Director of Sales
Linx Asset ManagementJob Summary:
The Director of Sales is responsible for planning and implementing sales initiatives and Club development programs, both short and long range, targeted toward membership sales by performing the following duties. For private event sales: increasing individual, social, corporate and tournament bookings at the Club. Produce measurable, quantifiable sales results against predetermined annual sales goals and budget. Work with clients to ensure event details are outlined and communicate with staff for implementation. Ensure that the Club is maximizing its potential in driving revenues and thus achieving or exceeding the current year's financial goals. Act in the role of community relations liaison to maintain the prestigious image of the Club.
Essential Duties and Responsibilities:
β’ Achieve the sales and profit goals of the Club's catering, events, and golf outing operations
β’ Engage in outbound sales efforts through networking, attending business association functions, referrals from existing business clients and lead generation
β’ Develop and implement programs and activities that increase and retain events in the Club, including, but not limited to, telephone sales campaigns, direct marketing campaigns, networking events, open house events, etc.
β’ Build and maintain an events/outing prospect database, track all communications and activities with those prospects, and record all sales made
β’ Respond to prospect inquiries in a timely manner, conduct tours and meetings for prospective events/outings and sell events/outings
β’ Helps prospects (including members) plan special events including menus, entertainment, theme, decorations, and other details
β’ Work with the Club's General Manager and F&B Manager to determine selling prices and menus for catered events/outings
β’ Schedule all banquet event functions and golf outings, price and prepare event proposals, collect signed contracts and deposits
β’ Help develop catering sales/golf outing budgets and marketing plans
β’ Recruit all new membership for the club, including corporate accounts
β’ Assisting in the preparation of the club's annual budget and financial goals
β’ Using and updating the Membership Report and CRM reporting
β’ Preparing the monthly membership reporting for the General Manager and Corporate Team.
β’ Taking a proactive approach, with the support of the General Manager, in achieving net membership dues goals
β’ Initiating and working with all Department Heads to ensure there is a year-round social and activities calendar for the membership β specifically member Γ’β¬Λadded-value events' & programs
β’ Responsible for generating new member leads and tracking them accordingly
β’ Responsible for the implementation of a member referral program & all lead generation efforts
β’ Responsible, along with the General Manager for member retention and working with members to counsel them through membership transitions
β’ Track a structured new Member Orientation process and implement new member 30/60/90 -day call and connect program
β’ Attending major club events and hosts regular orientations and member mixers to foster new member connections
β’ Minimum of 10 new outgoing connections per day
β’ Minimum of 5 Appointments per week - 50% of all appointments should result in a sale
β’ Develop a weekly prospect appointment strategy using the CRM
β’ One Member engagement activity per week Example: first tee, golf shop, dining room, events
β’ One external networking event per month
β’ Respond within a 24 -hour time frame for all inquires
β’ Assist in managing the Club's website ensuring information is accurate and up to date
β’ Weekly touch-base meeting with GM dedicated to sales only
o Review sales reports, changes, and resignations
o Also, review pipeline/prospect report
o Build a weekly game plan β review game plan and results each week
Additional Responsibilities:
β’ Participate in outside activities that are judged appropriate by the General Manager to enhance the presence of the property in the local community
β’ Work with the marketing team to create sales/collateral material
β’ Regularly evaluate services and determine means by which to upgrade quality of catered events
β’ Execute tastings for weddings
Qualifications, Experience and Skill Requirements:
β’ Must be friendly, outgoing and possess high level of client, member and resident satisfaction orientation, college degree in a business field preferred
β’ Must possess excellent written and verbal communication skills
β’ Must be highly organized, efficient and detail oriented, event management experience
β’ Must have excellent interpersonal skills
β’ Must be proficient in the use of Microsoft Word, Excel, Outlook, and PowerPoint
β’ Experience with CRM tool is a plus
β’ Must possess a strong understanding of the game of golf
β’ Demonstrate a history of strong sales, negotiating and closing skills
Working Conditions:
β’ This position requires the ability to speak, hear, and see
β’ The employee is regularly required to sit for long periods of time using a monitor and keyboard; use hands to type, handle, or feel; and reach with hands and arms.
β’ This position will also require the employee to stand, walk, stoop, kneel or crouch to pick things up or move displays around.
β’ The employee must be able to lift and/or move up to 30lbs occasionally
β’ Noise level is moderately quiet
β’ Work extended hours during golf and holiday season
β’ Work weekends and holidays
All job descriptions are subject to periodic review. Additional duties will be assigned occasionally by management.