Job Description & Person Specifications



YMCA Fitness Industry Training

Sales Manager

Job Description

Reporting to: Head of YMCAfit (working title)

Responsible for: 3 x Course Sales Advisors

1 x Business Development Executive

Evaluated Grade: H

Organisational Context

Central YMCA comprises five component operations. Central YMCA Club; Central YMCA Qualifications; One KX; and Y Touring Theatre Company operate directly through the Charity and YMCA Fitness Industry Training (YMCAfit) operates through a subsidiary charity, London Central YMCA Ltd. The Charity’s mission is delivered predominantly within health, fitness, education and creative arts sectors and is to “provide, inspiration, education and opportunities for health in mind, body and spirit”.

YMCA Fitness Industry Training is an Operation of London Central YMCA Ltd., a registered charity. It provides education and training in fitness, exercise and activity for health and operates within a complex, dynamic and highly competitive industry. It runs a range of training programmes for both individuals and companies in the public and private sector.

This post leads the Sales team in driving and monitoring the sales process for YMCAfit’s Core and Corporate programme and ensures the YMCAfit Sales Team achieves set targets. The Sales Manager provides training and support to ensure high levels of customer service and performance in order to maximize sales.

Job Purpose

• Lead and manage YMCAfit sales strategy.

• Work closely with the Central Marketing Team to agree YMCAfit promotional activities and the direct marketing strategy.

• Work closely with the Central Marketing team to monitor the success of the marketing strategy and promotional activities.

Scope and Limits of Authority

• Manage the achievement of Core and Corporate programme turnover targets.

• Manage Sales and Corporate budgets.

• Authorise invoices up to limit of £15,000 within agreed budget limitations.

• Operational responsibility for the development, management and day to day running of the Sales team and Business Development Executive.

• Authorise free and subsidised places on Core programme.

Main Duties and Responsibilities

Sales and Promotional Activity

• Monitor and manage the achievement of agreed KPI’s to include financial and performance targets.

• Lead and manage an effective system of customer contact and communication ensuring that customers are provided with accurate and current information, advice and guidance in all aspects of YMCAfit training and for the broader fitness Industry.

• Ensure CRM is used effectively to maximise sales potential.

• Contribute to and manage the YMCAfit sales strategy to include Core and Corporate business.

• Monitor and report sales statistics and performance against set targets on a weekly basis and ensure that appropriate remedial action is taken.

• Lead and manage the YMCAfit CPD course sales strategy.

• Performance manage YMCAfit Sales team.

• Ensure all transfers/cancellations are made in accordance with YMCAfit Terms and Conditions using discretion where appropriate.

• Manage the medical screening process for student bookings.

• Liaise with Publishing, Marketing and Communication department on YMCAfit promotional activities.

Sales and Corporate Budget

• Manage the Sales and Corporate budget, monitoring income and expenditure ensuring all financial targets are met, reporting any variations and taking remedial action.

• Monitor and reports on the financial performance of the Core and Corporate programme, adjusting the programme delivered to meet targets set.

• Investigate any anomalies in Core and Corporate income and expenditure.

• Authorise free and subsidised places on Core programme.

• Manage credit control system in respect of reconciling outstanding student payments (Core programme).

• Ensure the validity and authenticity of all invoices.

Business Development

• Ensure Business Development strategy is monitored and achieved.

• Report on Business Development trends and performance to the Head of YMCAfit.

Communication

• Ensure sales team has current knowledge of products, policies, procedures and fitness industry career opportunities.

• Develop and implement systems to ensure that the Sales team provides a positive experience and the highest possible standards of customer care for potential and existing students.

Staff Support

• Manage the recruitment, selection, induction and performance management of all line managed staff, maintaining effective HR records.

• Ensure that line managed staff understand and work towards individual, team and business objectives.

• Be a positive role model for the team.

• Ensure all staff receive appropriate training in order to perform their role.

IT System

• Monitor the effectiveness of the IT System in terms of sales targets and monitoring and be proactive in suggesting and implementing improvements.

Customer Care

• Provide information, advice and guidance in relation to sales issues to staff and students.

• Refer staff and students to appropriate contacts for information, advice and guidance beyond immediate remit.

• Proactively develop and maintain the highest standards of customer care in all areas of responsibility.

• Act upon and resolve customer complaints in line with YMCAfit Complaints procedure.

Relationships

• Maintain effective communication at all times acting as a central point of contact, ensuring that all information is shared with relevant staff.

• Develop and maintain positive and professional working relationships with all Charity personnel, internal and external customers.

• Provide regular accurate feedback to your line manager ensuring that they are advised of all developments and problems within your areas of responsibility.

• Act at all times in the best interest of the Charity to further good public and community relationships.

Self Development

• Conduct a continual review of personal performance, seeking to improve effectiveness both individually and as a team member.

• Assist in the identification of personal training and development needs in relation to your duties and ensure these are fulfilled in line with YMCAfit’s business objectives.

• Understand and work towards individual, team and business objectives.

General

• Ensure that health and safety standards are maintained at all times. Advise the health and safety representatives of potential risk areas.

• As part of the SMT, contribute to the development of YMCAfit’s annual management plan.

This job description is issued as a guideline to assist you in your duties, it is not exhaustive and we would be pleased to discuss any constructive comments you may have. Because of the evolving nature and changing demands of our business this job description may be subject to change. You may, on occasions, be required to undertake additional or other duties within the context of this job description, and according to the needs of the Charity.

Sales Manager

Person Specification

We seek candidates who can demonstrate the following competencies to a high level and want to use these to the full in their work. This is more important than having any direct previous experience of the job content. If you are short listed, we will be looking for evidence of all of the key competencies during the selection process.

|Organisational awareness and strategic thinking |Communication |

|People management |Managing self and relationships with others |

|Management of projects, finances and other resources |Team working and co-operation |

|Customer focus and managing diversity |Negotiating and influencing |

|External awareness and managing external relationships |Personal effectiveness |

| |Analytical thinking and judgement |

| |Creativity and innovation |

| |Leadership |

Although we are keeping direct experience/knowledge requirements to a minimum, we do need you to use the application form to demonstrate your capabilities in relation to each of the criteria listed in Sections 1, 2 and 3 (addressing each point in order).

1. Qualifications and Previous Experience

1. Experience of sales within the fitness industry and a proven track record of exceeding sales targets.

2. Proven track record of delivering against KPIs

3. Previous line management experience

4. Proven experience of dealing with a wide variety of people in a customer care environment

2. Special Knowledge and Job Requirements

1. High level of verbal communication including presenting to groups/individuals

2. Ability to analyse problems, provide effective solutions and ensure practical solutions

3. Ability to manage budgets

4. Intermediate skills in Word and Excel

5. Time management – ability to work to deadlines

6. Target orientated

3. Additional Job Requirements

3.1 Flexible working hours including evening & weekend

3.2 Outgoing friendly personality

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