Director, Marketing & Memberships

Tournament Players Club•Duluth, GA

About The Position

The Director of Sales and Marketing is responsible for achieving or exceeding monthly, quarterly, and annual department revenue goals to support the club’s financial performance and membership levels. The role oversees the Sales and Marketing Department, including supervision and development of direct reports, and manages the club’s sales, membership, branding, and marketing initiatives. The position works with club leadership and TPC business development teams to develop and implement strategies, programs, and standards that support business results and appropriate market positioning. The position typically works standard business hours Monday through Friday, with occasional weekends required. Maintaining a high profile for members and prospects may involve evenings and weekends. Travel is not regularly expected. The role operates in a professional office environment using standard office equipment.

Requirements

Bachelor’s degree or equivalent experience.
At least five years of similar experience in progressively responsible positions.
Thorough knowledge of general business administration and sales practices and procedures.
Thorough sales knowledge, including prospecting, pre-qualifying, making first-meeting impressions, probing and presenting, overcoming objections, influencing and convincing, and closing sales.
Ability to perform the essential job functions and comply with applicable federal, state, and local safety and health regulations.

Responsibilities

Generate leads and cultivate qualified prospects on a daily basis using relevant research systems and databases.
Prepare and use professional sales presentations based on company-approved models and buyers’ needs and values.
Initiate at least 25 new business development calls per week, with call targets based on financial goals and closing ratios.
Conduct at least three prospect sales meetings per week.
Use Salesforce or current company databases to track prospects, manage campaigns and leads, calendar sales, track activities, forecast opportunities, and report results.
Prepare and analyze timely sales, forecasting, activity, and trend reports.
Maintain a high profile with members and prospects, including attending to their needs during evenings and weekends as necessary.
Follow up on prospect and member calls within 24 business hours of initial contact.
Attend appropriate community functions and business networking activities.
Develop, implement, and manage club brand-building and marketing initiatives, including e-marketing, advertising, and external marketing campaigns.
Conduct and maintain competitive market analysis and recommend market positioning, membership products, and programs.
Proactively formulate, recommend, and implement sales strategy adjustments in response to market and competitive conditions.
Assist with developing the annual department operating budget and manage Sales and Marketing Department budget line items.
Oversee the Sales and Marketing Department, including supervising and developing direct reports.
Comply with approved business practices, policies, and procedures.
Provide input on prospect and member communications, including their development, scheduling, brand content, and brand standards.
Build the club’s presence in the community by cultivating relationships with community organizations, business leaders, TPC and PGA TOUR affiliates, members, local media, and developer, owner, and homeowners association managers.
Attend key meetings with community and business contacts.
Meet weekly with the General Manager to discuss sales results, department activities, membership successes and obstacles, programs, offerings, prospect activity, membership issues, and other selling obstacles.
Work with the Senior Director of Business Development or Director of Business Development at headquarters to develop and implement sales and membership programs, strategies, and tactics.
Evaluate and recommend changes to maintain optimal market and product positioning.
Ensure implementation of and compliance with marketing, sales, and business standards, policies, and practices.
Report and achieve weekly, monthly, and quarterly sales objectives, forecasts, and results.
Ensure appropriate brand positioning and messaging across communication channels for members, prospects, business affiliates, development partners, and internal departments.
Develop and expand individual and team selling, communication, technical, and leadership skills.
Participate in weekly Department Head and Revenue Committee meetings.
Complete special projects and other duties as assigned.