Objective
The Sales Manager’s (SSM) role contributes to Edgemont Athletics' success by assisting the General Manager/Vice President in club sales and operations. Success is defined as the attainment of: membership sales, personal sales, member retention and member experience objectives. The attainment of which reflect the mission, vision and values and culture of EDGEMONT ATHLETIC. Ensure objectives attached to these responsibilities are executed at or above stated established performance standards.
The Sales Manager’s time will be split between personal Fitness Consultant duties and leading /coaching the sales team to achieve goals. Overall assisting with the management of the club to ensure successful operations.
Summary of Key Responsibilities and Expectations
Responsibilities and duties include but are not limited to the following:
Leadership
- Displays a customer first attitude by training and holding employees accountable for delivering service excellence.
- Manages with honesty, respect and with a knowledge that promotes the culture, mission, vision, and values of EDGEMONT ATHLETIC
- Provides coaching and direction to the club team to take action and to achieve operational goals. Constantly reviews club environment and key performance indicators (KPI’s) to identify problems, concerns and opportunities for improvement to provide coaching and direction to the club team to achieve operational goals.
- Responsible for hosting a weekly Fitness Consultant meeting.
- Assists with compiling agenda for staff meetings including but not limited to production and Fitness Consultant meetings.
- Attends pertinent staff meetings and training sessions including but not limited to monthly City Sales meetings and Sales and Service Manager’s.
- Attends weekly department head meetings.
Planning and Execution
Assist in planning and execution of club operational plans:
Assisting in Overall Club Management
- Responsible to be the Manager on duty as required.
- 3 times daily, walk your club to ensure a 5 star standard of maintenance and cleanliness with a strong focus on the sales area. Reporting any maintenance or IT issues.
- Ensure company policies and procedures are followed and maintained.
- Ensure the Fitness Consultant department is adequately staffed, and an accurate schedule is in place based on approved budgeted hours.
- Work with the Reception Manager to ensure adequately staffed and guest check-in procedures are followed.
- Additional duties as required.
- Understands and is able to perform Personal Training Reconciliation in the absence of the Fitness Manager and or General Manager.
Sales
- Generate Leads. Methods include referrals, floor referrals, service calls, natural market, carbon passes, and contest boxes.
- Enroll new members and follow-up to ensure promised services have been fulfilled.
- Prospect for new guests.
- Provide effective tours of the club following EDGEMONT ATHLETIC process.
- Refers members to Personal Trainers.
- Promotes Group Fitness programs.
- Monitors documentation (i.e. agreements) to ensure accuracy.
- Review personal statistics and reporting (Fit Connect and EDGEMONT ATHLETIC Prospecting) and take applicable action. The following are examples of KPI’s and are subject to change at any time:
- 100 calls per day minimum
- 6 appointments booked per day
- A minimum of 15 leads collected per day
- Generate at least 22 Direct shows per month
- 30% plus
- 4:1 VIP ratio
- 20% BR show yield
- 60% closing ratio
- 30% show ratio
- 1.1 crt completed to each guest seen
- Attend and participate in weekly and monthly production meetings.
- Attend and participate in monthly City Sales meetings at an offsite location.
- Participate in offsite promotional activities when required.
- Meet and exceed daily, weekly and monthly personal production goals. Telephone inquiries and walk-ins are not considered personal production.
- Responsible for achieving or exceeding personal sales quotas.
- Complete Cardio Resistance Training (CRTs) with club members and missed guests.
- Book and attempt to complete the CRT within 48 hours of enrolment.
- Invite the member to bring a guest to the appointment.
- Skills development: practice sales skills through activities such as: debrief after presentations, role playing, etc.
- Review and maintain company statistics and reporting (Fit Connect and EDGEMONT ATHLETIC Prospecting) and take applicable action. The following are examples of Fitness Consultant management responsibilities:
- Quota projections
- Plus membership projections
- Overall and first visit closing ratios
- Overall personally produced guests
- Personally produced guest percentages
- Appointments to goal
- Leads to goal
- Telephone inquiry booked percentage
- Telephone inquiry show percentage
- New member integration
- Establish production priorities with General Manager and hold production meetings with Fitness Consultants (FCs) accordingly.
- Daily, touch base with each FC and provide constructive feedback.
