The Senior Account Executive is responsible for sales strategy, client relationship management, and revenue growth through hospitality and sponsorship sales at PGA TOUR events.
The Best Players Need the Best People.
QUALIFICATIONS
- Four to five 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
- 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
- Utilize CRM tools to track, measure, and analyze sales activity
- Employ sales protocol that encompasses multi-year and multi-tournament strategies
- 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
- Work collaboratively with client services, operations, finance and ticketing department to ensure fulfillment
- 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
Top Skills
MS Office
Salesforce CRM
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