Sales Manager

3 weeks ago

Menlyn Park, South Africa Ignite Fitness Full time

**A NATIONAL LEADER IN THE HEALTH AND FITNESS INDUSTRY REQUIRES THE SERVICES OF A TALENTED SALES MANAGER TO DRIVE PERFORMANCE AND TO EXCEED EXPECTATIONS AT ITS BRANCH LOCATED IN MENLYN, GAUTENG.**

**Job Title**:Sales Manager

**Reporting to**:Regional Sales Manager

**Department**:Sales

**Purpose of role**:

- To achieve overall club sales budgets to contribute to the club’s profitability.
- Ensure a fully staffed sales team that match the attributes necessary to achieve sales according to budget.
- It is the objective of the Sales Manager to manage, train, motivate and control the Sales team in the pursuit of the team’s set goals and budgets to contribute to the club’s budgeted profitability.
- To have a fully staffed team, that are continually trained and competent and have the various skills required to represent Ignite Fitness in the Club's marketplace.
- Ensure that the Sales team represent the Brand according to our Company Standards
- Use the sales team to achieve the monthly new membership sales revenue targets
- Manage the quality of sales and ensure all paperwork associated with new joiners meet company standards

**Key Responsibilities Areas**:
1. STAFFING AND RECRUITMENT

2. TRAINING AND EVALUATION

3. PLANNING AND GOAL SETTING

4. SALES ACTIVITY & REPORTING

5. SALES PERFORMANCE

**1.** **STAFFING AND RECRUITMENT**
- Maintain optimum number of Sales Consultants in team (5 Sales Consultants)
- Maintain Optimum number SCs for the entire month
- Do a minimum of two recruitment interviews a week must always keep a hotlist min. number of 4 people
- Maintain a hot list of replacement Sales Consultants (this should be reviewed weekly by CGM / RSM)
- Advertise externally and recruit Sales Consultants as per the company’s Recruitment policy and procedure.
- Ensure that effective and thorough reference checks are done with the support of HR.
- Discuss and sign the SC Letter of Appointment, Job Description and Code of Conduct.
- Ensure that all company policies, procedures, and performance criteria are clearly understood.
- Ensure an effective monthly rota is put together, shared with RSM. Together SM and RSM sign off that the rota agreed will be sufficient to meet the activity levels and daily sales required from each SC to deliver the overall sales monthly budget.
- Ensure agreed plans and KPI’s are discussed with the sales team on a daily, weekly, and monthly basis.

**2.** **TRAINING AND EVALUATION**
- Ensure that Sales Consultants attend Induction and Sales training as required by the company.
- Onboarding all new SC’s according to company policy.
- Ensure all SC’s understand Ignite Fitness Value Proposition and can articulate this to all prospective members to differentiate us from competitors in the marketplace.
- Ensure all SCs know the sales company scripts by heart and are well versed enough to use these in a variety of sales scenarios to ensure best communications and maximise conversion to achieve objectives.
- Identify individual, basic selling weaknesses and set up daily training and/or coaching sessions to improve performance.
- Ensure that all Sales Consultants have a clear understanding of all essential sales techniques and all training they have received and are implementing them daily.
- Identify, train, and develop at least one Sales Consultant in the club as assistant Sales Manager who would be able to manage the team in your absence.
- Ensure the feedback from Regional Sales Trainer is noted and follow up training is implemented as advised.

**3.** **PLANNING AND GOAL SETTING**
- Accountable to ensure that effective goal setting is in place for each member of the sales team to achieve their personal goals in line with the business objectives. These are then communicated to RSM and SC to update all reports.
- A clear sales strategy plan to achieve target should be submitted keeping in mind the goals of the team, the minimum targets required by the business, the surrounding market, FTE budgets and selling days. A standard template is provided for a sales day by day forecast, marketing plan / lead generation planner and rota. This is submitted and KPI’s will be based on this.
- Ensure that all targets, forecasts, and goals set across all key related areas are met with a hands-on approach. This will be achieved by effective daily set up through team meetings and 10 minute meetings (3x per day). Where needed on the job coaching, role play, training should be implemented to ensure all activity is achieved according to minimum conversion ratios.
- Monitoring, inspecting, tracking, and reporting of sales activity and results using the tools available from Ignite Fitness.
- Conducting regular appraisals and reviews with each individual Sales Consultant.
- Monthly formal 121 Reviews using company templates; discussing and agreeing outcomes and improvements required by SC with the RSM.
- Maintaining a highly charged and motivated team spirit throughout the sales team.

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