Director of Sales

Job 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

• Achieve the sales and profit goals of the Club’s catering, events and golf outing operations.
• Engage in outbound sales efforts through networking, attending business association functions, referrals from existing business clients and lead generation.
• 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.
• Build and maintain an events/outing prospect database, track all communications and activities with those prospects, and record all sales made.
• Create banquet event order sheets to relay any and all event information to the team.
• Respond to prospect inquiries in a timely manner, conduct tours and meetings for prospective events/outings and sell events/outings.
• Oversee the development/preparation of contracts for all events/outings.
• Help prospects (including members) plan special events including menus, entertainment, theme, decorations and other details.
• Recommend enhancements for catered events.
• Work with the Club’s General Manager and F&B Manager to determine selling prices and menus for catered events/outings.
• Schedule all banquet event functions and golf outings, price and prepare event proposals, collect signed contracts and deposits.
• Transmit the necessary information about all events to the appropriate support staff.
• Ensure smooth execution of events by inspecting finished arrangements and collaborating with appropriate department heads.
• Plan and coordinate details of catered events to include determining specifications and quantities of goods to order, determining manpower levels, recommend personnel assignments, scheduling space and facilities and communicating menu information to production staff.
• Help develop catering sales/golf outing budgets and marketing plans.

Additional Responsibilities

• Participate in outside activities that are judged appropriate by the General Manager to enhance the presence of the property in the local community.
• Work with the marketing team to create sales/collateral material.
• Regularly evaluate services and determine means by which to upgrade quality of catered events.
• Execute tastings for weddings.

Qualifications, Experience and Skill Requirements

• Must be friendly, outgoing and possess high level of client, member and resident satisfaction orientation; college degree in a business field preferred.
• Must possess excellent written and verbal communication skills.
• Must be highly organized, efficient and detail oriented; event management experience.
• Must have excellent interpersonal skills.
• Must be proficient in the use of Microsoft Word, Excel, Outlook, and PowerPoint.
• Experience with CRM tool is a plus.
• Must possess a strong understanding of the game of golf.
• Demonstrate a history of strong sales, negotiating and closing skills.

Working Condition

• This position requires the ability to speak, hear, and see.
• The employee is regularly required to sit for long periods of time using a monitor and keyboard; use hands to finer, handle, or feel; and reach with hands and arms.
• This position will also require the employee to stand, walk, stoop, kneel or crouch to pick things up or move displays around.
• The employee must be able to lift and/or move up to 30lbs occasionally.
• Noise level is moderately quiet.
• Work extended hours during golf and holiday season.
• Work weekends and holidays.