SALES MANAGER - JOB DESCRIPTION & PREAMBLE ================================================================================ PREAMBLE ================================================================================ Sales Manager - Robert Hall PreambleRobert seems to be dragged in all directions and fire fight in many areas. His background was Tour Operators with a passion and speciality for golf.When he came to El Paraiso in 2014 he brought a list of his contacts and prospects.His first observations were that people did not know that El Paraiso is the only Gary Player in the Costa del Sol. Gary Player being one of the world's top 5 ever golfers!”How can we promote this!”He started with different offers and packages, trying to find out what works and give customers value, compared to the premier Cost Del Sol golf courses e.g. A couple paying 350€,what do they get!* Great golf experience* Friendly service* Repeat business* Good product * Must look at multiple markets, not just the UK* Attract people from the US and Candaian markets* We must compare ourselves with Aloha, Las Brisas, Los Naranjos, Valderama , Sotogrande , Finca Cortesin, etc.With that in mind1. Green fee can be higher (today 150€ high season rack rate)2. On arrival give welcome pack, e.g. include water, +, +3. If high price marshal can offer fruit, hot chocolate, coffee, etc.4. Starter (we realise difficulty with a 2 tee start)5 Today course marshals have to daily prepare 55 buggies, clean used buggies, clean rubbish, check speed of play, control 2 tee change over.Job/role description first paragraph should include.1. Monitor and deliver against the monthly sales budget.2. Identify and market to the top 20 tour operators. a. direct sales and web marketing b. Societies c. membership 3. Analyse market potential in the top markets, i.e. Spanish hotels, UK, Scandinavia, Germany, Benelux, US, Canadan.4. El Paraiso branding5. Restaurant and event sales (Check if Laura or Robert)6. Golf Academy 7. Golfriends franchise Have a backup, Paula?Today, Robert is standing in for Cris and caddies; this should change!i.e. a caddy should be back up for the Caddy Master!Suggest that the Caddy Master be a part of and/or attend some of the committee meetings!Next step is to clean up this text, compare it to the current job description text and create a list of tasks! ================================================================================ JOB DESCRIPTION ================================================================================ Job Description: Sales Manager Position: Sales ManagerReports to: Managing Director Role Overview The Sales Manager at El Paraiso Golf Club is responsible for driving revenue growth, managing relationships with tour operators and external clubs, and ensuring efficient booking operations. This role plays a crucial part in the club’s financial success by optimizing tee time sales, managing key partnerships, and ensuring high-quality service for both members and visitors. The ideal candidate will have strong sales experience, industry knowledge, and the ability to manage contracts and bookings efficiently. This role requires expertise in golf sales, relationship management, and operational oversight. Key Responsibilities 1. Revenue Generation & Sales Strategy Prepare and implement monthly and annual revenue forecasts, ensuring sales targets are met. Drive income through effective management of visitor bookings, tour operator partnerships, and group sales. Monitor sales performance, identify trends, and adjust sales strategies to maximize occupancy and revenue. 2. Tee Time & Booking Management Optimize daily tee time allocations, ensuring the best balance between member play and external bookings. Coordinate external tournament dates and bookings, ensuring smooth scheduling and availability. Work with the Greenkeeping and Caddymaster teams to ensure course readiness for tournaments and high-volume days. 3. Relationship Management Act as the primary contact for tour operators, golf societies, and corporate clients, maintaining long-term partnerships. Negotiate and manage agreements with tour operators, ensuring competitive pricing and beneficial contract terms. Ensure strong customer service for direct and online bookings, handling any issues efficiently. 4. Contract Management & Financial Oversight Prepare and negotiate contracts with tour operators and societies, ensuring profitable terms. Track and manage outstanding tour operator payments, following up on overdue invoices to minimize financial risk. Work closely with the Finance & Administration team to ensure smooth billing and payment processing. 5. Market Analysis & Benchmarking Conduct regular benchmarking of local golf clubs to compare pricing, service levels, and course standards. Use market insights to adjust pricing strategies and maintain a competitive position in the market. 6. Reporting & Business Performance Analysis Provide monthly reports on sales performance, bookings, and revenue trends to the Managing Director. Track and analyze data from booking platforms (e.g., Imaster Golf, Clapphouse) to improve future sales strategies. Make strategic recommendations to improve revenue and operational efficiency. Required Skills and Competencies Sales & Relationship Management: Proven ability to develop and maintain strong relationships with tour operators, external clubs, and corporate clients. Organizational & Operational Management: Experience in managing tee time schedules, tournament bookings, and contract administration. Financial Acumen: Ability to track payments, manage outstanding debts, and provide revenue forecasts. Problem-Solving & Decision-Making: Capable of handling last-minute booking changes, member concerns, and contract negotiations. Technical Proficiency: Experience using golf management software such as Imaster Golf, Clapphouse, and strong Excel skills for reporting. Communication & Negotiation: Strong verbal and written communication skills for interacting with members, partners, and suppliers. Qualifications and Experience Minimum of 5 years of experience in sales, business development, or operations management within the golf or hospitality industry. Previous experience in contract negotiation and managing high-value partnerships. Familiarity with golf course operations and tour operator agreements. Bachelor’s degree in Business, Hospitality, or a related field is preferred. Key Performance Indicators (KPIs) (if applicable) Increase in direct and tour operator bookings compared to previous years. Achievement of monthly and annual sales revenue targets. Timely collection of outstanding tour operator payments. Efficient management of tee time allocations to maximize revenue and maintain member satisfaction. Reporting Structure This role reports directly to the Managing Director and collaborates with the Finance, Operations, and Caddymaster teams to ensure seamless sales execution and customer satisfaction.