Director of Membership Sales and Events

Description

Position Summary:

The Director of Membership Sales and Events will be responsible for driving membership growth and engagement through strategic sales initiatives and the planning and execution of high-quality events. This leader will work collaboratively across departments to enhance member satisfaction and maximize retention rates. They will deliver exceptional member service, drive financial profitability, and maximize member recruitment. The role involves developing and implementing strategic sales, marketing, and member engagement plans, fostering relationships with prospective and existing members, all while promoting club membership, activities, and events.

Duties & Responsibilities 

Primary Responsibilities/Essential Functions:

1. Department Leadership & Strategy:
   • Provide strategic direction and oversee the overall success of the Membership and Member Relations departments.
   • Plan department goals and lead team members to achieve desired outcomes.
2. Membership Recruitment & Retention:
   • Actively solicit new members through prospecting, networking, and social media.
   • Cultivate relationships within the local community, real estate markets, and builder communities to drive membership growth.
   • Develop and implement sales plans targeting diverse membership market segments.
3. Member Orientation & Engagement:
   • Create and manage onboarding programs to ensure long-term member retention and satisfaction.
   • Plan, promote, and lead member-related activities and events to enhance engagement and build community.
   • Maintain visibility and foster strong relationships with members to ensure a personalized and exceptional experience.
4. Member Communication & Marketing:
   • Oversee member communications, including social media, website updates, newsletters, and promotional materials.
   • Ensure all materials are current, effective, and aligned with club goals.
5. Performance Metrics & Data Management:
   • Maintain accurate membership records, including member databases, attrition rates, initiation fees, and forecasts.
   • Track and analyze the success of membership activities and adjust strategies as needed.
6. Financial Oversight:
   • Prepare annual budgets, control expenses, and maximize profitability.
   • Use approved tools to analyze forecasts, costs, and revenue reports to inform decision-making.
7. Member Satisfaction & Issue Resolution:
   • Ensure members receive consistent, exceptional service by aligning team efforts with member expectations.
   • Address member concerns or complaints promptly and professionally within the scope of authority.
8. Event Coordination:
   • Collaborate with internal departments and external partners to plan and execute successful events.
   • Monitor trends and member interests to ensure events are engaging and relevant.
9. Team Leadership:
   • Supervise, train, and develop Member Relations staff.
   • Conduct interviews, performance reviews, and implement disciplinary actions as needed.

Other Responsibilities/Supportive Functions:

1. Ensure consistent interpretation and application of membership rules and policies.
2. Maintain thorough knowledge of the club's bylaws and policies, making recommendations to enhance member experience.
3. Oversee the administration of membership files, auditing processes, and policy compliance.
4. Participate in management training and ensure the team receives required training.
5. Make merit-based decisions regarding promotions, reclassifications, and staffing in line with company policies.

Qualifications

Qualifications (relevant experience, education, and training):

1. High school diploma or general education degree (GED), or equivalent combination of education and experience. Bachelor’s degree in hospitality management desired.
2. Five or more years of related and progressive sales experience in similar organization.  
3. Possess solid knowledge of club service standards, member relations and etiquette.
4. Ability to develop and maintain effective sale processes designed to attain maximum revenue while ensuring adherence to established operating criteria.
5. Completes all required training as scheduled.
6. Strong knowledge of sales techniques with strong skills and ability to negotiate and close sales.
7. Requires ability to determine needs of customers and persuasively present sales options through verbal face-to-face and telephone interactions.  Must be able to create and effectively provide sales presentations and materials to potential customers. Contacts sometimes contain confidential/sensitive information so requires ability to use discretion.  Must demonstrate positive attitude and professional demeanor. Requires strong communication and interpersonal skills and commitment to a high level of member satisfaction.
8. Uses logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems. Must be able to solve problems and remain calm and alert if dealing with difficult members, during busy activity periods or in an emergency.
9. Requires good working knowledge of Microsoft Office applications (including Outlook, Word, and Excel) and ability to learn and operate other club computer systems. Proficient with Social Media platforms and working with websites.
10. Strong attention to detail and the ability to handle multiple tasks. Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram or schedule form.
11. Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations. Ability to write reports, business correspondence, and procedure manuals. Ability to effectively present information and respond to questions from groups of managers, Team Members, members, and the public. Must be able to speak, read, write, and understand English to communicate with management, Team Members, and members.
12. Due to the cyclical nature of the hospitality industry, Team Members may be required to work varying schedules to reflect the business needs of the club. Work schedules will include working on holidays, weekends, and alternate shifts. Position requires working from property location.
13. Must maintain a clean appearance and professional demeanor.

Special Skills & Abilities/Mental and Physical Demands:

While performing the duties of the job the Team Member regularly sits for sustained periods of time and stands and walks occasionally when working with potential customers to present information and tour the property. The Team Member occasionally grasps objects such as presentation materials. The Team Member occasionally reaches by extending hand(s) and arm(s) in any direction while performing essential functions of the job. The Team Member frequently talks when communicating with current or potential clients and staff. The Team Member frequently needs to hear voices while interacting with potential customers, members, and staff. Many aromas and smells are present in the dining areas. Exerts up to 20 pounds of force occasionally, and/or up to 10 pounds of force constantly to move objects such as sales materials. The Team Member is required to have close visual acuity to operate a computer. The Team Member is required to have visual acuity to determine the accuracy, neatness, and thoroughness of the sales materials and contracts.

The Team Member is primarily subject to environmental conditions found working inside. The Team Member is occasionally subject to loud noise (or music) when working in or around the property. The Team Member is occasionally subject to atmospheric conditions such as fumes, odors, or dust.

(To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed above are representative of the knowledge, skills, and/or abilities required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.)

Salary : $135,000 - $145,000