Geneva National Resort

Membership Director

Reports to
VP of Sales & Marketing

Status
Full Time, Exempt

General Description
This role is very much a business development role for Geneva National. The Membership Director is responsible for the development and sales of memberships. A strong working knowledge of all membership categories and the associated benefits to the individual or family is expected. Membership Director is expected to not only provide information but to also follow-up and qualify all prospective members. The Membership Director is expected to keep a strong database of inquiries and other leads. The Membership Director is expected to develop, maintain and review a sales pipeline on a weekly basis. The Membership Director is responsible for utilizing a CRM sales tracking data base to record and track all prospective members and membership leads. The Membership Director is expected to develop a plan for ensuring membership retention. Beyond member activities, the Membership Director should strive to develop a strong knowledge and interest in every member, acting as a member advocate. The Membership Director oversees the Wellness Center operations & coordination of activates for members.

Education/Experience/Profile
• A social person with an outgoing personality that enjoys interacting with members and guests alike
• Excellent communicator- able to interact with people of all levels including Members, Employees, and Guests, in a confident, professional, team like manner
• A college degree in a related field is preferred
• 2 years of club or like sales or marketing experience preferred
• The Director of Membership should be knowledgeable regarding the game of golf. We prefer this individual be able to play well enough to be comfortable taking prospective members out for a round of golf allowing them the opportunity to sell the attributes of the golf course; but not necessary
• Proficient in computer software including Microsoft Word, Excel, Outlook, and Power-Point
• Proficient in the use of CRM software
• Ability to effectively build and foster a team environment

Essential Functions
Primary responsibilities include, but are not limited to, the following:
• Develop and implement a comprehensive membership marketing plan
• Achieve annual goals for new member recruitment and member retention
• Develop and implement a new member orientation and assimilation plan
• Network with local real estate agency’s & maintain existing referral program
• The Membership Director is responsible for the retention of existing club members, as well as the recruitment and orientation of new members. This is achieved through effective marketing of the Club and its programs to prospective members, and through direct management of existing member concerns and requests
• Develop and implement programs, projects and activities designed to increase and retain membership in the Club
• Welcoming new residents to the GN Community and extending an invitation to tour the Club. • Qualify prospects, determine membership potential, present membership benefits that match the prospects needs and obtain commitment to purchase membership.
• Assesses the need for and makes recommendations regarding membership categories to ensure that the needs of ever-changing markets are being met.
• Implement and support Geneva National initiatives and member programs.
• Collaborates with the Director of Marketing on Marketing programs and community involvement
• Conducts tours for prospective members.
• Assists prospective members in fulfilling application requirements.
• Processes member resignations, perform exit interviews and track reasons for resignations
• Develops reports and undertakes special projects as needed.
• Provides sales and other applicable training for staff members and keeps all staff aware of current membership offerings.
• Tracks the success and overall performance of all membership activities.
• Reports approved new members to the CFO to initiate proper administration of their memberships; ensures that applications are completely and properly filled out, that initiation fees are collected and that new members understand the privileges and costs of becoming a member.
• Maintain knowledge of competition and industry trends
• Follow standard procedures associated with initiation, resignation, status changes, and leaves of absence of members.
• Maintain all routine reports, documents, and data tracking within the membership department
• Promotes club activities and social events
• Design and host New Member Orientation program to educate incoming members about club policies, practices, and amenities.
• Engage in various member events to develop comfortable relationships with members to foster member engagement and feedback, so as to serve as a member advocate.
• Is present during Club operating hours and events to assist in meeting and greeting members and guests.
• Prepares necessary data for setting budgets; projects annual costs for membership, annual membership count, and monitors actual financial results; takes corrective action as necessary to help assure that financial goals are met.

Supportive Functions
In addition to performance of the essential functions, this position may be required to perform a combination of the following supportive functions, with the percentage of the time performing each function to be solely determined by the director based upon departmental and hotel needs.
• Monitor golf play daily; become aware of repetitive players, to discuss membership
• Maintain data bases
• Knowledge of competitive club programs, pricing and incentives
• Develop target lead lists for direct mail campaign
• Analyze effectiveness of sales & marketing programs
• Share member concerns with Management
• Member Concierge duties for all active members
• Newsletter – update members on upcoming events, etc. in monthly Newsletter
• Newsletter – promote upcoming events in Chicago Society of Club Newsletter
• Active member in CMMA & PCMA

Working Conditions and Physical Demands
• Use of Computer Keyboard
• Standing, or walking, conversing for indefinite periods of time
• Occasional Light Lifting

Success Factors
The attributes listed below are representative of the knowledge, skill and/or ability required.
• Motivated, self-starter
• Strong, professional sales skills, with experienced cold-calling
• Excellent customer service, follow-up
• Detail-oriented, time management and prioritization skills
• Positive, out-going personality
• Compassionate individual

Contact Person
Leslie Johnson
Vice President of Sales & Marketing
[email protected]

NOTE: This job description is not intended, and should not be construed to be an exhaustive list of all responsibilities, skills, efforts or working conditions associated with this job. While this job description is intended to be an accurate reflection of the requirements of the job, management reserves the right to add or remove duties from particular jobs when circumstances (e.g. emergencies, changes in workload, rush jobs or technology developments) dictate.