Executive Director Of Membership Sales And Experience

The YMCA of Central Florida invited applications for the Executive Director of Membership Sales and Experience!

Job Description

The Executive Director of Membership Sales and Experience is responsible for the YMCA of Central Florida’s membership strategies that lead to increased sales and member retention for the Association. This position leads the Association’s field sales teams and outbound call center, to achieve membership revenue targets and help improve the lives of more people as a mission-based, cause-driven community nonprofit. The incumbent will have a strong understanding of all facets of the sales process and related technology tools, along with a proven track record of sales and retention success and a keen ability to build strong relationships and effectively motivate and lead sales teams. Under the leadership of the Chief Mission & Brand Advancement Officer, the incumbent will be responsible for increasing association revenue by selling and supporting sales growth and collaborating with operations to enhance member experience and retention in support of organizational goals.

Salary Description

Starting base pay is $101,000 + Commission

Qualifications

• Bachelor’s degree in business, sales, marketing or communications; or equivalent professional experience required.
• Minimum of five (5) years of sales and retention experience with proven track record of initiative, creativity, and motivation to surpass challenging performance goals.
• Minimum of five (5) years of sales leadership experience by direct management of a team with demonstrated results.
• Ability to champion change and be innovative while keeping in mind the big-picture goals.
• Demonstrated ability to build new structures, enthusiastically lead conversations and take initiative while collaborating with stakeholders, and mentor and motivate sales teams to exceed expectations, all with limited resources.
• Experience with or demonstrated ability to adapt to new technology such as Salesforce or similar CRM experience is preferred.
• Experience with business-to-consumer sales is preferred.

Work Environment & Physical Demands

• Must be willing to work a flexible schedule, which may include weekends and holidays as needed.
• Must be willing to travel within Central Florida. Must have a valid Driver's license. The employee is required to have visual acuity to operate motor vehicles.
• The noise level in the work environment is usually moderate to loud.
• The physical activities of this position include: stooping, kneeling, crouching, reaching, standing, walking, pushing, pulling, lifting, grasping, feeling, and repetitive motions.
• Required to sit or stand for extended periods of time while demonstrating manual dexterity in order to accurately work on the phone, computer keyboard, and other equipment.
• The employee must be able to perform light work: exerting up to 20 pounds of force occasionally, and/or up to 10 pounds of force frequently, and/or a negligible amount of force constantly to move objects.
• The employee is required to have close visual acuity, along with the visual acuity to determine the accuracy, neatness, and thoroughness of the work assigned, preparing and analyzing data and figures, transcribing, viewing a computer screen, extensive reading, or to make general observations of facilities or structures.
• Must possess auditory and verbal capabilities in order to adequately communicate via phone and in person. Talking is required for expressing or exchanging ideas by means of the spoken word. Hearing is required to perceive information at normal spoken word levels, with or without correction.
• The employee is not substantially exposed to adverse environmental conditions.

Disclaimers

• Must complete successful background screening, which includes criminal and employment verification. Some positions may additionally require a successful credit check screening.
• All of the above duties and responsibilities are essential job functions subject to reasonable accommodation. The YMCA promotes an equal employment opportunity workplace which includes reasonable accommodation of otherwise qualified disabled applicants and employees. Please see your manager should you have any questions about this policy or these job duties.
• This job description may not be all-inclusive and employees are expected to perform all other duties as assigned and directed by management. Job descriptions and duties may be modified when deemed appropriate by management.

Essential Functions

• Serve as the expert for membership across all YMCA Family Centers to achieve or exceed association-wide membership sales acquisition goals and maximize membership retention by leading the membership sales teams across a multi-site, matrix structure, in addition to owning personal sales revenue growth targets. Lead the Associations Membership Think Tank Cabinet.
• Manages lead database to ensure accurate and timely entry of all leads and timely distribution to all family centers. Accountable for Key Performance Indicators (KPI) in pursuit of sales goal achievement through regular monitoring of membership analytics to include trend analysis and assure corrective action plans are proactively in place to avert any downward trends.
• Collaborate with the Chief Mission & Brand Advancement Officer, Operations leaders, and the Finance team in establishing sales and member retention strategies, budget, incentives, and goals in line with the association strategic plan.
• Represent the YMCA with a comprehensive understanding of products, programs, services, systems, and processes through a sales opportunity lens.
• Recruit, select, supervise, and retain dedicated sales teams and outbound call center for YMCA locations in collaboration with operation leadership. Develop career succession plans and evaluate team members to ensure a strong pipeline of capable staff committed to advancing the Y.
• Develop, manage, and lead the association’s corporate membership strategies, agreements, relationships, and programs, along with insurer-based 3rd party pay membership upgrades to achieve revenue targets and grow community impact.
• Provide timely and accurate tracking and reporting of sales performance, member retention and consumer insights KPIs. Monitor detailed execution by location and sales team member and adjust tactics as need to achieve goals. Leverage data to inform further strategy development. Ensure technology is being leveraged appropriately across the YMCA Family Centers to meet association standards.
• Ensure clear, timely, and effective communication to all stakeholders that improves performance, enhances member experience, and provides accountability.
• Lead and facilitate association-wide sales trainings.
• Model and foster a professional, mission-driven sales culture where sales excellence is viewed as a celebrated and critical driver of mission success.
• Actively engage and visit with sales teams at each YMCA. Provide one-on-one coaching, role model sales and customer service excellence, and if needed provide corrective action if accountabilities are not being met.
• Manage key membership sales campaign and event program launches. Organizes membership sales events at the YMCA and represents the YMCA at community events to promote the YMCA.
• Demonstrate proficient command of sales systems and processes, including lead management, outbound calls and conversion, response time, win rates, time to close, and additional metrics as established.
• Collaborate with leadership for innovative new membership programming and community partnerships, mobile activations, and engaging experiences that bring YMCA access to more people.
• Provide backup support for sales teams at locations as needed.
• Remain in step with trends and best practices in sales and customer loyalty systems, technology, trainings, incentives, and techniques to accelerate the Y’s performance across product lines.
• All other duties as assigned by management

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