Director of Membership Sales

Responsibilities

• Develop and execute strategic plans to achieve membership sales targets and expand our customer base.
• Own membership sales performance and churn reduction — set goals, track KPIs, and drive accountability across all locations.
• Directly manage Regional Sales Trainers; provide leadership, coaching, and performance oversight to build a high-performing sales organization.
• Partner with site teams to understand customer needs, grow existing membership relationships, and develop customer retention strategies for each market.
• Ensure sites utilize new and effective sales techniques to drive membership growth; direct the development and execution of sales pipelines and strategies.
• Review membership metrics in real time and implement proactive strategies to minimize churn and maximize member lifetime value.
• Collaborate with the Director of Training to develop, plan, and execute training sessions focusing on improving sales and service skills, cross-selling, and objection-handling techniques.
• Provide continuous feedback and ongoing sales coaching; partner with training to maintain and continuously enhance sales training programs.
• Support marketing programs and educate Sales Advisors on marketing strategies.
• Understand category-specific landscapes and trends; report on forces that shift tactical budgets and strategic direction.
• Represent the Company in an ethical, moral, and professional manner with adherence to industry and Company best practices.
• Develop General Managers into daily sales coaches with systems and sustain performance.
• Ensure sales teams are highly knowledgeable across all membership products and offerings.

Requirements

• Education: BA/BS degree or equivalent
• Experience: Previous experience as a sales executive, sales manager, or sales and marketing director.
• Management Experience: Proven experience managing and developing direct reports, including field-based sales teams or regional trainers.
• Membership/Subscription Sales: Demonstrated experience managing membership or subscription-based sales, including churn analysis and retention strategies.
• Communication Skills: Ability to communicate, present, and influence all levels of the organization, including executive and C-level.
• Sales Process: Proven ability to drive the sales process from plan to close.
• Product Knowledge: Proven ability to articulate the distinct aspects of products and services.
• Competitive Positioning: Proven ability to position products against competitors.
• Customer Interaction: Excellent listening, negotiation, and presentation skills.
• Reporting: Excellent verbal and written communication skills.
• Performance Metrics: Proven track record of meeting or exceeding sales targets.
• Data Analysis: Experience analyzing membership or subscription metrics (growth, churn, retention) and translating data into action plans.