About the role
The Best Players Need the Best People.
The Sales Manager is responsible for designing and implementing an effective sales strategy to identify new business opportunities and grow existing client relationships for PGA Tour Events. The position is expected to meet and exceed individual sales goals, by generating revenue through hospitality packages and sponsorship sales locally, regionally, nationally, and abroad.
QUALIFICATIONS
- Minimum of six years of commissioned sales and event management experience, ideally in sports, event management, media or hospitality required
- Golf tournament sales experience is a plus
- Bachelor’s degree in Marketing, Business or related area required
- Thorough sales knowledge which includes prospecting, pre-qualifying, questioning, presentation, overcoming objections, conveying value proposition, listening, negotiating and closing sales
- Confident, pro-active, and enthusiastic style that assimilates well within a team
- Must be proficient with Microsoft Office software packages to include Word, Excel, PowerPoint
- Salesforce CRM experience is a plus
- Able to safely operate a utility vehicle such as, but not limited to, golf carts, utility carts, and shuttle carts
RESPONSIBILITIES/DUTIES
- Five to six years of commissioned sales and event management experience, ideally in sports, event management, media or hospitality required
- Achieve or exceed annual event revenue budget which includes renewal and upsell of existing partners and new business relationships.
- Develop and implement strategies to drive sales. This may include the research, review and maintenance of ongoing competitive market analysis including financial and demographic factors.
- Lead relationships with select PGA TOUR Official Marketing Partners – from pitch/proposal through execution phases.
- Focus new business activity in local/regional market.
- 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.
- Leverage existing individual network, tournament host committees, club members, title/event/club vendors, community service groups, current clients, and other lead generators.
- Create annual revenue budget, complete quarterly forecasting and contribute to long-term revenue and net operating gain goals.
- Utilize CRM tools to track, measure, and analyze sales activity.
- Develop and execute a professional sales presentation which conveys the TOUR Championship unique selling proposition and is customized with benefits to meet target audience goals.
- Work closely with PGA Tour Events Sales leadership on sales protocol and processes.
- Provide Executive Director weekly evaluation of progress against set annual goals; reporting may include call report, prospect list and other sales related information.
- Special Projects or other duties as assigned.
