Director of Membership

Diablo Country Club

Position Description

Director of Membership

Department: Administration
Reports To: General Manager
FLSA: Exempt
Updated: May 2025

Position Summary
The Director of Membership Sales is responsible for driving new member growth, enhancing retention, and promoting Diablo’s reputation as one of Northern California’s premier private clubs. This role requires a high level of initiative, strong relationship-building skills, and a clear understanding of both sales strategy and hospitality standards. The ideal candidate is goal-oriented, approachable, and collaborative, equally comfortable generating leads, giving tours, and building long-term member engagement strategies that support a refined, lifestyle-driven brand.

Reporting Relationship: General Manager
Supervises: Membership Assistant (if applicable)

Work Performed

• Leads all membership recruitment efforts, including prospecting, outreach, tours, and onboarding.
• Manages an active pipeline of prospects and referral leads, ensuring timely follow-ups and personalized engagement.
• Coordinates and hosts private tours, Club previews, and one-on-one meetings with prospective members.
• Drives a proactive, metrics-driven membership sales culture, with clear monthly and annual goals for lead generation, conversion, and retention.
• Utilizes storytelling and personalized sales techniques to articulate the Club’s lifestyle value, heritage, and community appeal.
• Develops and manages a Member Ambassador Program to support referral growth and foster a culture of member advocacy.
• Collaborates with the marketing team to develop campaigns and content that reflect the Club’s values and member experience.
• Oversees the membership application process, ensuring timely processing, committee coordination, and welcoming of new members.
• Develops and executes strategies to engage and retain existing members, with a focus on early integration, at-risk member identification, and long-term satisfaction.
• Hosts new member orientations and welcome events, maintaining ongoing relationships that foster community connection.
• Supports cross-department initiatives by integrating membership goals with events, golf, racquets, fitness, and youth programs.
• Tracks and reports monthly performance metrics including prospect conversions, member tenure trends, referral sources, and engagement indicators.
• Prepares reports and actionable insights for the General Manager and Membership Committee to inform decision-making and planning.
• Ensures accurate membership records and database integrity, including status changes, resignations, upgrades, and category counts.
• Represents Diablo at key events and within the broader community as an ambassador for the Club’s brand, culture, and mission.
• Monitors industry trends, member feedback, and local market dynamics to continuously refine strategy.
• Contributes membership insights to strategic planning efforts, including long-term pipeline development and member experience enhancements.

Minimum Requirements for Position:

• Bachelor’s degree in Hospitality, Sales, Marketing, or a related field, or equivalent experience.
• Minimum of 5 years’ experience in membership sales or luxury service environments, preferably within a private club.
• Proven success in lead generation, sales conversion, and relationship management.
• Excellent interpersonal and communication skills, with a warm and polished demeanor.
• Proficiency with CRM systems, marketing platforms, and Microsoft Office Suite.
• Strong organizational habits, attention to detail, and comfort working in a fast-paced, people-facing environment.

Physical Requirements

• Flexibility to work evenings, weekends, and occasional holidays in support of events and tours.
• Ability to stand or walk for extended periods during tours, events, or new member functions.