Job description

To lead, manage, and drive the overall sales performance of all MTM Group gym facilities and brands by developing and implementing Group-wide sales strategies, proactively monitoring sales performance through reports, dashboards and visual management tools, identifying system and process gaps, and continuously improving sales processes to ensure sustainable revenue growth, stronger conversion, accurate reporting, and consistent execution across all locations. The role provides strategic and operational leadership to facility Sales Supervisors and sales teams while ensuring that each brand's commercial requirements are supported within a consistent Group sales framework.

Group Sales Strategy & Performance

 Develop and implement the overall sales strategy for all MTM Group gym facilities and brands in alignment with company revenue objectives.

 Establish monthly, quarterly, and annual sales targets for each facility in coordination with Operations and Management.

 Take overall ownership of consolidated membership sales performance across all MTM Group facilities.

 Monitor facility performance against budget, targets, forecasts, and historical results and initiate corrective actions where required.

 Develop monthly sales action plans and recovery plans for facilities that are below target.

 Identify sales growth opportunities across facilities, membership categories, corporate accounts, campaigns, and new market segments.

 Ensure that sales initiatives support both individual facility requirements and the overall commercial objectives of MTM Group.

 Recommend pricing, membership packages, promotional mechanics, sales incentives, and commercial initiatives based on performance trends and market requirements.

Leadership & Sales Team Management

 Lead, coach, and develop Sales Supervisors and facility sales teams across all MTM Group locations.

Establish consistent sales expectations, processes, service standards, and performance management practices across all facilities.

 Conduct regular sales meetings with Sales Supervisors to review performance, challenges, forecasts, lead pipelines, renewals, and action plans.

 Support Sales Supervisors in managing individual Sales Executive performance and addressing underperformance.

 Establish individual and team KPIs aligned with facility and Group objectives.

 Conduct periodic performance reviews and recommend appropriate development or corrective action where required.

 Identify training requirements and coordinate sales training, coaching, workshops, and knowledge-sharing initiatives.

 Develop a strong sales culture focused on accountability, customer experience, teamwork, continuous improvement, and achievement of targets.

 Support succession planning and development of high-potential sales employees.

Lead Management & Conversion

 Establish and monitor Group-wide standards for handling leads, inquiries, follow-ups, trials, tours, and membership conversions.

 Monitor lead response time, contact rate, appointment rate, show-up rate, trial conversion, membership conversion, and follow-up effectiveness.

 Ensure all sales leads are properly assigned, contacted, followed up, and accurately recorded within the approved company system.

 Conduct regular reviews of uncontacted, inactive, lost, or aging leads and ensure corrective action is taken.

 Develop strategies to improve lead conversion and reduce lost sales opportunities.

 Ensure consistent implementation of lead management procedures across all facilities.

 Work with Sales Supervisors to improve objection handling, closing techniques, follow-up standards, and customer engagement.

Membership Renewals & Retention

 Establish Group-wide renewal and expiry management processes.

 Monitor membership expiry pipelines and renewal performance across all facilities.

 Ensure Sales Supervisors distribute, monitor, and follow up expiry lists effectively.

 Develop initiatives to improve renewal rates, reduce membership attrition, and re-engage expired members.

 Analyze cancellation, non-renewal, and lost-member trends and recommend appropriate corrective actions.

 Coordinate with Operations and Customer Service to address service issues that negatively affect membership retention.

Sales Reporting, Visual Monitoring & Systems Improvement

 Proactively monitor sales performance across all facilities through daily, weekly, and monthly reports, dashboards, visual performance trackers, and other available reporting tools.

 Regularly review sales trends, conversion ratios, lead activity, membership performance, renewals, revenue achievement, and team productivity to identify performance gaps at an early stage.

 Develop and maintain clear sales visuals, dashboards, and management reports that provide an accurate overview of Group, brand, facility, team, and individual sales performance.

 Consolidate daily, weekly, monthly, quarterly, and annual sales performance reports across all MTM Group facilities.

 Analyze facility-level and Group-level performance including membership sales, new memberships, renewals, revenue achievement, lead volumes, conversion, trials, appointments, sales productivity, average membership value, retention, expiry performance, and lost sales opportunities.

 Identify inconsistencies, weaknesses, bottlenecks, or gaps within current sales systems, reporting processes, CRM/ERP workflows, lead management processes, and data collection methods.

 Proactively recommend and implement improvements to sales systems and processes to strengthen visibility, accountability, efficiency, data accuracy, and overall sales performance.

 Work closely with IT, Operations, Marketing, Finance, and Management to improve system functionality and ensure sales reporting tools provide meaningful and actionable information.

 Regularly audit sales data and reports to ensure accuracy, completeness, and consistency across all MTM Group facilities.

