Executive Manager, Hong Kong Membership Development

The Executive Manager, Hong Kong Membership Development reports to the Head of Membership Strategy and is responsible for shaping and driving the Club's long-term Membership growth strategy. The role leads the development of a sustainable pipeline of future Members through targeted acquisition, cultivation, strategic partnerships, prospect engagement and progression pathways that align with the Club's future membership aspirations. It sits within the Membership and Customer Excellence (MCE) Division, which delivers world-class experiences and deepens engagement across all customer segments while overseeing clubhouses, racecourses and Off-Course Betting Branches.

• Lead the development and continuous refinement of compelling Membership value propositions for different target segments, enhancing benefits, privileges, experiences and exclusivity propositions.
• Conduct market benchmarking, competitive analysis and customer insight reviews to ensure HKJC Membership remains distinctive and aspirational.
• Drive innovation in Membership offerings and progression pathways to strengthen acquisition, engagement and retention outcomes.
• Act as a senior relationship manager for selected strategic Members, high-value prospects and emerging horse owners to deepen engagement and long-term affiliation with the Club.
• Develop and execute acquisition strategies to attract high-quality Membership prospects aligned with the Club's desired profile.
• Build and manage a robust prospect pipeline through direct outreach, referral networks, strategic introductions and targeted business development initiatives.
• Identify emerging customer segments and new growth opportunities through market intelligence and business development activity.
• Design and implement structured pathways and onboarding journeys that encourage progression into Membership and Ownership programmes across various membership categories.
• Establish strategic partnerships with corporations, family offices, private banks, professional associations, luxury brands and affinity organisations to generate qualified Membership leads.
• Lead acquisition marketing initiatives, including prospect engagement programmes, lead generation campaigns, and event and conversion journeys.
• Review all membership categories and admission channels, adapting the Club's Articles and bye-laws as needed to attract the right future Members.
• Establish performance metrics and reporting frameworks to monitor acquisition effectiveness, partnership performance, conversion rates, prospect pipeline health and return on investment.

• Bachelor's degree in Business Administration, Marketing, Social Sciences, or related disciplines.
• 15+ years of relevant experience in sales and business development, with at least 5 years in a leadership capacity.
• Demonstrated track record in leading sales and business development teams, customer and data driven strategy development, segmentation frameworks, customer journey orchestration, engagement programmes and targeted activations.
• Strategic orientation, strong sales and business development record, and excellent communication and collaboration skills.

• Prior experience in a financial institution or membership-based organisation, with a strong understanding of an affluent customer base.

• Competitive salary and benefits package.
• Dynamic working environment.
• Development opportunities.

The Hong Kong Jockey Club is a world-class racing club founded in 1884 that acts continuously for the betterment of society. The Club operates a unique integrated business model comprising racing and racecourse entertainment, a membership club, responsible sports wagering and lottery, and charities and community contribution, generating economic and social value for the community and supporting the HKSAR Government in combatting illegal gambling. The Club is an equal opportunity employer and strives to create an inclusive workplace for all, welcoming applicants from diverse backgrounds.