Regional Sales Director

Description

POSITION: Regional Sales Director

FLSA STATUS: Full-time, Exempt

SUPERVISOR: Regional Manager in respective market

REPORTS: Membership Advisors in respective market

POSITION SUMMARY:

This position is responsible for the overall membership sales performance of acac's clubs within an assigned market. The Regional Sales Director (RSD) leads, develops and inspires the Membership Advisor team to consistently achieve sales goals while delivering an exceptional prospective member experience that reflects acac's Five*Star service standards.

The RSD recruits, trains, coaches and develops Membership Advisors while ensuring consistent execution of acac's sales systems, lead management processes, prospect follow-up standards and membership sales practices. The RSD partners closely with General Managers, Marketing and the Home Office team to maximize membership growth, member retention and market penetration. This position requires an experienced sales leader who thrives in the field, enjoys coaching others to success, and is passionate about developing high-performing sales teams. The RSD will work with minimal supervision while providing regular communication and reporting to the Regional Manager.

Requirements

RESPONSIBILITIES:

• Recruit, hire, onboard, train and develop Membership Advisors throughout the assigned market. If there is a Membership Advisor vacancy, assist in filling in for the position until a replacement is hired and trained.
• Conduct regular in-person coaching sessions, side-by-side observations, role-playing and sales training at each club.
• Ensure all Membership Advisors consistently execute the company's sales process, including lead management, appointment setting, club tours, follow-up and closing techniques.
• Monitor daily, weekly and monthly sales performance for each club and Membership Advisor.
• Establish performance expectations and hold Membership Advisors accountable for achieving individual and team sales goals.
• Conduct regular one-on-one coaching meetings and regular performance check-ins
• Coordinate and attend local community events.
• Develop performance improvement plans when necessary and partner with Human Resources on performance-related issues.
• Serve as the primary sales resource and coach for all clubs within the assigned market.
• Partner with General Managers to identify membership growth opportunities and remove barriers to success.
• Work closely with the Senior Marketing Director and Marketing team to maximize the effectiveness of lead generation campaigns, community outreach and promotional events.
• Assist with membership pricing recommendations, promotional strategies and corporate membership opportunities as requested by the Regional Manager.
• Analyze market trends, competitor activity and sales performance, providing recommendations to improve membership growth.
• Review sales metrics, conversion ratios and productivity reports using HubSpot, Club Automation, and other reporting tools.
• Ensure timely follow-up of all inquiries, tours and membership prospects.
• Maintain consistent sales standards and member experience across all clubs.
• Participate in club grand openings, membership campaigns, community events, corporate partner events, and special promotions.
• Travel regularly among assigned clubs to provide visible leadership and support.
• Actively participate in weekly sales leadership meetings and implement all directives from the Home Office.
• Maintain a working knowledge of Club Automation, HubSpot, acac App, Paylocity and other software integral to membership sales operations.
• Assist with developing and implementing new sales initiatives, training programs and best practices.
• The above list is representative, not all-inclusive. This position will assist the Regional Manager and CEO with a wide variety of tasks and projects.

RESPONSIBILITIES (GENERAL)

• Provide Five*Star service at all times – to club members, guests and club team members.
• Maintain and continually improve knowledge about acac, local competitors, and the athletic club/fitness/hospitality industries.
• Establish solid working relationships with other RSDs, RMs, GMs and home office team members.
• Complete assignments and projects by requested deadlines.
• Implement directives and changes as provided by the home office.
• Know and adhere to all company policies and procedures.

QUALIFICATIONS

Job Specific Knowledge

• Membership sales leadership
• Sales coaching and