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Director of Sales

Charles Schwab Challenge

Reports to: Tournament Director

Director of Tournament Sales
On-site | Fort Worth, Texas | Salaried Role
Colonial Country Club - Charles Schwab Challenge

About the Role

The Director of Sales (DOS) is responsible for executing the tournament's revenue development strategy for our annual PGA TOUR event . This role oversees all sales initiatives, including new business development and renewal strategies across key revenue streams, while ensuring alignment with overall tournament goals and financial objectives.

Primary areas of responsibility include:

• Hospitality & Corporate Sales
• Pro-Am Sales
• Corporate Relations
• Branding, Marketing, and Advertising Partnerships
• Ticket Sales

The DOS works closely with internal leadership /Tournament Director (TD), and volunteer Chief Operating Officer (COO), as well as the internal sales group, the Plaid Sales Council (PSC). This position also contributes to marketing and promotional strategy development.

KEY RELATIONSHIPS & COLLABORATION

The Director of Sales will collaborate with:

• Tournament Advisory Board (TAB)
• Sales Committee
• Finance Committee
• Operations Committee
• Public Relations and Sales Agencies

Additionally, this role partners with leadership and advisory groups in the following areas:

1. Revenue Vision: In coordination with the Tournament Advisory Board
2. Member Investment & Engagement: In partnership with TD and COO
3. Corporate Growth: In collaboration with PSC, TD, and Sales Committee

ESSENTIAL DUTIES & RESPONSIBILITIES

Responsibilities include, but are not limited to:

• Execute the approved revenue strategy in alignment with TAB, Finance Committee, , COO, and TD
• Lead and manage the sales team, including the Ticket Manager and Sales Associate, while supporting the Plaid Sales Council
• Oversee hospitality inventory, including planning, allocation, and identification of new revenue opportunities
• Collaborate with leadership on corporate build locations in accordance with the revenue plan
• Serve as liaison with PGA TOUR and OMP staff regarding national corporate partnerships
• Ensure fulfillment and execution of all sponsor agreements
• Develop and maintain a comprehensive and current sales pipeline ("hot lead" database)
• Utilize CRM systems to track, analyze, and report on sales performance and activity
• Monitor daily and weekly sales efforts, including calls, meetings, proposals, and networking activities
• Implement approved marketing, advertising, and sales strategies in coordination with internal and external partners
• Oversee website and social media initiatives within a year-round strategic calendar
• Support corporate merchandise initiatives in collaboration with the Director of Merchandising
• Manage budget adherence, forecasting, and expense control in partnership with Finance and executive leadership
• Represent the tournament at community events and speaking engagements
• Manage trade partnerships as applicable

COMPENSATION & BENEFITS

Compensation, including base salary and commission structure, is commensurate with experience.

Benefits include:

• Paid time off
• Medical, dental, and vision insurance
• 401(k) with immediate employer match
• Disability and life insurance
• Employee assistance program
• Health savings account (HSA)
• Staff dining meals

**Work schedule is typically Monday through Friday, with additional evening, weekend, and holiday hours as required, particularly leading up to and during tournament operations.

QUALIFICATIONS & SKILLS

The ideal candidate will demonstrate:

• *Minimum of 8 years of progressive sales experience, preferably within the PGA TOUR, professional sports, or a comparable event.
• Strong track record in revenue generation, client development, and sponsorship fulfillment
• Proficiency in Microsoft Office Suite (Word, Excel, Outlook, PowerPoint) and Google Workspace
• Experience with CRM platforms, preferably Salesforce
• Exceptional written, verbal, and organizational skills
• High level of professionalism, initiative, and self-motivation
• Ability to manage multiple priorities in a fast-paced environment while maintaining attention to detail
• Strong interpersonal skills and the ability to collaborate effectively with staff, leadership, and volunteers at all levels

This position plays a critical role in driving the overall success and growth of the Charles Schwab Challenge through strategic sales leadership, relationship management, and execution excellence.