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.
Sales Manager FIT 23.02.12
1
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.
Sales Manager FIT 23.02.12
2

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 FIT 23.02.12
3
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
 People management
 Management of projects, finances and
other resources
 Customer focus and managing
diversity
 External awareness and managing
external relationships
 Communication
 Managing self and relationships with
others
 Team working and co-operation
 Negotiating and influencing
 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
1.1
Experience of sales within the fitness industry and a proven track record of
exceeding sales targets.
1.2
Proven track record of delivering against KPIs
1.3
Previous line management experience
1.4
Proven experience of dealing with a wide variety of people in a customer care
environment
2.
Special Knowledge and Job Requirements
2.1
High level of verbal communication including presenting to groups/individuals
2.2
Ability to analyse problems, provide effective solutions and ensure practical
solutions
2.3
Ability to manage budgets
2.4
Intermediate skills in Word and Excel
2.5
Time management – ability to work to deadlines
2.6
Target orientated
Sales Manager FIT 23.02.12
4
3.
Additional Job Requirements
3.1
Flexible working hours including evening & weekend
3.2
Outgoing friendly personality
Sales Manager FIT 23.02.12
5