THE COMPANY
This is one of the premier golf resort management companies in the world. Candidate location is flexible.
THE POSITION
Reporting to the head of Sales, the Vice President, New Business Development will identify and acquire new business opportunities for the company, primarily third party management contracts, construction management contracts, and leases. Areas of concentration are expected to be in the private club, resort and daily fee categories. Specific regions of the US to pursue daily fee deals will be agreed upon prior to joining the company. This position will be heavily incentive based, with a strong commission structure and unlimited upside. Responsibilities include:
Be “Re-active” - Respond to RFPs, leads, website inquiries, etc. for new deals. Compile and evaluate key data to determine whether deal qualifies for company criteria including spending staff time & travel funds to further explore opportunity and build relationships.
Be “Pro-active” - Responsible for pro-actively generating new business leads through industry contacts, cold calling, marketing programs developed by NBD team, other sales initiatives.
Evaluate research done by NBD Analyst on local markets and competition for each new deal and use information to build models and create a “solution” for potential clients.
Oversee NBD Analyst modeling and financial analysis for each new deal. Responsible for key assumptions for driving model.
Responsible for developing and presenting final sales presentations to prospective clients with specific “solutions” for their individual site.
Submit NBD RFP response for bids.
Participate in the development of yearly marketing plans for NBD.
Participate in the development of short and long-range strategic plans.
Provide feedback and insights to improve the NBD process, better target potential customer segments and better market the company brand.
Constantly find and share new information on competing management companies/industry trends to NBD Analyst.
Assist EVP of NBD in the development of the Yearly NBD Budget.
Travel to trade shows and conferences to represent company and NBD team.
Follow up with new clients after sale to transition to new Executive Sponsor.
Provide ongoing feedback on new trends in the industry, opportunities for new business, changes in the marketplace.
BACKGROUND
There are two types of companies in the golf management industry, third party management firms and those that buy and lease properties. The type of deal person for the buy/lease companies is very different than the deal person for third party management. We seek a third party management, new business development sales person.
In today’s golf deal world new development has stopped. As late as 2007-2008, 50% of deals were new development/construction. This type of sale was more at the 10,000 foot level where the salesman paints a picture of where we would take their facility and used examples of current deals we manage. In today’s world, 100% of the sales pitches are to existing courses with current and historical operating results. Today, existing golf course owners want to know specifically what we are going to do to “fix” their problem. Therefore, the salesman needs to have a reasonable grasp of golf operations and marketing to show the potential client he/she knows how to add value. Gone are the days when a salesman can talk in broad concepts. If I say, “We will introduce new marketing ideas” the owner usually responds, “Give me specific programs you have used at other courses and tell me why you believe they will work at my course.” Once a deal is “pre-qualified” by NBD, then we get an Operations person to join the sales effort and they are responsible for getting much deeper into answering all the questions.
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