Membership Sales Director

The YMCA of South Florida•Hallandale Beach, FL

29d

About The Position

The Membership Sales Director is responsible for leading sales and acquisition of new membership units and delivering a strong customer experience to retain units. Under direction of the District Membership Sales Director, they will support and develop Family Center sales and activities in order to ensure net positive growth of membership revenue and programs to new members. Works closely with all departments to develop strategies to achieve sales targets. Responsible for leading outbound sales efforts and monitoring and setting standards for inbound sales closing rates. Works closely with Member Engagement Team to facilitate sales efforts. Essential Functions / Job Duties: Meets / Exceeds annual budgeted targets and goals for new member acquisition and overall unit growth for assigned location. Supports District Membership Sales Director in developing membership acquisition and engagement plans to ensure achievement of organizations goals. (Annual, Quarterly, Monthly) Manages lead database to ensure accurate and timely entry of all leads for assigned family center. Accountable for Key Performance Indicators (KPI) in pursuit of sales goal achievement. Works closely with engagement team to solicit support in making outbound calls. Personally, sells memberships and drives traffic. Makes 50-70 outbound calls per day to prospective members to drive lead generation, appointments and KPIs. Will make higher call volumes in accordance with business needs. Manages all outbound contact efforts to leads and prospects including phone, email and text. Builds external market position by locating, developing, defining, negotiating, and closing business relationships. Organizes membership events at the YMCA and represents the YMCA at community events to promote the YMCA. Creates a member-focused culture and models relationship-building skills (including Listen First) in all interactions. Implements membership strategies that support retention of existing members, fosters a climate of innovation and resolves problems to ensure member satisfaction. Monitors membership analytics to include trend analysis and assure corrective action plans are in place to avert any downward trends. Ensures engagement and retention by connecting new members with program areas and setting new member onboarding appointments with healthy living. Promotes program and membership enrollment in interactions with existing and potential members. Coordinates program registration, including logistics to support phone, walk-in, and web registration. Coordinates with marketing efforts to maximize enrollments and provides ongoing support to Program Directors on related issues. Participates in the planning of the annual budget; manages and implements the approved budget for membership and takes appropriate action to correct variances. Ensures proper implementation of front desk procedures. Reviews and updates desk procedures and communicates changes to staff. Coordinates with the business office as necessary on financial transactions. Leads assigned aspects of the fund-raising campaign. Works closely with and follows the direction of the Executive Director of Membership to ensure standard delivery of the Association Membership Agenda. Participates in family center and Membership team staff meetings and/or related meetings. Works as part of the Management team, with rotating Manager on Duty responsibilities. Adheres to all policies, guidelines, rules, and best practices as outlined by the YMCA of South Florida or directed by supervisor. YMCA COMPETENCIES (i.e. Leader, Team Leader, Multi-Team / Branch Leader): Mission Advancement: Reinforces the Y’s values within the organization and the community. Effectively communicates the benefits and impact of the YMCA’s efforts for all stakeholders. Implements effective systems to develop volunteers at program and fundraising leadership levels. Collaboration : Develops strategies to ensure staff and volunteers reflect the community. Builds and nurtures strategic relationships to enhance support for the YMCA. Communicates for influence to attain buy-in and support of goals. Provides tools and resources for the development of others. Operational Effectiveness: Integrates multiple thinking processes to make decisions. Involves members and community in the development of programs and activities. Ensures execution of plans. Institutes sound accounting procedures and financial controls. Assigns clear accountability and ensures continuous improvement. Personal Growth: Fosters a learning environment embracing diverse abilities and approaches. Creates a sense of urgency and positive tension to support change. Anticipates challenges that can sidetrack or derail growth and personal learning. Has the functional and technical knowledge and skills required to perform well; uses best practices and demonstrates up-to-date knowledge and skills in technology.

Requirements

Minimum 5years’ experience in Sales and 1 year of staff supervision.
Bachelor’s Degree in Business, Marketing or related field required. Equivalent combination of education and experience may be substituted for Bachelor’s degree.
Ability to address difficult member situations / conflicts in a professional and courtesy manner.
Ability to work independently, and as part of a team.
Ability to multi task and meet deadlines in a fast pace environment.
Organized and detail-oriented.
Ability to relate effectively to diverse groups of people from all social and economic segments of the community.
Must have good interpersonal, public relations and communications skills, including the ability to make oral presentations
Excellent personal computer skills and experience with standard business software i.e. Microsoft Excel, Word and PowerPoint.
Must be able to work flexible hours including evenings, weekends, and holidays
Ability to respond to safety and emergency situations
CPR/First Aid and AED Certified within 90 days of employment

Nice To Haves

Bi-lingual, English and Spanish language, a plus.
Outgoing positive personality enjoys speaking to people.
Innate desire to drive results to achieve sales goals
Strong self-starter and initiator with a passion for customer service and relationship building.

Responsibilities

Meets / Exceeds annual budgeted targets and goals for new member acquisition and overall unit growth for assigned location.
Supports District Membership Sales Director in developing membership acquisition and engagement plans to ensure achievement of organizations goals. (Annual, Quarterly, Monthly)
Manages lead database to ensure accurate and timely entry of all leads for assigned family center. Accountable for Key Performance Indicators (KPI) in pursuit of sales goal achievement. Works closely with engagement team to solicit support in making outbound calls.
Personally, sells memberships and drives traffic. Makes 50-70 outbound calls per day to prospective members to drive lead generation, appointments and KPIs. Will make higher call volumes in accordance with business needs. Manages all outbound contact efforts to leads and prospects including phone, email and text.
Builds external market position by locating, developing, defining, negotiating, and closing business relationships.
Organizes membership events at the YMCA and represents the YMCA at community events to promote the YMCA.
Creates a member-focused culture and models relationship-building skills (including Listen First) in all interactions. Implements membership strategies that support retention of existing members, fosters a climate of innovation and resolves problems to ensure member satisfaction.
Monitors membership analytics to include trend analysis and assure corrective action plans are in place to avert any downward trends.
Ensures engagement and retention by connecting new members with program areas and setting new member onboarding appointments with healthy living.
Promotes program and membership enrollment in interactions with existing and potential members. Coordinates program registration, including logistics to support phone, walk-in, and web registration. Coordinates with marketing efforts to maximize enrollments and provides ongoing support to Program Directors on related issues.
Participates in the planning of the annual budget; manages and implements the approved budget for membership and takes appropriate action to correct variances.
Ensures proper implementation of front desk procedures. Reviews and updates desk procedures and communicates changes to staff. Coordinates with the business office as necessary on financial transactions.
Leads assigned aspects of the fund-raising campaign.
Works closely with and follows the direction of the Executive Director of Membership to ensure standard delivery of the Association Membership Agenda.
Participates in family center and Membership team staff meetings and/or related meetings.
Works as part of the Management team, with rotating Manager on Duty responsibilities.
Adheres to all policies, guidelines, rules, and best practices as outlined by the YMCA of South Florida or directed by supervisor.