Sales Manager

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 

• Achieve or exceed annual event revenue budget which includes renewal and upsell of existing partners and new business relationships for PGA TOUR Operated Golf Tournaments.
• 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 local relationships with select PGA TOUR Official Marketing Partners, to include developing proposals through execution phases
• 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
• 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
• Work collaboratively with client services, operations, finance and ticketing department to ensure fulfillment
• Utilize CRM tools to track, measure, and analyze sales activity
• Employ sales protocol that encompasses multi-year and multi-tournament strategies
• Create annual revenue budget, complete quarterly forecasting and contribute to long-term revenue and net operating gain goals
• Develop and execute a professional sales presentation which conveys the 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 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