Day In The Life: Meet Monumental Sports & Entertainment Account Executive Humberto Miranda

Humberto Miranda
Account Executive, Monumental Sports & Entertainment
Washington, DC
Twitter: @HJMiranda27

7:00am: My alarm goes off, and I quickly get out of bed. It’s a game day (the Wizards are playing the L.A. Lakers tonight), so I put on my best suit and tie — I want to look sharp! After scanning my phone for important messages, emails, and calendar events, I glance at my LinkedIn, Twitter, and Instagram feeds. Then I open the ESPN and NBA apps on my phone to check the latest basketball and hockey highlights. As an account executive at Monumental Sports & Entertainment — the company that owns and operates Washington’s top teams and entertainment venues — my work revolves around sports, so I count this morning ritual as part of the job.

8:00am: I wash down my oatmeal with a glass of OJ before beginning my short commute from Alexandria, VA to my office – Capital One Arena in downtown Washington, D.C. I’m a huge hip-hop guy, so I spend the majority of the 30-minute commute listening to a combo of Method Man, Tupac, Kendrick Lamar, and Big K.R.I.T. Lucky for me, a lot of my favorite musicians perform in Capital One Arena, which means I have prime access to tickets for some of the best artists in the game right now. I’m hoping to catch a live show soon.

8:35am: I arrive at my office, which also happens to be an arena that regularly holds 20,000 people for special events — from Disney on Ice to Wizards and Capitals games, trade shows, major concerts, and more. I grab a coffee from the kitchen and head upstairs to my desk. My teammates and I work from the sales office on the third floor, where the walls are covered in pictures of legendary Wizards and Capitals players and painted in our team colors. Everyone’s desks are decorated with sports memorabilia and there are TVs scattered throughout the office showing games and highlights. I greet our sales team, a tight-knit group of colleagues who share my passion for sports. We discuss current sporting news, which is unsurprisingly a hot topic in the office (especially if it involves our beloved Wizards and Capitals).

9:00am: Daily meeting time! My managers, Ryan and Carly, gather the team. We huddle up in the “Big Room” to discuss daily goals, games for the week, and what we need to focus on to hit our monthly sales goals. One of my favorite things about working at Monumental Sports & Entertainment is that it gives me the opportunity to sell across multiple diverse sports properties including: the NBA’s Washington Wizards, the NHL’s Capitals, the WNBA’s Mystics, and AFL’s Valor and Baltimore Brigade. Working in ticket sales might sound pretty straightforward, but my team’s responsibilities go well beyond selling a couple single-game tickets to your average sports fan. I spend my time making phone calls to passionate fans and businesses in order to establish great relationships and recommend some of the most memorable experiences in our arena. Whether I’m selling season ticket packages, partial plans, suite rentals for special events, or tickets for the next big game, there’s rarely a dull moment. We touch base about our strategy for the day and then get to work.

9:30am: I start off by doing some prospecting through the LinkedIn Sales Navigator platform before perusing the Washington Business Journal. I use both resources to research local businesses we haven’t worked with before. After I identify some leads, I reach out to introduce myself and let them know I will be their point of contact from Capital One Arena should they have any interest in tickets or suites. I document all of my outreach and prospecting efforts in Salesforce — it’s a great way to manage current clients and new leads.

11:00am: My teammate Julian and I touch base about an exciting event we’re working together to organize: a “Hispanic Heritage night” for a Wizards game this season. On March 6, we’ll celebrate Hispanic culture with music, dancing, and guest speakers before our game against the Miami Heat. As a bilingual Latino American, I often connect with Spanish-speaking clients, and this event presents another great opportunity to reach our community. Julian and I take this time to call our partner at the local Hispanic Chamber of Commerce. They are going to help us get the word out by announcing the event to their members.

12:15pm: Gym time! People & Culture (our in-house HR team) provides all Monumental employees with access to Vida Fitness, one of the premier gyms in the area. It’s conveniently also located in Capital One Arena. I get in a good run before lifting, cycling, and heading into the steam room. Then I hit the showers and head out the door.

1:30pm: I drink a protein shake and eat a quick bite back at my desk while catching up on emails and phone calls. Now I’m ready for my afternoon calls. I have my best conversations from about 2-4pm. A good portion of those calls are made to existing clients to thank them and see if there’s anyone in their personal or professional network who would be interested in what we have to offer. Referrals are key. I often work with construction companies, financial firms, and travel organizations, and it’s important that I maintain those client relationships. Keeping a positive, energetic attitude is the secret to having meaningful interactions with my clients.

3:00pm: Just as I’m trying to beat the mid-afternoon slump, People & Culture comes to the rescue with some delicious chocolate-covered pretzel sticks. Perfect timing. I enjoy today’s snack and stop by our fourth-floor break room for some nitro cold brew on the way back to my desk. Having great coffee on tap is a nice perk.

4:30pm: Tonight’s basketball game is completely sold out — which means 20,000 spectators will be filing into the arena in just a few hours. It’ll be a terrific atmosphere, as well as an important opportunity for my team to ensure that our ticket-holders are having a fantastic time. Our entire sales and service staff meet, and we run through logistics, individual staff duties for the night, and any big groups we need to assist with or look out for. Our inside sales staff also gets together to discuss any clients we are bringing out to the game and how we can help each other close business. I compile a list of all my partial plan and season ticket-holder clients, in addition to a few new prospects I know will be making it out tonight. Then I devise a plan so I can visit as many people as possible.

5:00pm: Did someone say dinner? Capital One Arena is smack-dab in the middle of one of the most vibrant food scenes in the city. From sushi and seafood to pizza and burgers, there’s no shortage of options. I grab a grilled chicken and steak bowl from BIBIBOP, an incredible Asian grill, and head back to work.

6:00pm: Doors to the arena open and we are ready to start our game-day assignments. Tonight, I’m assigned to our prospect suite. I ensure the suite looks sharp and ready for our guests with food, drinks, and sales collateral to review. I have one prospective client coming to the suite tonight to discuss a large partial plan, so I give him a call to determine a meeting place where I can personally give him and his guest their tickets.

8:30pm: After focusing on my clients for awhile, I finally get a second to see what’s happening in the game. The crowd is loud and everyone in the building is engaged. I love that I am able to be a part of this phenomenal energy. It’s been a great night so far: I’ve met up with a lot of the clients I wanted to see, helped my coworkers, established some great conversations, and closed my prospect (boom!). Everyone is loving the game and having a memorable experience.

9:30pm: Wizards WIN! The final score is 111-95. Star point guard John Wall led the way with 23 points. High-fives all around. As the crowd starts to file out of the arena, I begin to break down some signage from the suite and take it back to the office. Everyone is energized and satisfied from a productive night. And a Wizards win is always a plus!

10:15pm: Back at my apartment, it’s time to catch some quality Zzz’s before I tackle another productive day tomorrow.

The Washington Wizards are a Jopwell partner company

Images courtesy of Monumental Sports & Entertainment