Director of Sales

The Director of Sales is an integral member of the club’s management team and is responsible for maximizing catering & event revenues by creating and implementing the promotion and sales plans of the club’s facilities for weddings, banquets, business meetings, social events, golf outings, and member-related activities at the Club.

This position will report directly to the property’s General Manager.

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Compensation : $85,000 / annually

Qualifications, Experience and Skill Requirements :

• Rigorous sales experience (3-5 years minimum) in catering sales, preferably in a club setting, and a proven track record of selling weddings and banquets.
• Superior sales skills in prospecting, communication, and closing.
• Present a professional appearance with a pleasant and mature demeanor.
• Excellent written and oral communication skills.
• Must be highly organized, efficient and detail-oriented.
• Must have excellent interpersonal / relationship skills.
• Must be comfortable in the use of CRM / sales automation systems (i.e., salesforce.com).
• Must be proficient in the use of Microsoft Word, Excel, Outlook, and PowerPoint.
• Knowledge of local markets is preferred.
• A four-year college degree preferred, but not required.

Position Responsibilities :

• Achieve sales / profit goals of the Club’s catering / events operation.
• Help develop catering sales budgets and marketing plans.
• 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, and the like.
• Utilize salesforce.com daily to build and maintain an events prospect database, track all communications and activities with those prospects, and record all sales made.
• Respond to prospect inquiries, conduct tours and meetings for prospective events, and sell events.
• Oversee the development / preparation of contracts for all events.
• Help prospects (including Members) plan special events including menus, entertainment, theme, decorations, and other aspects.
• Recommend refinements for catered events to include floral arrangements, table settings, and room appointments; recommend the purchase of equipment and supplies.
• Work with the Club’s General Manager to determine selling prices and menus for catered events.
• Schedule all banquet event functions, prices, and prepares event proposals, collects 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, recommending personnel assignments, scheduling space and facilities, and communicating menu information to production staff.
• Ensure that arrangements are made to set up rooms, provide service and clean areas after events.
• Develop, implement and monitor standards of service and coordinate catering activities to ensure that a high quality of production and service is consistently maintained.
• Regularly evaluate services and determine means by which to upgrade quality of catered events.
• Attend important events to foster relationships that are important to generate event referrals and other club business opportunities.
• Participate in outside activities that are judged appropriate by the General Manager and / or Troon regional team to enhance the presence of the property in the local community.
• Work with the Club’s GM and Troon regional team to create sales materials / collaterals.
• Participate in Troon monthly sales calls and / or meetings and the annual Troon sales meeting.
• Perform other related duties as assigned by the Club’s General Manager.

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