders launch their careers.

What advice would you give to someone looking to break into the sports sales industry? Any interviewing tips for those looking to stand out (in a good way!)?

I love it when applicants candidly express their ambitions and have a clear story for why they want to work with us. I can teach anyone how to sell and how to be a better professional. Passion is something I cannot teach. I also love an inquisitive candidate who has thoughtful questions and is eager to make sure that the opportunity is just as much of a fit for them as it is for me.

I’d also relay how important it is to remain positive despite adversity. Our thoughts impact behavior and shape reality. If you think positive thoughts and behave in a positive manner, positive things will happen. Today, I see how all experiences – even difficult ones – are part of my continued growth, both personally and professionally.

What’s one way you stay productive?

I use my daily hour-long commute from Harlem to Brooklyn to read. Whether it's a new Harlan Coben thriller or a book on sales and leadership, reading stimulates my mind, keeps me learning, and inspires me to use my imagination.

Do you have any favorite recent reads?

I highly recommend The Energy Bus: 10 Rules to Fuel your Life, Work, and Teams with Positive Energy by Jon Gordon. I'm a firm believer that you receive the energy you put out into the world. So, externalizing positive energy is a key ingredient to success. This book is a pleasant reminder to always pay it forward.

What motivates you?

I love to travel and experience new cultures. I lived in Barcelona for four months, and I also spent two weeks in Costa Rica last summer volunteering with kids. These experiences not only remind me that my actions can positively impact the lives of others, they also further my love of sports. Sports offers a common language everyone can speak – they connect people from different ethnicities, backgrounds, and cultures.

Do you have a favorite motto that keeps you motivated?

I have a few: One is: "If you are persistent you will get it. If you are consistent you will keep it." Another: "Always surround yourself with people who force you to do better. If you are the smartest person in the room, you are in the wrong room."

Brooklyn Sports & Entertainment is a Jopwell partner company.