Membership Sales Manager

The Membership Sales Manager is a hands-on leader responsible for driving membership growth and advancing the YMCA’s mission through both regional sales strategy and supporting the execution at the center level. This exempt role leads cross-center sales performance, executes association-wide sales campaigns, manages lead pipelines, and fosters high-value partnerships with corporations, residential developments, and local organizations. The position requires a unique blend of strategic thinking and operational execution, with discretion in decision-making and authority to shape outreach initiatives, performance standards, and engagement strategies.

Culture Statement

The culture of the Y is rooted in our Christian mission and core principles. We strive every day to collectively embody our purpose to love, serve and transform lives. Every day we show up to Lead with Love and Serve with Purpose. We Love unconditionally – showing genuine care and concern for everyone, making each interaction meaningful and personal and ensuring every person feels valued, seen and welcomed. We elevate Hope – promoting optimism by offering encouragement and practical solutions to challenges. We act with Care & Compassion – listening attentively without judgment, responding with empathy, and creating a senseof belonging by uplifting and supporting those around us. We demonstrate Generosity – sharing our time, skills, and resources freely and with joy. We walk in Grace – showing patience and kindness, even in difficult moments. We ignite Faith – staying grounded in our mission, principles and purpose, inspiring others to trust in what is possible. Demonstrating consistency in our actions, helping others see how their efforts align with a greater purpose. We treasure Honesty – communicating openly and truthfully, admitting mistakes when they occur, and honoring commitments. We honor Humility – leading with a servant's heart by prioritizing the needs of others above our own. We live with Joy – celebrating small and big wins alike, inspiring connection and shared joy. We offer Respect – addressing everyone by name and honoring diverse perspectives and backgrounds. We value Responsibility – performing every task timely with diligence and excellence and holding ourselves accountable by openly evaluating our performance. We engage in Service – going above and beyond in serving others by anticipating needs and delivering exceptional experiences. 

Required Qualifications
• Bachelor’s degree in Business, Marketing, Communications, or related field.
• Minimum 3 years of experience in sales, membership development, or customer acquisition, preferably across multiple centers.
• Demonstrated ability to lead both strategic initiatives and hands-on execution of outreach and lead conversion.

• Strong understanding of CRM tools (Salesforce preferred) and data-driven sales performance
optimization.
• Experience developing corporate and community partnerships.
• High emotional intelligence, collaborative leadership style, and the ability to work across diverse teams.
• Strong organization, communication, and time management skills.
• Flexibility to work evenings, weekends, and travel regionally as needed.

All YMCA team members are expected to maintain a current and active status for all safety, risk, and programming certifications defined by the YMCA of Greater Charlotte. 

Working Conditions

• Regularly required to use a computer for extended periods of time and be able to communicate
using a computer and phone/smart device.
• Frequently required to sit and reach and must be able to move around the work environment.
• Must occasionally lift and/or move up to 10 pounds.
• Travel within YMCA service area required.
• Sit for extended periods of time.
• Kneeling.
• Standing.
• Speak concisely and effectively communicate.
• Communicate in English, written and oral.
• Work irregular hours including nights, evenings, weekends, and events.

Strategic Sales Leadership
• Design and execute membership sales strategies aligned with association goals and
center performance benchmarks.
• Lead performance oversight for center-level sales activity, including coaching, KPI
analysis, and support for lead conversion.
• Establish and manage sales workflows and SOPs, including lead nurturing, sales
cadence, and onboarding pathways.
• Analyze membership trends, pricing impacts, and forecasting to inform senior leadership decisions.
• Evaluate and pursue new sales opportunities, including managing key customer
relationships and identifying potential partners.

Tactical Execution & Lead Management
• Personally engage in key stages of the sales cycle—lead generation, follow-up,
conversion, and onboarding—while modeling best practices for center teams.
• Leverage Salesforce and other CRM tools to manage a consistent and productive pipeline across multiple centers.
• Conduct high-volume outreach (calls, emails, tours) when needed to support center-level priorities or high-opportunity audiences.
• Create performance dashboards and share insights with center teams and association leadership to refine strategy.
• Exercise discretion in negotiating pricing structures and agreements within approved
authority levels

Community & Corporate Outreach
• Initiate and lead outreach efforts with corporate partners, schools, real estate groups, and apartment communities to promote group memberships.
• Represent the YMCA at regional community events, business expos, and partner
meetings to expand awareness and drive member acquisition.
• Collaborate with marketing and program directors to localize campaigns and messaging to the communities served.
• Develop and deploy creative, targeted outreach campaigns in coordination with
association brand standards and local demographics.

Performs other duties and tasks as assigned by leadership

COMMUNICATION & INFLUENCE: Listens and expresses self effectively and in a way that engages, inspires, and builds commitment to the Y’s cause
ENGAGING COMMUNITY: Builds bridges with others in the community to ensure the Y’s work is community-focused and welcoming of all, providing community benefit
PROGRAM/PROJECT MANAGEMENT: Ensures program or project goals are met and intended impact occurs
COLLABORATION: Creates sustainable relationships within the Y and with other organizations in service to the community