- Responsible for achieving personal sales quotas.
- Responsible for maintaining sales file organization.
Communication
- Maintain open lines of communication with the General Manager regarding Fitness Consultant personnel.
- Review all member communications and address all issues directly. Communicate directly with Head Office to ensure issues are resolved to completion.
- Handling or following up on all member concerns.
- Look after member inquiries and complaints including forwarding to Head Office as needed.
- Touch base with General Manager and Human Resources as needed for support, resources, training and objectives updates.
- The Sales and Service Manager’s is approachable and responds to emails, phone calls and other messages professionally and in a timely manner.
Business Requirements
Providing functional expertise and executing functional responsibilities:
- Ensures adherence to all company policies and procedures including reinforcing dress code.
- Uses all operational tools to plan for and achieve operational excellence in the club (i.e. Fit Connect, EDGEMONT ATHLETIC Prospecting and budgets).
- Responsible for club sales objectives in the areas related to membership revenue streams.
- Assist in member integration in all areas of the club (i.e. Personal Training, Kidz club, Group Fitness, etc.).
- Monitors documentation (i.e. agreements) to ensure accuracy. Periodically performing audits through FC scorecards and role playing.
- Represent the club at work and in the community as a professional exemplifying the highest standards of character, integrity and ethics.
- Performs member exit interviews when available.
Employee Development and Team Building
Providing employees with coaching, feedback, and developmental opportunities and building effective teams:
- Assist the General Manager in building a team who embodies the character, culture and a commitment to EDGEMONT ATHLETIC with a specific focus on Fitness Consultants.
- Actively assist in managing Fitness Consultants by regularly conducting performance appraisals, providing feedback, and setting challenging goals to improve employee performance.
- Challenges and inspires employees to achieve business results.
- Recognizes and reinforces individual and team accomplishments by using existing organizational tools and programs as well as by finding new, creative and effective methods of recognition.
- Create and maintain a successful club team resulting in an environment where employees are valued and respected.
- Collect and audit Fitness Consultant time sheets as per posted timelines.
- Ensure all Fitness Consultants complete the Employee Orientation Program and all other relevant courses.
Skills and Experience
- Puts the member first: Has a strong focus on providing service excellence by ensuring hospitality, safety and cleanliness. Passionately exceeding the expectations of our members.
- Passionate, professional leader:
- Strong leadership skills, with the ability to coach and mentor others.
- Demonstrated people management skills with the ability to adapt quickly to change and make timely, thoughtful decisions.
- Great Communicator: Especially in terms of clarity and tone – communication is clear and comes across as intended.
- Develops continuously: Continuously seek opportunities to improve self and others. Leads with trust, honesty and commitment to hire, coach and develop employees to achieve their potential.
Working Conditions
- Your full-time schedule will consist of days, evenings, and weekends, with mandatory availability over close out.
- Your primary schedule will include Thursday, Friday, Saturday, Sunday,
- On occasion you may be asked to work a special promotion or event.
- Responsible to cover guest hours as needed if no other Fitness Consultant can cover the shift.
- Is on the club emergency opening list with the requirement to open the club upon receiving notification from the answering service.
- Hours will be scheduled based on business needs.
- January is the busiest time of year at Edgemont Athletic and a vacation blackout will be applied during these peak times and as a result, vacation requests will not be approved.
- The Sales and Service Manager’s position will be expected to have a minimum of 40 hours per week.
- As an Sales and Service Manager’s, you will be responsible for ensuring weekend production of sales teams is consistent and meets expectations.
- Sales Manager’s are required to have an open availability.
- Travel will be required at a minimum on twice per month for City Sales and Sales and Service Manager’s Meetings and will be based on business needs.
Direct Reports
The Sales Manager’s is responsible for all staff members of the club, in the absence of the General Manager.
*Job Description is subject to change.
Job Type: Full-time
Pay: $48,000.00-$75,000.00 per year
Benefits:
- Casual dress
- Dental care
- Employee assistance program
- Life insurance
- On-site parking
- Vision care
Ability to commute/relocate:
- Calgary, AB: reliably commute or plan to relocate before starting work (preferred)
Education:
- Secondary School (preferred)
Experience:
- Retail management: 1 year (preferred)
- fitness: 1 year (preferred)
Work Location: In person
