Sales Director

Club

Location:
Signature of Solon Country Club
- Solon, OH Arcis Golf team members thrive on anticipating needs, forging connections, and elevating experiences for our team, members, and guests. We are an inclusive team of unique individuals who show up each day with a grateful spirit, humble heart, and a genuine respect for one another. The Sales Director is the club's membership sales player/coach, with both an individual membership sales and initiation-fee target and accountability for total club membership sales performance. The Director personally prospects, conducts value-based discovery, architects personalized tours, advances pipeline, handles objections, creates appropriate urgency, and closes membership opportunities while also setting expectations, reviewing performance, coaching the sales team, and taking timely corrective action. This role partners closely with the General Manager, Membership Sales and Operations leaders, and club Operations to align capacity, pricing, positioning, the prospect and tour experience, and the actions required to achieve the club's membership goals.

Key Responsibilities

Achieve or exceed both the Director's individual membership sales and initiation-fee target and the club's total membership sales and initiation-fee targets. Serve as an active player/coach by personally owning a qualified pipeline and executing the full membership sales cycle while leading the daily performance of the club sales team. Establish and execute a focused membership prospecting plan centered on outbound activity, existing-member referrals and introductions, centers of influence, community relationships, networking, digital leads, and other high-value lead sources. Model and coach value-based selling: conduct strong discovery, understand each prospect's needs, interests, family and motivations, architect a tailored tour experience, reinforce the club's value proposition, handle objections, create appropriate urgency, and ask for the business. Ensure the team knows the club, membership options, pricing, capacity, programming, competitive position, and value proposition and can communicate them consistently and credibly. Run a regular pipeline and performance-management cadence using sales versus target, qualified pipeline, self-generated opportunities, tours, lead-to-tour conversion, tour-to-close conversion, activity and follow-up, CRM discipline, and market/CMA knowledge; identify performance gaps, diagnose root causes, establish specific coaching plans with measurable expectations and follow-up, and make timely talent or role changes when performance does not improve. Review every seller's pipeline for quality, stage accuracy, next steps, aging, conversion risk, and forecast credibility; coach opportunities and ensure every qualified prospect has a defined next action, scheduled follow-up, and disciplined progression through the pipeline. Set and enforce strong HubSpot discipline across the team, including timely and accurate contact, deal, activity, task, note, tour outcome, next-step, expected-revenue, and source data. Use HubSpot sequences, communication tools, dashboards, and reports to prioritize team activity, improve follow-up, evaluate funnel performance, forecast results, and determine where coaching or intervention is needed. Ensure the club's CMA remains current and useful, including competitor offerings, initiation fees, dues, positioning, local market conditions, development, and community changes; translate findings into prospecting, pricing, positioning, and sales recommendations. Maintain a regular operating cadence with the General Manager, Membership Sales and Operations leaders, and club Operations to review performance, capacity, pricing, lead flow, the prospect and tour experience, operational obstacles, and actions that may improve or protect sales. Build strong relationships with existing members and centers of influence and lead the team in generating referrals and introductions that create qualified membership opportunities. Recruit, onboard, coach, develop, and retain high-performing membership sales talent; continuously assess talent quality, maintain an active pipeline of prospective candidates and address talent gaps proactively. Create a culture of urgency, responsiveness, accountability, competition, collaboration, and exceptional prospective-member care, grounded in the Arcis Golf axioms. Represent the club professionally in the community when the activity is expected to generate membership awareness, referrals, introductions, or qualified opportunities.

Required Qualifications

At least five years of progressive full-cycle sales experience, including demonstrated success in prospecting, relationship development, value-based selling, objection handling, and closing; prior leadership or player/coach responsibility is required. Demonstrated record of achieving individual sales targets and improving team or club sales perfor