 Identify areas where manual processes can be automated or simplified to improve reporting efficiency and reduce the risk of errors or missed sales opportunities.

 Establish early-warning indicators and performance flags to identify facilities, teams, individuals, campaigns, or lead sources that require immediate intervention.

 Ensure that sales data is not only reported but actively analyzed and translated into corrective actions, improvement plans, and commercial recommendations.

 Present sales performance, risks, opportunities, forecasts, and recommendations to senior management.

 Develop accurate sales forecasts based on current pipeline, historical performance, seasonality, marketing campaigns, and facility trends.

Marketing & Commercial Coordination

 Work closely with the Marketing Department to align marketing campaigns with Group and facility sales objectives.

Provide Marketing with sales insights, lead quality feedback, conversion data, campaign performance, and facility requirements.

 Evaluate the commercial effectiveness of campaigns based on lead generation, conversion, membership revenue, and return on investment.

 Coordinate the preparation and execution of facility-specific and Group-wide promotional campaigns.

 Ensure Sales Supervisors and Sales Executives are properly briefed on all promotions, offers, pricing, and campaign conditions before launch.

 Recommend campaigns or promotional initiatives based on sales trends, seasonal performance, competitor activity, and business requirements.

Customer Experience & Sales Standards

 Ensure consistent customer service and sales experience across all MTM Group brands and facilities.

 Establish standards for facility tours, membership presentations, inquiries, follow-ups, objection handling, and closing.

 Conduct periodic facility visits and sales audits to evaluate customer experience and sales execution.

 Ensure that membership products, pricing, terms, promotions, and facility programs are accurately communicated by all sales staff.

 Support the resolution of escalated customer concerns relating to membership sales or commercial matters.

 Work with Operations teams to identify operational or service issues affecting sales and customer retention.

Sales Processes, Systems & Compliance

 Develop, standardize, and continuously improve Group-wide sales SOPs, workflows, reporting templates, and controls.

 Ensure all Sales Supervisors and Sales Executives comply with approved sales procedures, company policies, pricing structures, and promotional terms.

 Ensure accurate and timely entry of leads, prospects, member information, follow-ups, and sales results within the approved ERP/CRM system.

 Conduct periodic audits of sales records, membership documentation, discount approvals, lead databases, and reporting accuracy.

 Identify process gaps, data quality issues, or potential sales leakage and implement appropriate corrective measures.

 Ensure proper documentation and authorization of discounts, exceptions, promotional memberships, and other commercial arrangements.

Business Development

 Identify opportunities for corporate memberships, partnerships, community activations, referral programs, and strategic alliances.

 Support development of new revenue channels and membership acquisition initiatives.

 Identify cross-selling opportunities between MTM Group brands and facilities where commercially appropriate.

 Monitor competitor activity, pricing, promotions, membership structures, and market developments and provide recommendations to Management.

 Support the commercial planning and sales launch of new MTM Group facilities, brands, products, or services. Budgeting & Forecasting

 Participate in preparation of annual membership sales budgets and revenue targets for all facilities.

 Prepare monthly and quarterly sales forecasts.

 Monitor actual performance against approved budgets and identify potential revenue risks at an early stage.

 Develop recovery strategies where facilities are projected to miss targets.

 Support Management with sales assumptions and commercial data required for business planning.

General Management Responsibilities

 Attend management and operational meetings as required and provide updates on Group sales performance.

 Maintain strong coordination between Sales, Operations, Marketing, Customer Service, Finance, IT, and other relevant departments.

 Ensure confidentiality and responsible handling of company, member, and commercial information.

 Perform other sales management responsibilities reasonably assigned by Management in line with the scope of the position

Skills

Education

 Bachelor's degree in Business Administration, Sales, Marketing, Management, or a related discipline preferred.

Experience

 Minimum 5-7 years of progressive sales experience, preferably within the fitness, hospitality, leisure, wellness, retail, or membership-based service industry.

 Minimum 2-3 years in a sales leadership or multi-site sales management role.

 Demonstrated experience managing sales teams and achieving revenue targets.

 Experience managing multiple locations, branches, or business units is highly preferred.

Knowledge & Skills

 Strong sales leadership and people-management capability.

 Strong understanding of sales funnels, lead management, conversion, retention, and membership sales.

 Excellent analytical and commercial skills with the ability to interpret data and convert findings into actionable plans.

 Strong knowledge of sales forecasting, budgeting, KPI management, dashboards, and performance reporting.

 Ability to identify system gaps, process weaknesses, and opportunities for automation or continuous improvement.

 Strong coaching, communication, negotiation, presentation, and stakeholder-management skills.

 Ability to manage multiple facilities, brands, and competing priorities.

 Strong working knowledge of CRM/ERP systems and Microsoft Excel/reporting tools.

 Strong customer-service orientation with a high level of accountability, integrity, and commercial awareness