Southeastern Territory Manager

Job Description

Reports To: Vice President of Sales

Job Summary:

The Territory Manager role is responsible for leading the field team to execute daily Memberships and Personal Training sales through coaching and KPIs. They will also be the direct report for all regional managers in the Southern Region, and coach them towards the budget goals of Blue Star. The Territory Manager oversees and guides the field team in achieving daily revenue targets through coaching and adherence to Key Performance Indicators (KPIs). They serve as the primary point of contact for regional managers, providing mentorship, direction, and accountability to ensure alignment with Blue Star's financial objectives.

Leadership:

• Set the standard by demonstrating integrity, professionalism, and empathy.

• Coach and develop Regional Managers in effective sales and operations strategies to drive revenue and control expenses.

• Promote a culture of continuous learning and team growth.

• Oversee the onboarding process and ensure proper execution in the field.

• Support Regional Managers to ensure effective coaching and accountability.

Sales/ Marketing:

• Provide routine scoreboard, membership, and PT sales performance updates to the field.

• Increase revenue per club, focusing on same-store growth across the company.

• Execute sales initiatives and effectively communicate performance data monthly on success or failure.

• Collaborate with cross-functional teams to implement sales initiatives and drive results.

• Assist the Director of Sales in setting and tracking sales targets and KPIs, ensuring alignment with company objectives.

• Develop and implement strategies to acquire new clubs and expand our sales processes.

• Direct Regional Managers to execute marketing initiatives.

• Monitor market trends and competitor activities to identify growth opportunities.

Team Support:

• Coach and develop the Regional Managers and Club Managers on sales strategies and processes to maximize revenue generation.

• Provide guidance and support to Regional Managers to ensure effective coaching and accountability within their teams.

• Oversee onboarding process for sales team and own field execution.

• Work closely with Sr. Director of Operations on sales processes for new revenue streams.

• Coach the company to improve sales processes and renew expiring agreements.

• Work closely with Sr. Director of Operations and VP of Sales on new sales initiatives and pilots, and execute in field company-wide with approval of Sr. Director of Operations

• Foster a culture of continuous learning and team growth within the sales organization.

Finance:

• Oversee membership and PT sales goals.

• Effectively hold regional managers accountable to achieving goals set by the company and manage controllable expenses including labor costs for applicable regions.

Required Skills and Abilities:

• Ability to lead by example, demonstrating integrity, professionalism, and empathy in all interactions.

• Proficient in MS Office with ability to learn new software.

• Excellent organizational, coaching and leadership skills.

• Outstanding communication and interpersonal abilities.

• Ability to prioritize and manage multiple tasks simultaneously.

• Proven ability to lead a team, initiative-taker.

• Passion for health and fitness.

• Entrepreneurial mindset.

• Ability to thrive in a challenging environment.

• Analytical thinker with a focus on results.

• Must maintain a valid driver's license.

Education and Experience:

• Proven track record of success in sales management, a deep understanding of the fitness industry

• Bachelor's degree in a related field.

• Minimum of 5 years of experience in sales management within the fitness industry.

• Proven history of meeting or exceeding sales targets.

Work Environment:

• Work is a customer-facing indoor gym setting with a low to moderate noise level.

• Frequent vehicle travel with overnight hotel accommodations.

Travel Requirements:

• Travel is expected 75% of the time or more.

• Markets included, but not limited to: FL & GA

Physical Requirements:

• While performing the duties of this job, the employee may be required to stand, sit, talk, hear, reach, stoop, kneel on a regular basis.

• Ability to drive or travel long distances.

• Must be able to lift 50 pounds.