Membership Sales Manager

Membership Sales Manager

Key Purpose

The Membership Sales Manager at The Club at The National Polo Center will focus on membership growth, identifying new opportunities, and building relationships to expand the club’s reach and revenue. This role requires a blend of strategic thinking, sales acumen, and strong communication skills to connect with current and future members.  

With a focus on new member acquisition, this role identifies new opportunities and strategic partnerships to increase the club’s revenue. Key responsibilities include market analysis, developing business and sales strategies, managing client and partner relationships, and collaborating with internal teams to achieve corporate sales and business goals. Essential skills for this role are strong communication, negotiation, market research, strategic planning, and financial acumen.

The Membership Sales Manager will actively manage the membership sales process from lead generation through membership conversion, including prospecting, networking, membership tours, presentations, proposals, follow-up, and ongoing pipeline management. Particular emphasis will be placed on growing both individual and Corporate Memberships while developing strategic relationships within the Wellington and Palm Beach communities.

The Membership Sales Manager position will directly report to the Director of Sales & Catering. In addition, he/she will closely collaborate with the Senior Manager, Membership and Experience, to ensure member retention and member satisfaction.

Key Responsibilities

• Identify new member opportunities. Aggressively pursue member acquisitions to meet or exceed budgeted membership and revenue goals.
• Manage the complete membership sales process, including prospecting, membership tours, presentations, proposals, negotiations, follow-up, and conversion of prospective members into members.
• Develop and implement comprehensive business development and sales strategies to achieve revenue and profitability targets.
• Develop, market, and grow the Club's Corporate Membership program through targeted business development, networking, and relationship-building initiatives.
• Analyze market trends, competitor activities, client needs, and differentiation of solutions.
• Represent ISS & Guckenheimer and NPC to cultivate business relationships, partnerships, and membership sales opportunities with key stakeholders.
• Build and maintain a referral network consisting of existing members, local businesses, real estate professionals, equestrian organizations, and community partners to generate new membership opportunities.
• Actively represent the Club at Chamber of Commerce events, networking functions, business associations, polo and equestrian events, and community gatherings to generate membership leads and strengthen the Club's presence within the community.
• Develop and provide solutions to customers, negotiate contract terms, and manage the sales pipeline to grow the business.
• Conduct ongoing outreach to prospective members, corporate prospects, and strategic partners to maintain a robust and measurable sales pipeline.
• Develop long-term business plans aligned with corporate objectives and collaborate with senior management to achieve them.
• Partner closely with the Membership Experience Manager to ensure a seamless transition from prospect to member and support long-term member retention.
• tay informed about industry trends, gather information on vendors and competitors, and generate innovative business ideas.
• Maintain accurate CRM records and provide regular reporting on lead generation, tours conducted, proposals issued, membership conversions, corporate membership opportunities, sales pipeline activity, and revenue forecasts.

Essential Skills

• Ability to develop long-term strategies and identify viable growth opportunities.
• Strong analytical skills to interpret market data and identify trends.
• Excellent written and verbal communication skills to present proposals and interact effectively with clients and members.
• killed in negotiating contract terms and managing relationships to achieve mutually beneficial outcomes.
• Proven ability to build and nurture strong, lasting relationships with clients and stakeholders.
• Demonstrated ability to generate new business through prospecting, networking, relationship development, referrals, and consultative sales practices.
• Ability to forecast business metrics, manage sales pipelines, and understand profit drivers.

Qualifications

• A bachelor’s degree in relevant fields such as Business Administration, Business Management, Sales, Marketing, or equivalent work experience.
• Five to seven years of experience in sales, solutions, business development, membership sales, hospitality sales, private club sales, or related client relationship management roles.

Physical Requirements

• Prolonged periods of sitting at a desk and working on a computer.
• Must be able to lift up to 25 pounds at a time.
• Must be able to travel as required and by approval for networking events, business development activities, membership presentations, and community engagement opportunities.
• During season (January through early May), may be requested to work some weekends for membership tours, club events, member functions, and business development activities.

HSEQ Compliance

All employees must adhere to Health, Safety, Environment, and Quality (HSEQ) policies and procedures to ensure a safe and compliant work environment. This includes following safety protocols, maintaining environmental responsibility, and upholding quality standards in all tasks. Employees are expected to actively participate in HSEQ training and report any potential hazards or compliance concerns.

ISS offers full-time employees a variety of benefits, including medical, dental, life, and disability insurance, as well as a comprehensive leave program based on employment status. The annual salary range for this position is $85000.00  - $95000.00 . Final compensation will be determined based on experience and skills and may vary from the above range. 

To Executive Search Firms and Staffing Agencies: ISS Facility Services / Guckenheimer does not accept unsolicited resumes from agencies. All unsolicited resumes will be considered ISS Facility Services / Guckenheimer property, and ISS Facility Services / Guckenheimer will not be obligated to pay a referral fee. This includes resumes submitted directly to Hiring Managers without contacting the ISS Facility Services / Guckenheimer Human Resources Talent Acquisition Department.

As a global organization Guckenheimer/ISS is committed to making the international community more resilient and just for all people. We encourage diversity and inclusion in their broadest terms, including ethnicity, race, age, gender, gender identity, disability, sexual orientation, religious beliefs, language, culture, and educational background. We look to lead our industry by example and positively influence the market wherever we operate.