Regional Sales Director

ACAC Charlottesville; Charlottesville (VA); On-site; USD 90,000 - 130,000; Full time

Job summary

acac is seeking a Regional Sales Director to lead membership sales across multiple clubs in the assigned market. You will recruit, train and coach Membership Advisors, ensuring adherence to sales processes, lead management and customer experience standards.

The role focuses on growth, retention and market penetration with frequent travel between clubs. You will partner with General Managers, Marketing and Home Office to drive performance, manage dashboards, and implement new sales initiatives.

Qualifications

• Membership sales leadership
• Sales coaching and performance management
• Recruiting and talent development
• Sales process implementation
• CRM and lead management systems
• Sales analytics and reporting
• Word, Excel and PowerPoint proficiency

Responsibilities

• Recruit, hire, onboard, train and develop Membership Advisors throughout the assigned market.
• 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.
• Coordinate and attend local community events.
• Develop performance improvement plans and partner with Human Resources on performance-related issues.
• Serve as the primary sales resource for all clubs within the market.

Skills

Membership sales leadership

Sales coaching

Recruiting and talent development

Sales process implementation

CRM and lead management systems

Sales analytics and reporting

MS Office proficiency

Education

College Degree preferred

First Aid/CPR certification within 90 days

Job description

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 performance management
• Recruiting and talent development
• Sales process implementation
• CRM and lead management systems
• Sales analytics and reporting
• Word, Excel and PowerPoint proficiency

Experience

• Minimum five years of successful sales leadership experience in the fitness, hospitality, retail, or similar customer-focused industry.
• Proven record of hiring, developing and leading high-performing sales teams.
• Multi-location leadership experience preferred.
• Experience using CRM and sales reporting systems preferred.

Communication

• Excellent written and verbal communication skills.
• Outstanding coaching, mentoring and presentation skills.
• Able to effectively motivate, influence and develop others.
• Skilled in handling member concerns and employee relations situations.

Organization

• Able to work independently with minimal supervision.
• Strong planning, organization and time-management skills.
• Able to prioritize multiple clubs, projects and deadlines.

Personal Characteristics

• Positive, energetic and motivational leader.
• Competitive with a strong results orientation.
• Honest, trustworthy and ethical.
• Highly accountable.
• Professional and confident.
• Adaptable and resourceful.
• Excellent relationship builder.

Education

• College Degree preferred
• First Aid/CPR certification required within 90 days of hire date

PHYSICAL AND ENVIRONMENTAL REQUIREMENTS

• Frequent travel between assigned clubs.
• Frequent standing, walking and touring club facilities.
• Occasional bending, kneeling and lifting up to 50 pounds.
• Valid driver's license and reliable transportation required.

Note: This job description is intended only as a general guideline of your duties and responsibilities at acac and is not a legally binding contract. acac reserves the right to amend, change or terminate the job description, as it deems appropriate. Any change amendments or modifications may be implemented even though they have not been communicated, reprinted or substituted in this job description