Sales Director

The Sales Director is responsible for designing and implementing an effective sales strategy to identify new business opportunities and grow existing client partnerships. This individual will build relationships and work closely with the tournament host committee, host club members, and an outsourced sales agency in order to advance hospitality and sponsorship sales.
The position is responsible for managing tournament sales efforts, and for meeting and exceeding individual sales goals, by generating revenue through hospitality packages and sponsorship sales locally, regionally, nationally, and abroad.

QUALIFICATIONS

• Bachelor’s degree in related area required, a degree in Marketing or Business is preferred

• Minimum of 10 years of progressive sales and event marketing management experience, ideally in sports, event management, media or hospitality required; Golf tournament sales experience is preferred

• Thorough sales knowledge which includes prospecting tactics, research, presentation development, and event activation, negotiating and closing sales

• Must be proficient with Microsoft Office software packages to include Word, Excel and PowerPoint; Salesforce CRM experience is a plus

• Confident, pro-active, and enthusiastic style that assimilates well within a team

RESPONSIBILITIES/DUTIES

• Seven to ten years of commissioned sales and event management experience, ideally in sports, event management, media or hospitality required

• Develop annual Sales budget that aligns with long-term revenue objectives, meets or exceeds margin parameters and contributes to elevating the stature of the PGA Tour globally

• Achieve or exceed annual event revenue budget which includes renewal and upsell of existing partners and closing new business partnerships

• Prospect, generate leads, develop relationships, understand customer needs, present solutions, negotiate, and close new business

• Develop and execute annual hospitality and sponsorship sales plan – including, but not limited to, execution of evergreen partner communication plan and related sales and service tactics with existing partners and new prospects

• Manage all inventory tracking and pricing reviews and regularly update all stakeholders of the status and any changes.

• Leverage existing individual network, tournament host committees, club members, title/event/club vendors, community service groups, current clients, and other lead generators

• Develop a robust pipeline with probability of closing to ensure volume necessary to attain individual and tournament revenue goals

• Lead partnership relationships from pitch/proposal through execution phases – for individual sales goal and sales team

• Lead sales staff to meet or exceed their respective revenue goals which includes to implement, manage, and enforce accountability of staff sales activity and goals in CRM, lead weekly sales meetings to ensure achievement and professional development

• Develop and implement strategies to drive sales, which may include the research, review and maintenance of ongoing competitive market analysis including financial and demographic factors

• Utilize CRM tools to track, measure, and analyze sales activity

• Employ sales protocol that encompasses multi-year and multi-tournament strategies

• Work collaboratively with client services, operations, finance and ticketing department to ensure fulfillment

• Work closely with Sales leadership on sales protocol and processes

• Provide Executive Director weekly evaluation of progress against set annual goals

• Attend various community and charitable functions as a representative of the tournament

• Special Projects or other duties as assigned