Sales Director

Bad Birdie•Scottsdale, AZ

3d•Onsite

About The Position

This role is for a Sales Director responsible for leading and developing outside field reps and inside sales reps across the on-course channel. The position involves setting performance expectations, managing territory assignments, executing new door strategies, building relationships with key contacts in the golf industry, and coaching sales representatives on selling strategies. Additionally, the role oversees all commercial and logistical elements of Tour event presence, including product assortment, delivery, on-site setup, and sell-through analysis. The Sales Director will also manage budgets, track forecasts, analyze sales data, and provide business updates to leadership, ensuring CRM pipeline health and accountability. A key aspect of the role is bringing the voice of the customer back to product, planning, and operations teams.

Requirements

7+ years of B2B sales experience in premium apparel, footwear, or golf — with at least 3 years in a Director, Key Account, or Sales Manager seat where you owned the number, not just supported it.
Deep knowledge of golf and the green grass industry. You know the difference between a head pro and a buyer, you have walked a PGA Show floor, and you can name the management groups that actually move volume.
Proven ability to coach both outside (field) and inside sales representatives.
Experience managing sales budgets, forecasts, and multi-channel business projections.
Strong understanding of the golf on-course channel.
Experience supporting event-based business, including logistics and on-site execution.
Excellent communication and presentation skills with a professional presence in the field and Tour event settings.
Genuine connection to golf. You play, you watch, you get the culture, and you understand why bold style on a Sunday tee box matters.
Valid driver’s license; ability to travel up to 40%.

Nice To Haves

Familiarity with PGA Tour event operations or Tour-level retail environments is a plus.
Established relationships with PGA Professionals, golf management groups, or Tour event personnel preferred.
You've worked in golf apparel or specialty retail. You know how pro shops buy, how they merchandise, and what makes a brand earn floor space over a competitor.
You've managed both a field sales team and an event-based business at the same time. You understand that the skills required to run a Tour event and coach a rep through a pre-book conversation are very different, and you're equally sharp at both.
You have existing relationships with PGA Professionals, golf management groups, or Tour event personnel.
You've personally built a sales territory from the ground up. Prospected new doors, developed the pitch, closed the account, and then handed it to a rep you trained to own it.
You've been inside a CRM overhaul or built a sales reporting cadence that leadership actually used to make decisions. You know what good pipeline hygiene looks like and how to hold a team to it.
You golf. You've stood in a pro shop, you've worn the gear, and you understand why a golfer picks up a Bad Birdie polo and doesn't put it down. That instinct shows up in how you sell.
PGA PGM certification, prior head pro/assistant pro experience, or an existing roster of relationships in green grass.
Experience selling into resort/management groups (Troon, Invited, TPC, Pinehurst, etc.).

Responsibilities

Lead, coach, and develop a team of outside field reps and inside sales reps across the on-course channel.
Set performance expectations; conduct regular one-on-ones, ride-alongs, and performance check-ins.
Manage territory assignments, call cycle cadences, and account coverage strategies.
Execute new door strategy. Prospecting private clubs, daily-fee courses, resorts, and management group accounts.
Build relationships with golf management group contacts, merchandise buyers, and Head Golf Professionals.
Coach reps on pre-book and at-once selling strategies to maximize sell-through and minimize markdowns.
Manage and track the Green Grass sales budget, seasonal forecasts, and selling expense budget.
Analyze sell-through data and open-to-buy trends; deliver regular business updates to leadership.
Monitor CRM pipeline health; hold reps accountable for activity volume and forecasting accuracy.
Bring the voice of the green grass customer back to product, planning, and ops. What's – working, what’s missing, and where the next swing should be.
Oversee all commercial and logistical elements of Tour event presence: product assortment, delivery, on-site setup, and sell-through.
Support seasonal assortment planning for Tour events in partnership with Merchandising and Design.
Manage and track the Tour channel budget; maintain event-level volume forecasts and growth goals.
Provide post-event sell-through analysis and assortment feedback to improve future event product decisions.
Identify opportunities for Tour-exclusive and limited-edition product that elevates the brand at Tour events.