Director of Membership Sales

Scope of Position

The Director of Membership Sales is responsible for driving the growth of the membership sales pipeline, ensuring that sales performance meets or exceeds departmental goals and budget targets. This role oversees all sales activities within the Membership department and acts as a key liaison between the resort's various outlets and current or prospective Club members. In addition, the Director will develop and implement a strategic action plan aimed at increasing the visibility of the Club within the target demographic. Key activities include lead generation through phone outreach, cold calling, face-to-face sales, referrals, and building prospect lists. The role also involves leveraging digital marketing strategies such as social media, email campaigns, SEO, blogging, and inbound marketing, while collaborating with reciprocal organizations and exploring networking opportunities with potential members. As a brand ambassador, the Director will engage with both for-profit and non-profit organizations, representing the Turnberry brand and fostering strong relationships that contribute to membership growth.

Position Requirements:

• Strong leadership skills with the ability to motivate teams and communicate effectively.
• Professional demeanor with a proactive, assertive approach and prior managerial experience.
• Knowledge of or experience in private club Sales is highly desirable.
• Ability to interpret complex information, including financial data, and apply it to decision-making.

Responsibilities:

• Develop and implement strategic sales plans to meet and exceed targets.
• Set clear sales goals and keep teams informed on progress toward achieving them.
• Cultivate and maintain strong, long-lasting relationships with members by understanding their needs and objectives.
• Monitor and report on market dynamics, competitive forces, and shifts in sales strategies or budgets.
• Conduct market research to analyze competitors, pricing, and membership value.
• Oversee and mentor sales team members, ensuring alignment with sales objectives.
• Enhance personal and team sales skills through training and development to improve sales outcomes.
• Track, analyze, and report on sales performance metrics, including conversion rates and sales trends.
• Serve as a key ambassador for the organization, representing the club to both internal and external stakeholders.
• Define and execute territory-specific sales plans to drive membership growth.
• Stay informed on competitive landscape and market trends, adapting sales strategies as necessary.
• Analyze pipeline data and provide regular business insights to sales and marketing teams, focusing on demand generation, forecast accuracy, and conversion trends.
• Evaluate and improve the quality of lead data and pipeline metrics to ensure accuracy and effectiveness in sales efforts.
• Maintain a robust database of prospects and leads to optimize sales opportunities.
• Monitor and improve the quality of marketing and sales data, implementing programs to enhance data accuracy.
• Prepare and submit regular sales reports to management, offering actionable insights and recommendations.
• Collaborate with the marketing team to devise targeted marketing strategies.
• Meet or exceed sales goals and objectives established by leadership.
• Apply sales training techniques to boost productivity and recommend alternative sales strategies when necessary.
• Identify, qualify, and engage prospective new members to achieve membership goals.
• Build and maintain relationships with key stakeholders both inside and outside the organization.
• Participate in interdepartmental meetings and collaborate with other teams as needed.
• Host and entertain members and clients to strengthen relationships.
• Review and analyze sales reports and financial statements regularly.
• Ensure compliance with JW Marriott Turnberry Miami Resort and Spa’s standards and regulations, promoting safe and efficient operations.
• Perform any additional duties as requested by management.
   

Education

4-year college degree from accredited university or 5 years country club sales.

Skills and Abilities

• Communication:
  • Excellent group presentation skills, writing, speaking and training skills.
• Sales Skills:
  • Interpersonal, diplomacy, business analysis skills.
  • Ability to understand and manage complex sales.
  • Excellent negotiation skills.
  • Ability to develop and execute account marketing plans.
  • Proposal writing and presentation skills.
• Organizational Skills:
  • Rapid response and follow-up to account service needs.
  • Time management.
• Professional Maturity
  • Ability to be a leader within the hotel
  • Ability to interact with all levels of customer management
  • Ability to work jointly with other resorts

• Ability to communicate in the English language. Second language is a plus. 
• Ability to work flexible schedules including holidays and weekends and able to perform multiple tasks.  
• Experience using computers and software programs such as Microsoft Office (Word, Excel, and Outlook).

Physical Requirements

• Must be able to work in a fast paced environment.
• Must be physically fit in order to lift, pull and push items up to 50 pounds.
• Also requires standing/walking/reaching and bending throughout shift.