• Citizen

• Full Time

• Direct Hire

• UG :- - Not Required

• PG :- - Not Required

• No of position :- ( 1 )

• Post :- 22nd Nov 2022

The responsibility of the Membership Advisor is to achieve his / her personal agreed monthly sales targets in line with company objectives and also manage the team objective inclusive of but not limited to Activity, Training and Sales Budget.

PLACE OF WORK
1.1 To work in the Health Club stated below but should be feasible to work out in the local community and businesses as per requirement
1.2 To be prepared to travel to other venues for training and meetings as required.

Responsibilities

PERFORMANCE STEPS:

DUTY A: ACQUIRE AND MAINTAIN A STRONG UNDERSTANDING OF THE BASIC SELLING SKILLS NEEDED TO PERFORM THE SALES FUNCTION SUCCESSFULLY

A.1 SALES knowledge and skill development

- 1.1 Know the sales module i.e. its analytical logic flow, categories and parameters
- 1.2 Be thorough with % share of sales from each category and the parameters leading to those sales
- 1.3 Ensure to update product knowledge all the time including all the benefits, facilities and services offered by the club.
- 1.4 Be thorough with goal planning and use of categories and parameters
- 1.5 Be thorough with all tools used in the sales system and lead planning
- 1.6 Maintain up to date price lists and ensure a clear understanding of membership fees and features for all memberships offered by your club.
- 1.7 Have a genuine interest in the latest developments within the fitness industry and specifically the benefits of the exercise to communicate to members.
- 1.8 Identify remedial actions from the SAR and work with the Sales Head to upgrade skills sets or find solutions
- 1.9 Use training scripts and guidelines as prescribed in all training sessions.
- 1.10 Make End of shift every day and submit to Sales Head

DUTY B: MINIMUM PERFORMANCE CRITERIA

To achieve the ratios - individual and collective outlined and agreed to in the Goal Setting Exercise as a minimum expectation .

B.1 LEADS

- 1.1 To ensure sufficient leads based on target set
- 1.2 Prepare master of lead generation for the required number of contacts
- 1.3 Execute and update the plan re-visit targets based on results achieved

B. 2 PRESENTATIONS

- 2.1 To ensure sufficient presentations to achieve agreed goals. (Minimum of daily avg. of 4 per SC for 26 working days )
- 2.2 A presentation must include all the following key components to qualify as a complete presentation:
- 1.2.1 Needs Analysis.
- 1.2.2 Club facilities must be presented with a tour.
- 1.2.3 Ruling out of objections and ratings for the fitness goal
- 1.2.4 Closing and clear mention of objections
- 1.2.5 Classifications as HOT WARM of COLD
- 1.2.6 Price drop downs

B.3 APPOINTMENTS

- 3.1 Ensure enough appointments are set each day to achieve sales goal based on your SAR ratios. Plan and conduct at least 2 Appointment Drive s per week with each Appointment Drive meeting the minimum appointment generation goal set and agreed to with Sales Head
- 3.2 An appointment will only qualify as an appointment when a specified date and time is noted for a future meeting to conduct a presentation.

B.4 CONTACTS

- 4.1 Minimum of 40 contacts per day is required out of these 20 should be new contacts
- 4.1.1 To ensure contacts lead to a min no of quality appointment, A contact only qualifies as a contact when a Sales consultant speaks to the person face to face or telephonically with the purpose of setting up an appointment. (Leaving a message does not qualify as a contact.)

a) Follow up contacts:
- Contact all members have not been converted into a completed sale.
- Contact all appointments that did not show.
- Stay in touch with all potential members.
b) Ensure service calls system if followed with precision.

B.5 SALES

- 5.1 Ensure minimum of 2 sales by
- 5.1.1 Following the sales cycle to the core
- 5.1.2 Presenting the price drop downs
- 5.1.3 Soliciting help from SH for every presentation counseling form not closed
- 5.1.4 Asking SH to follow up for difficult or procrastinating prospects
- 5.1.5 Ensure at least 8 referrals from every sale at POS or 3 from every presentation

DUTY C: PERFORM ADMINISTRATIVE FUNCTIONS ON A REGUALAR BASIS (under supervision and guidance of the SH)

C.1 Have a clear understanding and comply with all administrative procedures specified
C.3 Check maintain the Sales activity record every day
C.4 Communicate all rules and regulations of the club to all members of the sales team.
C.5 Communicate all Tools Tips for prospecting, presenting, touring and closing, to the other members of the Membership Sales Team.
C.6 Conduct a minimum of one formal training sessions a week (with written notes)

