Manage day-to-day operations of sales team, to drive, deliver and exceed pre-determined membership sales targets.
Recruit, develop, motivate, deploy and retain high performing sales team members.
Manage and develop existing corporate accounts through events and activity by to generate corporate sales leads which can convert to sales
Build relationships with HR and other stakeholder contacts of corporate clients to encourage engagement with Corporate Wellness
Further develop and implement sales strategy and manage associated budgeting and on time reporting.
Key Responsibilities This role focuses on 5 core areas:
Corporate Sales
Service
Finance, Admin & Reporting
People
Other Bits and Pieces
Job Description: Corporate Sales
Contribute to the development of the corporate sales strategy for the business (in consultation with the Regional Sales Manager).
Assist with the development of presentations for securing new corporate clients.
Facilitate the initial launch of the relationship into the business for new corporate clients.
Administer the set-up for new corporate clients and manage all "Do business with us" leads.
Work closely with CM and SM in each club to execute the 'in club' component of corporate sales generation.
Work in collaboration with the NSM and Marketing Manager to manage the communication into each new corporate clients using the most appropriate medium (e.g. EDM, client intranet etc.).
Work closely with the National Sales Manager to identify new opportunities for corporate sales growth.
Proactively source key contacts from top tier corporates within the catchment area of each club.
Identify and be involved in the continual development and management of the corporate sales strategy, processes and procedures to ensure the approach is innovative, up to date and effective.
Stay abreast of the latest developments in fitness and programming.
Corporate Relationships
Maintain the ongoing relationship with existing corporate clients.
Plan, promote and organise activities to increase awareness and generate leads such as desk drops, onsite sessions, corporate open weeks, foyer activations.
Relaunch corporate deal into one existing corporate client per month.
Maintain up to date corporate client contact list for all existing clients, including key contacts.
Service
Service Delivery
Deliver excellent customer service to all members and guests.
Coach and support team members to deliver excellent customer service to all members and guests.
Develop and implement action plans with team members to continually improve service delivery based on external member evaluation such as mystery shopping and member satisfaction surveys.
Conduct Phone Checks and Service Standard Checks effectively on a monthly basis and provide reporting as required.
Resolutions and Feedback
Positively respond to and resolve escalated member feedback and complaints.
Take ownership of individual member feedback and complaints and ensure complaints are resolved effectively.
Coach and support team members to take ownership and resolve complaints efficiently and in a polite and courteous manner at first point of contact.
Manage complaint handling process to ensure effective handling of all member feedback and complaints relating to function within agreed timeframes.
Recognize individual and team performance where positive feedback has been received.
Finance, Admin & Reporting
Prepare monthly reports and other ad hoc presentations relating to business cases, project performance and delivery.
Develop and manage the internal corporate approval process.
Ensure achievement of sales team targets.
Ensure records of all member sales activities and follow-up requirements are maintained by utilising member management system and tracking sheets.
Ensure all membership paperwork is completed (run spot checks) and liaise closely with the Administrator to ensure thorough membership application procedure fulfilled.
Compile and provide weekly, monthly and quarterly reporting.
Produce accurate budgeting as required.
Ensure established system procedures are followed and administrative processes are updated as required.
People
Recruit team by reviewing resumes and participating in treasure hunting process as required.
Ensure team receive thorough club and team induction and are fully competent prior to servicing members and/or prospects.
Ensure team are appropriately trained and fully understand all aspects of club operations.
Ensure team are fully aware of emergency procedures, their OH&S responsibilities and attend regular training sessions as required.
Coach, develop and motivate team to ensure effective achievement of company goals and objectives.
Manage individual performance, providing regular feedback using Quick-E tools (informal basis) and through the formalized Evaluate process.
Ensure individuals are given every opportunity to maximize their personal and professional development.
Other Bits and Pieces
Help to create an environment where all team members are encouraged to both enjoy themselves at work and make a real contribution to the success of the business as a whole.
Be fully involved in the creation of a fun, lively and creative atmosphere.
Submit any original ideas (no matter how bizarre) to promote fun and support retention of members.
Be the finest ambassador of Virgin Active at all times.
Demonstrate behaviours in line with Virgin Active's standard of conduct at all times.
Follow the company WH&S policies and ensure necessary duties carried out.
Respond to emergency situations and injuries as appropriate.
Proactively take the lead on own professional development.
Attend essential training to keep required qualifications up to date (training will be provided) and notify manager if any required qualification is due to expire.
Ensure relevant emergency procedures are adhered to and participation in regular training as required (e.g. evacuations).
Carry out other reasonable duties, participate in special projects and attend meetings as required.
Qualification:
Relevant tertiary qualification or equivalent experience
Current First Aid certification desirable
Experience
Minimum 2 years' experience in comparable position or demonstrated progress through Virgin Active leadership pipeline
Minimum 2 years' experience in corporate sales and the ability to show success in managing corporate relationships and driving corporate sales
Experience in delivering impeccable customer service and responding to feedback and complaints
Experience in recruiting, developing, motivating, ,deploying and retaining a high performing team or demonstrated progress through Virgin Active leadership pipeline
Skills
Excellent communication (in-person)
Exceptional customer service
Knowledge of country level employee relations
Ability to work to KPI's and achieve and exceed sales targets
Ability to grow corporate accounts and increase leads and sales from the accounts each month
Ability to manage budgets and achieve associated performance targets
Confidence and credibility with key corporate contacts (HR)
The ability to plan and execute corporate activity to generate corporate sales leads
Understanding of health and fitness industry
MS Office (Word, Excel, PowerPoint, Outlook) - intermediate
