Association Sales Executive Director

Position Summary

The Association Sales Executive Director is responsible for leading the field sales teams, along with achieving personal membership and program sales targets that help improve the lives of more people in our communities and move the YMCA's strategic plan forward. The incumbent will be mission-driven and have a strong understanding of all facets of the sales process and related technology tools, along with a proven track record of sales success and a keen ability to effectively motivate and lead sales teams to achieve goals. 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 other departments to achieve organizational goals.

Salary Description: Competitive Base Salary + Commission

Our Culture

Our mission and core values are brought to life by our culture. In the Y, we strive to live our cause of strengthening communities with purpose and intentionality every day. We are welcoming: we are open to all. We are a place where you can belong and become. We are genuine: we value you and embrace your individuality. We are hopeful: we believe in you and your potential to become a catalyst in the world. We are nurturing: we support you in your journey to develop your full potential. We are determined: above all else, we are on a relentless quest to make our community stronger beginning with you. We are the Y.

Job Responsibilities

• Achieve or exceed association-wide membership sales acquisition goals by leading the membership sales teams across a multi-site, matrix structure responsible for sales growth across 14 YMCA locations, in addition to owning personal sales revenue growth targets.
• 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 assigned YMCA sales 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 for YMCA locations in collaboration with operation leadership. Develop career succession plan for sales teams 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 and consumer insights KPIs. Monitor detailed execution of sales plan by location and sales team member and adjust tactics as need to achieve goals.
• 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 back-up 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

• Bachelor's Degree in business, sales, marketing or communications; or equivalent professional experience required.
• Minimum of five (5) years of sales 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 be effective in a fast-paced and changing environment and be able to handle pressure in achieving sales goals in an incentive-based environment.
• Change management experience with implementing a new incentive-based sales culture and demonstrated success.
• Demonstrated ability to build, mentor and motivate sales teams to exceed expectations with limited resources.
• Must exhibit a professional, courteous demeanor with the strong interpersonal skills necessary to effectively interface, build rapport, and maintain productive relationships at all levels of the organization and with diverse people, teams, perspectives, and cultures across the Y and the community.
• Excellent oral and written communication, presentation, persuasion, negotiation, PR, and influencing skills to staff, senior management, community partners, corporate executives, board members and volunteers.
• Salesforce or similar CRM experience. Proficient in Microsoft Office with the ability to learn and adapt to new technology.
• Strong analytical, problem solving, and critical thinking skills with the ability to identify and leverage relevant data to use in planning and decision-making.
• Experience with business to consumer sales is a plus.
• Excellent organizational skills and attention to detail.
• Demonstrated high degree of discretion, independent judgement, responsibility, dependability, honesty, and maturity.

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 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 work place 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.

Competitive Base Salary + Commission