Director of Camp Sales

2 months ago

Bradenton, Florida, United States teamworkonline Full time

About IMG Academy
Named by Sports Business Journal as one of the Best Places to Work in Sports in 2024, IMG Academy is the world's leading sports education brand, providing a holistic education model that empowers student-athletes to win their future, preparing them for college and for life. IMG Academy provides growth opportunities for all student-athletes through an innovative suite of on-campus and online experiences:

  • Boarding school and camps, via a state-of-the-art campus in Bradenton, Fla.
  • Online coaching via the IMG Academy+ brand, with a focus on personal development through the lens of sport and performance
  • Online college recruiting, via the NCSA brand, providing content, tools, coaching and access to a network of 40,000 college coaches

The Director of Camp Sales is responsible for leading the camp sales division in achieving annual camp sales tuition targets through the development and execution of sales strategies, while implementing best practices across the camp sales team. This position directly oversees camp sales advisors and coordinators who are responsible for the sales lifecycle of the camp enrollment process. The Director of Camp Sales will work with the Camp Sales Manager to provide leadership and support across the camp sales team, ensuring the team is meeting customer expectations, while identifying opportunities to maximize customer and staff experience. The position will additionally support our Global team through their efforts in driving international camp sales.

Position Responsibilities

STAFF DEVELOPMENT

  • Builds a standardized sales process for the camp sales team to follow
  • Develops and manages sales performance through the use of key performance indicators
  • Clearly defines sales targets and focuses on advisor performance and execution to achieve annual revenue targets
  • Monitors the sales metrics of each advisor in order to provide insights needed to be successful
  • Develops and implements the lead funnel strategy from inquiry to enrollment
  • Defines best practices within each step of the sales process and builds out training programs specific to each process
  • Enhances retention process and strategy to maximize customer satisfaction
  • Owns CRM best practices and implementation with staff
  • Schedules weekly meetings with the individuals and/or team to identify areas of focus and opportunity
  • Works with the Camp Sales Manager on developing their skillset in relationship to staff recruitment, staff management, and lead management
  • Trains manager on how to process revenue reporting and drive strategies accordingly

BUSINESS DEVELOPMENT

  • Implements best practices for inbound and outbound sales processes for each sales advisor
  • Identifies relationships, camp fairs, remote seminars, events, and additional recruitment opportunities to drive substantial leads
  • Owns on campus recruitment efforts for IMG Academy hosted events to maximize camp lead generation
  • Assists boarding school team with lead conversion tactics from campers to student-athletes
  • Creates a camp extension plan for advisor team

TEAMWORK

  • Meets weekly with Sr. Director of Sales to review the overall status of the camp sales division
  • Communicates and establishes a relationship with each department on campus
  • Meets on a consistent basis with each Sport Camp Director to review the state of business, develop sales strategies and identify obstacles that need cleared
  • Works directly with Sport Camp Directors on product training, inventory, and customer feedback
  • Works with the VP of Sales Operation on pricing increases, yield management, and product capacities
  • Communicates regularly with Director of Marketing on website language, online registration tactics, promotional needs, customer feedback, and email campaigns

STAFF MANAGEMENT

  • Coordinate schedules for the camp sales team including tracking personal time off and floating holiday requests
  • Complete oversight of the sales pipeline from a daily, weekly, monthly, & annual perspective
  • Works with leadership on establishing sales targets and incentives for camp sales team
  • Manages lead distribution across the camp sales team to monitor productivity and lead management
  • Responsible for online chat training and staff coverage
  • Oversees the sales budget for the camp sales team and manages accordingly
  • Reviews and submits Expense Reports
  • Develops a staff recruitment plan for each calendar year
  • Interviews prospective sales candidates based on open positions and department needs
  • Strives to maintain a fully staffed department at all times
  • Defines best practices for staff recruitment and works with managers on implementing retention strategies

CULTURE

  • Establishes and builds a culture that is based off of IMG Academy core values:
    • OPEN MIND
    • PASSIONATE SOUL
    • ABSOLUTE INTEGRITY
    • CHAMPION'S SPIRIT
    • HELPFUL HEART

Knowledge, Skills and Ability

  • Bachelor's degree in sports management, business or finance
  • 5+ year of experience with inside sales and high volume sales activity
  • 5+ years of direct staff management experience
  • Excellent customer service skills
  • Expert experience with CRM software
  • Ability to drive and manage departments to hit short and long term strategic goals.
  • Business savvy
  • Highly organized with the ability to juggle multiple projects
  • Ability to multi task in a fast-paced organization
  • A superior work ethic
  • Desire to work collaboratively with colleagues
  • Excellent written and verbal communication skills

Preferred Skills

  • Master's degree in sports management, business or finance
  • Bilingual

Physical Demands and Work Environment

  • Ability to work flexible hours to include nights, weekends and holidays is required

Background Requirements:

  • Requires a background check upon offer
  • Requires a drug test upon offer

Don't meet every single requirement? We are dedicated to building a diverse, inclusive, authentic workplace, so if you're excited about this role but your past experience doesn't align perfect with every qualification in the job description, we encourage you to apply anyway. You may be just the right candidate for this or other roles.

Get to know us better:

IMG Academy provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

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