TPC Southwind is a private par-70, 7,244-yard layout located in the gated community of Southwind in Southeast Memphis, Tennessee. TPC Southwind is home of the FedEx St. Jude Championship. TPC Southwind houses a modern-style, 34,000 square-foot clubhouse featuring rich wood furnishings and creates an inviting backdrop for socializing, private events, or corporate entertainment.

SCOPE/POSITION OVERVIEW

The Director of Sales and Marketing is to achieve or exceed monthly, quarterly and annual department revenue goals in order to ensure the club’s optimal financial performance and membership levels.

QUALIFICATIONS

Bachelor’s Degree or equivalent experience. Thorough knowledge of general business administration and

sales practices and procedures as would be acquired through at least five years of similar experience in

progressively responsible positions. Thorough sales knowledge which includes prospecting, pre-qualifying,

first meeting impressions, probing/presenting, overcoming objections, influencing/convincing, and closing

sales.

 

RESPONSIBILITIES/DUTIES

• Generate leads and cultivate qualified prospects on a daily basis including but not limited to:
• Conduct research utilizing reliable and relevant systems and databases   
• Prepare and utilize a professional sales presentation based on company-approved model that creates value based on relevance to expressed buyer needs and values.
• Initiate a minimum of twenty-five (25) new business development calls per week (number of daily/weekly calls based on financial goals and closing ratios). 
• Conduct a minimum of three (3) prospect sales meetings per week utilizing a professional sales presentation that creates interest based on buyer needs and values. 
• Utilize Salesforce or current company databases on a daily basis to track prospects; manage campaigns & leads; calendar sales; track activities; forecast qualified opportunities; and report results.
• Prepare and analyze timely sales, forecasting, activity and trend reports. 
• Maintain a high profile at the convenience of our members and prospects, which will include evenings and weekends.
• Ensure that all prospect and member calls have appropriate follow-up within twenty-four (24) business hours of initial contact.
• Attend appropriate high-profile community functions and other business networking activities.
• Develop, implement, and manage the overall brand building and marketing initiatives for the club to include E-Marketing strategies, advertising, and other external marketing campaigns.
• Conduct, review and maintain ongoing competitive market analysis and recommend market positioning strategies, membership products and programs to ensure optimal market share, brand positioning and member healthy dues line.
• Ensure that timely adjustments of sales strategies and plans are proactively formulated; recommended; and implemented to meet changing market and competitive conditions. 
• Assist with the development of the annual department operating budget, and manage line items in accordance with that budget for the Sales and Marketing Department.
• Oversee and manage the Sales and Marketing Department, including supervision and development of direct reports.
• Comply with all approved business practices, policies and procedures.
• Provide input on the development, scheduling, brand content and brand standards of all prospect and member communications. 
• Activate brand in the community by cultivating positive relations with key members of the community including area chambers and business networking groups; key business leaders, TPC and PGA TOUR business affiliates; newly enrolled members; local media; and developer/owner and Home Owner Association managers. Attend key meetings in these areas
• Meet with the General Manager on a weekly basis to discuss sales results; department activities; membership/selling successes and obstacles; programs and offerings.  Highlight prospect updates and activities; membership issues; club, market or other selling obstacles and issues.
• Work with Sr. Director of Business Development or Director Business Development (HQ) on an ongoing basis to:
• Develop and implement sales and membership programs; strategies and tactics to drive business results for all relevant target audiences.
• Evaluate and recommend necessary changes to ensure ongoing optimal market and product positioning.
• Ensure implementation and compliance with all marketing, sales and business standards policies and practices.
• Report and achieve weekly, monthly, quarterly sales objectives, forecast and results.
• Ensure appropriate brand positioning and messaging through all communication channels to relevant groups including member, prospect, PGA TOUR/TPC affiliates; developer, owner, HOA partners; and internal departments.
• Develop/expand individual and team selling, communication, technical and leadership skills.
• Participate in weekly Department Head and Revenue Committee meetings to ensure alignment with club and department goals and objectives.
• Special projects or other duties as assigned.

PHYSICAL DEMANDS AND WORKING ENVIRONMENT

This job operates in a professional office environment and routinely uses standard office equipment. While performing the duties of this job, the employee is regularly required to stand; walk; sit; kneel; use hands to handle or feel; and talk or hear.  The employee may occasionally lift and/or move up to 25 pounds.  Specific vision abilities required by this job include close vision, depth perception, color vision, distance and peripheral vision, and ability to adjust focus.

An essential function of the job is to be able to comply with all applicable federal, state and local safety and health regulations that would apply to this job.

This job description reflects the assignment of essential functions and may be modified as needed; it does not proscribe or restrict the tasks that may be assigned.  The information contained herein is not intended to be an all-inclusive list of the duties and responsibilities of the job, nor is it intended to be an all-inclusive list of the skills and abilities required to do the job.

Travel

• Travel is not regularly expected for this position.

Work Schedule Expectations

• This position typically requires working standard business hours Monday through Friday, occasional weekends may be required.

Supervisory Responsibility

• This position manages employees and is responsible for the performance management and hiring of the employees within the department.