Executive Director of Membership Sales and Experience

Description

Position Summary

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

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

• 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 rat