Director of Sales

It's an exciting time to join our clubs and we are currently seeking a Director of Sales to join our team at The Huntington Club!

How You Will Make a Difference

The Director of Sales role demands a dynamic, polished leader who fosters relationships, interacts at the highest levels within the community, and represents Camaraderie Clubs at The Huntington Club with the utmost standards of service, integrity and professionalism. We work in a very collaborative team environment where we plan, communicate, track, evaluate & adjust together so we can succeed as a team!

The Director of Sales is primarily responsible for maximizing club revenues across three core revenue streams: member-sponsored private events, Monday Tournaments, and new and retained memberships. This is achieved through the successful formation and execution of a strategic outbound sales and marketing effort, as well as through the development and maintenance of relationships with existing members, clients, and sales prospects. The Director of Sales will utilize professional sales skills to perform outside sales calls, generate qualified leads, execute strategic marketing campaigns, and actively participate in networking events to create top-of-mind awareness within the community and to reach new sales prospects on behalf of Camaraderie Clubs at The Huntington Club.

JOB TASKS: (Additional Responsibilities)

Technical Knowledge

• Develops and implements strategies to conduct direct selling activities in accordance with necessary sales activity to achieve/exceed revenue targets and sales goals across memberships, private events, and Monday Tournaments.
• Analyzes financial reports, interprets relevant sales trends, and forecasts sales volumes.
• Properly qualifies prospects, determines demand potential, presents features/benefits that match prospect needs, and gains "next step" commitment or "closing."
• Maintains current knowledge of competition and what other clubs offer their clientele.
• Researches the need for on-going sales promotions regarding demographics, market segmentation data, trends, and the socio-economic environment.

Execution - Membership Sales

• Solicits, negotiates, and books new and repeat membership business through sales efforts (prospecting, outside sales calls, telemarketing, networking, etc.) while maximizing membership sales to meet/exceed revenue goals.
• Fields all inbound membership inquiries made to the club and facilitates site tours with prospects.
• Enjoys asking for business, referrals, and closing business.
• Implements lead generation strategies: target lists, prospecting events, and awareness functions.
• Identifies and aggressively pursues target markets to be canvassed by monitoring club and community demographics.
• Develops and ensures that established procedures for processing prospective members' applications are consistently followed.
• Processes all requests for and changes within membership classes (new, upgrades, downgrades, and resignations).
• Conducts orientation programs for new members and processes member resignations; develops reports and undertakes special projects if membership retention problems arise.

Execution - Private Events

• Promotes, advertises, and markets the club's facilities and capabilities for member-sponsored private events to all members.
• Helps members and their guests arrange banquets, luncheons, meetings, weddings, and other member-sponsored social events; obtains pertinent information needed for planning.
• Suggests and helps members and guests plan menus in conjunction with the Executive Chef or other culinary personnel.
• Prepares the annual private events and tournament budget and monthly forecasting to increase the profitability of the events and tournament operation; monitors department performance against budgets and provides variance reports.
• Develops contracts for events and tournaments and oversees the administrative and operational aspects of preparing and serving events.
• Transmits necessary information to and coordinates event planning with production, serving, and housekeeping staff; arranges for menus, decorations, entertainment, and other special requests.
• Reviews BEOs against actual room setup; oversees personnel scheduling for special functions.
• Obtains necessary permits for special events and functions and arranges prompt payment for all events.
• Diagrams room layout, banquet item placement, and related function details.
• Manages event and tournament billing and client correspondence; maintains the club's master calendar and function book.
• Serves as liaison between kitchen, service, and management staff.

Execution - Relations & Retention

• Personally meets each club member and instills confidence that the club is operated in the best interests of the membership.
• Is present during club operating hours and events to assist in meeting and greeting members and guests.
• Effectively responds to member relations comments and questions in accordance with club standards, policies, and rules and in a friendly manner; uses ideas, feedback, and suggestions to continuously improve the services provided to members.
• Handles client complaints and represents members' needs and interests on applicable club committees.
• Consistently exceeds prospect, client, and member needs, following up and resolving issues in a timely manner.
• Maintains constant communication with the General Manager to address customer/member concerns and barriers to closing sales.

Marketing / Business Planning

• Works with the General Manager and Management Team to determine operations on pricing, offerings, programming, marketing, communication, and value-added benefits.
• Develops and implements monthly and annual sales action plan(s).
• Develops and adheres to a departmental budget; after approval, monitors and takes corrective action as necessary to help assure budget goals are attained.
• Monitors and analyzes the effectiveness of sales and marketing programs.
• Effectively tracks lead source and lost business to understand business sources and loss reasons; utilizes information to effectively guide marketing investments.
• Works with the Executive Chef to determine selling prices, menus, and other details for catered events; oversees the development of contracts and assures pre-planned banquet menu offerings are current and reflect member interests.
• Provides recommendations for the annual marketing plan to management.
• Promotes club activities using newsletters, direct mail flyers, electronic communications, and other means.
• Serves as manager on duty as scheduled.

Community Relations

• Maintains active involvement in community and industry organizations; regularly attends and actively participates in meaningful networking events.
• Establishes communication with the competitive set and builds relationships and partnerships within the community.
• Participates in industry activities, community activities, employee activities, and customer events as deemed necessary and appropriate by Management.
• Networks with members, guests, and the community to maximize leads and referrals; maintains relationships with previous event hosts and Members.

The Director of Sales will be required to execute other duties not listed above as assigned by Camaraderie Clubs Management, LLC. and/or the General Manager.

SKILLS FOR SUCCESS

• Enjoy asking for business, referrals, and closing business.
• Strong sales skills required, including experience with cold calling and commissioned selling.
• Ability to manage multiple projects and revenue streams simultaneously.
• Excellent communication, customer service, and leadership skills.
• Effectively communicate with members, guests, and employees in a friendly and positive manner.
• Must be computer literate (Word, Excel, Outlook, etc.) and experienced using a CRM.
• Knowledge of ClubEssential and RESERVE software preferred.
• Knowledge of golf required.
• Four-year college degree preferred.
• Minimum five years of related experience in a commissioned sales position(s) within the golf, hospitality, and/or service industries; or equivalent combination of education and experience.

COMPENSATION

Total compensation of $115,000 to $125,000, inclusive of base salary and commission opportunities tied to membership, private event, and Monday Tournament sales.

• Paid Time Off (PTO)
• 401k Retirement Plan
• Medical
• Dental
• Vision
• Life Insurance
• Monthly Cell Phone Allowance
• Monthly Health & Wellness Allowance
• Employee Discount provided at the Clubs along with Golf and Tennis privileges

TIME COMMITMENT REQUIREMENTS:

• Standard week by day commitment, Tuesday - Saturday weekly schedule.
• Hours commitment, not limited to but at a minimum 9a - 5p each day.
• Days of the week and hours subject to change based on holidays, club events, the private event and tournament schedule, and at the request of the General Manager.