The Best Players Need the Best People.
Serving as a commercial advisor to non-operated events, the Director works with event leadership to assess opportunities, strengthen sales capabilities and advance revenue opportunities. The role also supports the development of event-level partnerships through referrals, introductions, relationship development and direct commercial engagement, while working closely with PGA Tour enterprise commercial teams to connect opportunities across the broader commercial ecosystem.
Qualifications
Bachelor’s degree in Business, Marketing, Sports Management or a related field, or equivalent combination of education and relevant experience.
10+ years of progressively responsible experience in commercial strategy, business development, sponsorship, sales, sports business or a related field.
Demonstrated experience identifying and developing business opportunities and driving revenue growth.
Strong consultative and relationship-management skills with the ability to advise business leaders and influence outcomes without direct authority.
Strong understanding of sponsorship, partnership development, hospitality and other revenue-generating models within sports, events or related industries.
Strong business and financial acumen with the ability to evaluate commercial performance and market opportunities.
Demonstrated ability to work cross-functionally and effectively navigate a complex, matrixed organization.
Excellent communication, presentation, negotiation, judgment and problem-solving skills.
Ability to travel and work evenings, weekends and holidays as required by the event schedule.
Responsibilities
Provide commercial advisory and revenue development support for an assigned portfolio of PGA Tour non-operated events.
Serve as a commercial advisor to non-operated events, partnering with event leadership to assess performance, identify opportunities and provide guidance to support sustainable revenue growth.
Lead the development of revenue planning frameworks, forecasts and performance measures that support non-operated events in establishing and advancing short- and long-term revenue objectives.
Establish and evolve commercial best practices, tools, resources and service models that strengthen pricing, inventory, margin, renewals, sales effectiveness and traditional and emerging event-level revenue opportunities, products and experiences.
Identify and develop new business opportunities through referrals, introductions, relationship development and direct commercial engagement.
Support and, when appropriate, participate directly in the development, negotiation and closing of event-level commercial partnerships.
Generate incremental value for non-operated events and PGA Tour revenue through business developed or secured through the commercial services model.
Oversee visibility into commercial pipelines across the non-operated events portfolio, using forecasting, performance data, market insights and trends to identify gaps, prioritize opportunities and recommend actions to strengthen results.
Establish and track measurable commercial outcomes, including revenue generated or influenced through the team’s direct involvement, and evaluate the effectiveness of revenue development and advisory efforts.
Build commercial capability within non-operated events through consultation, coaching, training and best-practice sharing with event leadership and sales teams.
Partner with PGA Tour enterprise commercial teams to connect existing Tour partners with appropriate event-level opportunities and identify locally developed relationships with broader enterprise potential.
Collaborate with non-operated events business and other PGA Tour functions to connect non-operated events with appropriate resources, expertise and opportunities.
Track commercial performance and key opportunities across assigned events and provide insights and recommendations for non-operated events leadership.
Evaluate portfolio commercial performance and continually evolve the support model based on business needs, results and emerging opportunities.
Continually evaluate portfolio commercial performance and evolve revenue strategies, tools and support models based on results, changing market dynamics and emerging opportunities.
Skills Required
- Bachelor's degree in Business, Marketing, Sports Management, or a related field, or equivalent education and relevant experience.
- 10+ years of progressively responsible experience in commercial strategy, business development, sponsorship, sales, sports business, or a related field.
- Experience identifying and developing business opportunities and driving revenue growth.
- Strong consultative and relationship-management skills, including advising business leaders and influencing without direct authority.
- Understanding of sponsorship, partnership development, hospitality, and other revenue-generating models within sports, events, or related industries.
- Strong business and financial acumen, including the ability to evaluate commercial performance and market opportunities.
- Ability to work cross-functionally and navigate a complex, matrixed organization.
- Excellent communication, presentation, negotiation, judgment, and problem-solving skills.
- Ability to travel and work evenings, weekends, and holidays as required by the event schedule.
What We Do
By showcasing golf’s greatest players, the PGA TOUR engages, inspires and positively impacts our fans, partners and communities worldwide. The PGA TOUR, headquartered in Ponte Vedra Beach, Florida, co-sanctions more than 130 tournaments on the PGA TOUR, PGA TOUR Champions, Korn Ferry Tour, PGA TOUR Latinoamérica, Mackenzie Tour-PGA TOUR Canada and PGA TOUR Series-China. Members on the PGA TOUR represent the world’s best players, hailing from 29 countries and territories (93 members are from outside the United States). Worldwide, PGA TOUR tournaments are broadcast to 212 countries and territories in 23 languages. Virtually all tournaments are organized as non-profit organizations to maximize charitable giving. In 2019, tournaments across all Tours generated a record $204.3 million for local and national charitable organizations, bringing the all-time total to more than $3 billion. To learn more about the positive impact the PGA TOUR has on the communities in which we play, please visit www.pgatour.com/impact. Fans can follow the PGA TOUR on PGATOUR.COM, the No. 1 site in golf, on the PGA TOUR app and on social media channels, including Facebook, Instagram (in English, Spanish and Korean), LinkedIn, Twitter, TikTok, WeChat, Weibo, Toutiao and Douyin.
