Executive Manager, Hong Kong Membership Development

Hong Kong Jockey Club

Founded in 1884, The Hong Kong Jockey Club (“the Club”) is a world-class racing club that acts continuously for the betterment of our society. The Club has a unique integrated business model, comprising racing and racecourse entertainment, a membership club, responsible sports wagering and lottery, and charities and community contribution. Through this model, the Club generates economic and social value for the community and supports the HKSAR Government in combatting illegal gambling.

The Division 

The Membership and Customer Excellence (MCE) Division is responsible for delivering world-class experiences and deepening engagement across all customer segments. The team oversees operations of clubhouses, racecourses, and Off-Course Betting Branches (OCBBs), while enhancing member and owner value propositions and promoting interest in horse ownership and equestrian sports. It leads the Club’s customer experience strategy across digital and physical touchpoints, ensuring consistency, agility, and excellence. The Division also manages data strategy and governance to build a unified view of customers, enabling more personalised and impactful interactions.

The Role

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.

The job holder is accountable for reviewing and evolving the Club’s Membership portfolio value propositions and admission pathways to ensure continued relevance, competitiveness and attractiveness in a changing market environment.  Leveraging customer insights, market intelligence and industry benchmarking, the role identifies opportunities to innovate Membership offerings, enhance the Member journey and strengthen the Club’s position as one of Hong Kong’s most prestigious and distinctive membership institutions.

Working closely with Racing and other business units, the role develops strategic pathways that nurture prospective Members, horse owners and racing enthusiasts, creating a seamless ecosystem that supports long-term engagement, Membership conversion and ownership participation.  The role also serves as a key steward of Membership growth, balancing commercial objectives, Member quality governance requirements and the Club’s long-term strategic interests.

Major Tasks

•  Membership Value Proposition & Product Innovation
  • Lead the development and continuous refinement of compelling Membership value propositions for different target segments.
    Identify opportunities to enhance Membership 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 strengthen long-term affiliation with the Club.
• Membership Acquisition and Business Development
  
  • 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 initiatives.
• Relationship Management and Progression
  
  • Design and implement structured pathways that encourage progression into Membership and Ownership programmes.
  • Define and design onboarding journeys for various membership categories. Identify, engage and nurture high-potential horse owners and racing enthusiasts, creating structured pathway into Membership and Ownership programmes.
• Prospect Marketing, Engagement and Onboarding
  
  • 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, event and conversion journeys to support Membership growth objectives.
• Membership Portfolio Development and Governance
  • Drive Membership development opportunities to attract the right future Members via review all membership categories and admission channels; adapt Club’s Articles and bye-laws as needed and define Membership Value Proposition and enhance experience.
  • Establish performance metrics and reporting frameworks to monitor acquisition effectiveness, partnership performance, conversion rates, prospect pipeline health and return on investment.

About You

• 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 leadership capacity.
• Demonstrated track record in leading sales and business development team, customer and data driven strategy development, segmentation frameworks, and customer journey orchestration, engagement programmes, targeted activations.
• Prior experience in financial institution or membership based organisations, with a strong understanding of affluent customer base, is a strong advantage.
• Strategic orientation, strong sales and business development records, excellent communication and collaboration skills

Apply Now!

We offer competitive salary and benefits packages, dynamic working environment and development opportunities.

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Equal Opportunity and Inclusive Hiring

We are an equal opportunity employer and strive to create an inclusive workplace for all. Applicants from diverse backgrounds are welcomed to apply. If you have any special needs or require accommodations during the interview process, please e-mail us via careers@hkjc.org.hk.

Personal data provided by job applicants will be used strictly in accordance with the Club's notice to employees and job applicants relating to the Personal Data (Privacy) Ordinance. A copy of which will be provided immediately upon request.