C.7 REPORTING

7.1 Maintain all daily and monthly reports as required by the Sales Head in a neat and orderly manner.
- Assist in preparing the Monthly club strategy folder
- Prepare/Assist in preparing/submitting the daily basis to Sales Head
- Prepare your Sales activity Record EOS Activity record Daily Appointment Schedule
- Supervise and assist in the preparation and submission of the Membership Sales Commission Claims on or before the 2th of the month

7.2 Ensure you meet all individual goals targets specified on a daily and monthly basis.

- 4.2.1 Set goals in writing for the Weekends with the SH
- 4.2.2 Plan weekly monthly activity in writing
- 4.2.3 Plan and manage individual time in writing
- 4.2.4 Prepare Plan Lead generation plan in writing
- 4.2.5 Record and evaluate individual success in writing
- 4.2.6 Reset individual team goals in writing

7.3 Daily and Monthly Reports / Records required from Sales consultant

- 4.3.1 Daily Activity Plan in SAR
- 4.3.2 Telephone Inquiry forms with hot warm cold marking
- 4.3.3 Member profile (duly filled with hot warm cold marking)
- 4.3.4 1/31 folder (with TI / MP)
- 4.3.5 Sales goal sheets
- 4.3.6 All scripts
- 4.3.7 Individual lead plan

DUTY D: USE MARKETING MATERIAL PROVIDED TO MAXIMISE THE EFFECTIVE ACHIEVEMENT OF TEAM SALES GOALS.

D.1 Comply with all prescribed control procedures w.r.t. Issuing of trial Passes, Group-X Class Invites and Lead Boxes
D.2 Evaluate the effectiveness of all marketing material and support provided in a pro-active and constructive manner. Track the response to trial Passes and leads generated from the Lead Boxes
D.3 Identify specific sales tools needed to achieve individual sales goals.
D.4 Plan and organize promotions and maintain record of leads and sales generated

4.1 All promotions must be communicated and approved by the Club Manager

- 4.1.1 To maintain the club promotions file
- 4.1.2 To maintain track record of lead generations boxes

4.2 All promotions must be conducted under the guidelines prescribed by the company and its standards of practice.
4.3 Your goal is to generate as many business opportunities as possible in the form of leads and contacts, with a view of achieving individual team sales targets.
4.4 All promotions should initiate interest and awareness leading to a visit / appointment with the intention to purchase a membership.
4.5 Evaluate the effectiveness of promotions.
4.6 Capitalize on all opportunities in the market place.
4.7 Stay abreast of the latest developments (opening or closing of health clubs), including competitor information.
4.8 Look for good marketing / advertising and promotional opportunities.
4.9 Be aware of new shopping centers, salons, restaurants, medical centers or companies in your area.
4.10 Identify untapped and new target markets / opportunities.

D.5 MISREPRESENTATION

5.1 Any misrepresentation as a result of statements made to the public or through actions as an employee of the company by a Sales Team /Managers will be dealt with in a disciplinary action and dependent on the nature of the misrepresentation may lead to dismissal.

DUTY E: EFFECTIVELY LIAISE WITH ALL OTHER DEPARTMENTS AND CLUB MEMBERS.

E.1 Maintain the highest level of professionalism while dealing with our members, your colleagues and the public.

1.1 Promote efficiency and team spirit.
1.2 Attend all meetings and man the club at the times specified by your Sales Head
1.3 Be an extension of the club service arm by assisting and greeting members when they arrive and leave, also ensure that they are happy with their membership.
1.4 New members must be introduced to the club (facilities and key personnel) in accordance with the rules specified by the Sales Head.
1.5 To inspect the condition and presentation of all facilities including the shower and changing area before and during shifts.

E.2 KEY RELATIONSHIPS:

2.1 Internal: To develop and maintain an effective working knowledge of all departments within the club.

2.1.1 Your members
2.1.2 Sales Team
2.1.3 Club Administration
2.1.4 Operations Staff
2.1.5 Front Desk Staff
2.1.6 Gym Team
2.1.7 Group-class Instructors

2.2 External

2.2.1 Promote a healthy way of life and the image and culture of your club to all members of the public.
2.2.2 Make a Customer not Sale
2.2.3 Establish a positive long-term relationship to guarantee retention and happy members.
2.2.4 Foster staff motivation

Build a professional relationship with each staff member.
Implement performance management system.
Acknowledge good performance.
Address poor performance.
Develop interpersonal skills amongst all staff members.

Skills

ATTRIBUTES AND KNOWLEDGE

a) Exceptional communication skills
b) Self motivated and pro-active
c) Flexibility in working hours (including week ends) and willingness to Do what it takes
d) Enjoys change and displays ease of adaptability to change.
e) Good time management skills with the ability to prioritise
f) Strong desire to learn
g) Decisive and solutions-orientated
h) Aptitude for analytical thinking.