Sales Manager

As the Sales Manager, your main responsibilities are as follows:

Ensure the Membership Advisor (MA) Team is successful in achieving Sales Goals

Meet your individual sales goals

You will accomplish these goals by coaching, teaching, training and auditing a team of 2-4 MAs on each Key Performance Indicator that they need to hit in order to achieve your club Membership Units & Revenues goals.

Primarily, you must enjoy communicating with customers over the phone, face-to-face in the studio and at events. Secondarily, you must be an excellent communicator over e-mail, text message, social media etc. You will be expected to lead the MAs by example.

Your target market will be the 3-mile radius around the gym, which includes 130,000 Individuals + corporates + group sales (ex. Universities, Meetups, etc). We have a database of 100s of existing leads that need to nurtured, and you will be responsible for driving new lead generation activities.

You will be responsible for meeting the daily & monthly membership goals that are set by Ownership.

Duties & Responsibilities/Essential Functions

Financial Performance:

Achieve individual and team membership monthly & daily revenue goal by executing all areas of sales process

Generate dollars by collecting the maximum amount of revenues based on current club promotions

Set & Monitor goals & KPI’s (based on ownership goals) to ensure that each MA is achieving or exceeding our membership sales objectives

Hold team accountable to goals via coaching, performance improvement plans, etc

Perform daily outreach to generate off-site leads, appointments and memberships

Quality Control:

Ensure that MAs are following the CLASS lead generation, lead nurturing and sales process, which include building value on the initial training appointment, growing referrals, presenting price properly & never letting an opportunity pass by

Coach, teach & train MAs to develop and improve their sales and customer service skills

Create & build strategies through constant training around key sales techniques (role playing the TI’s, club tours & membership presentation)

Work with MAs to establish tailored business plans and strategies to meet their monthly sales goals and targets

Audit MA communications with clients (e.g. MindBody contact logs, e-mails, text messages, etc)

Create Performance Improvement Plans for non-performing MAs

Promptly escalate issues to Studio Manager, Corporate and Ownership

Communication:

Must be very comfortable making phone calls, doing grass-roots events and leading MAs by example

Attend weekly sales meeting Corporate, Studio Manager and Ownership

Ensure that all MAs are aware of the current sales and marketing promotions

Provide ongoing feedback and recognition to each MA

Hold daily production meetings with MAs

Actively participate on what is going right, what is going wrong and how is the membership department going to get better

Review contact logs in Mindbody for accuracy, timeliness, & quality of communications

Must be able to monitor & improve MA sales communications (in-person, email, text, phone, etc)

Recruitment & Training:

Works with Corporate, Ownership and Studio Manager to begin a requisition when there is a need for a new team member

Interviews potential MAs

Consistently offers ongoing support and training to all new hires

Creates Performance Improvement Plans when necessary to help team improve

Education & Experience:

A University degree is preferred.

2 years related Sales Experience with direct consumer sales or membership sales at a health club preferred

Must be outgoing and comfortable in-the-field doing sales and also on the telephone

Must know how to manage a Customer Relationship Management (CRM) solution

Proven track record of achieving and/or exceeding sales goals

Ability to work with a sense of urgency

Ability to work flexible hours, as necessary during closeouts or end of month

Demonstrates a “roll up the sleeves” mentality

Must have a passion for fitness

Must have a passion to help people

Strong leadership skills

Digital Marketing familiarity a plus

Grass Roots Marketing familiarity a plus

Competencies:

Integrity & Trust: Demonstrates consistently sound personal and business ethics and behaviors. Builds trust with others through openness and candor. Communicates intentions, ideas, and feelings openly and directly.

Sales Strategy Development: Quantifies and prioritizes available opportunities for achieving sales performance objectives. Identifies future sales-related trends, creates clear action plans for achieving results and adapts strategy to changing conditions.

Managing Performance: The ability to take responsibility for one’s own or one’s employees’ performance, by setting clear goals and expectations, tracking progress against the goals, ensuring feedback and addressing performance problems and issues promptly.

Coaching & Development: Provides feedback, instruction, and development guidance to help others excel in their current or future job responsibilities; plans and supports the development of individual skills and abilities. Provides timely guidance to help others strengthen specific knowledge/ skill areas needed to accomplish a task or solve a problem.

Customer Focus: The ability to identify and respond to current and future customer's needs.

Communication Skills: Conveys information accurately, concisely and compellingly to a variety of audiences and adapts communication methods based on situation.

Building Partnerships: Identifies opportunities and takes action to build strategic relationships between one’s area and other areas, teams, departments, units, or organizations to help achieve business goals.

Business Acumen: Fosters knowledge in policies, practices, trends, and information affecting the business and/or industry.

Sales Goals Attainment: Respects and achieves sales plan goals, strives to maintain sales quota for self and team.

Product Knowledge Expertise: The ability to demonstrate in depth knowledge of how our products and services work, know the ins and outs of the products and services just like a customer who uses it every day would. Acquires and applies this knowledge to accomplish results. Understands each department in the club and all services provided.

Physical Demands: While performing the duties of this job, the employee is regularly required to talk or hear. We ask that you “walk the walk and talk the talk” by working out! This position requires that you work within the clubs and you may go out to the community for outreach.

Work Environment: This job operates in a health club environment. This position routinely deals with club employees, members and vendors. This role routinely uses standard office equipment such as computers and phones. This is a high-paced environment.

Travel: This position is based in the studio, and outside prospecting will be in a 3-5 mi radius around the studio.

Position type and expected hours of work: 40 hrs or less per week

Supervisory Responsibility: This position is responsible for leading 2-4 MAs in Sales

Vertical Reporting: Position Reports to the Studio Manager

CLASS UFC GYM MISSION VIEJO is an equal opportunity employer and complies with all applicable federal, state, and local fair employment practices laws. The above statements are intended to describe the general activities, duties and responsibilities that are required of the employee for this job. Please note these statements are not an exhaustive list of all activities, duties and responsibilities. Duties, Responsibilities and activities may change at any time with or without notice