Drives new corporate business across an assigned territory through prospecting, cold calling, field visits, proposals, negotiations, and account closing. Builds targeted pipelines, manages opportunities in Salesforce, achieves revenue and membership growth goals, and presents to C-level prospects. Partners with account management teams to launch new corporate accounts and transition ongoing relationships. Requires strong communication, analytical, sales planning, and relationship-building skills.
Job Summary & Responsibilities
ABOUT US
For over 40 years, 24 Hour Fitness has been a leader in the industry, driven by our mission to help our community live healthier and happier through the transformative power of fitness. With clubs nationwide, we create inclusive, welcoming spaces equipped with premium strength and cardio equipment, studio classes, and innovative digital tools. Our impact goes beyond the gym--we support our members' total well-being through coaching, connection, and community. Join us and be part of a team that's changing lives every day!
JOB SUMMARY
The Regional Account Executive is responsible for establishing new corporate accounts within an assigned geography. This is a dedicated new business role; the Regional Account Executive does not carry an ongoing account management portfolio.
The Regional Account Executive builds and works a targeted prospect list of the highest-potential opportunities and pursues each for a Company Paid, Company Invoiced or Company Sponsored program, as well as large Waived Basic opportunities of eligible employees that will drive significant new EFT growth. Once an account is closed, the Regional Account Executive partners with the account management team on a launch plan to maximize New EFT Set Up, then transitions the relationship so that the account has a single ongoing owner.
ESSENTIAL DUTIES & RESPONSIBILITIES
New Business Development and Prospecting
- Own continuous lead generation and prospecting for the assigned territory, personally and in partnership with in-club teams and outbound marketing. Prospecting includes business-to-business field visits, cold calling and virtual meetings.
- Build and maintain a targeted prospect list of the highest-potential opportunities in the assigned geography, prioritized by eligible employee count and likelihood to invest.
- Responsible for entire sales cycle of all inbound club and web leads for designated territory.
- Work the existing open prospect file in Salesforce, including expired and dead accounts that have not been actively pursued.
- Attain and maintain a working knowledge of local competitor facilities, sales, marketing and pricing strategies, and update the Director, Corporate Group Sales as needed.
Sales Planning, Proposals and Closing
- Craft and deliver an annual sales plan for the assigned regional geography, identifying key prospects and the strategies to be used in that market.
- Meet or exceed monthly and quarterly new Certificate and new sponsorship revenue objectives.
- Create and present compelling business proposals to prospective clients, including C-level audiences.
- Determine the correct product and pricing for each client based on the current company rate card, and develop and close Company Paid EFT, Company Invoiced and Company Sponsored accounts to goal.
Launch Partnership and Account Transition
- Partner with the assigned Account Manager or Sr. Account Manager to build and execute a launch plan that maximizes new memberships within each newly signed account.
- Introduce the account management owner to the client during launch and transition the ongoing relationship so the account has a clear owner going forward.
- Serve as a resource during the first activation cycle where account history is needed.
Pipeline and Business Management
- Maintain timely and accurate pipeline management in Salesforce, documenting all sales activity and advancing opportunities through defined sales stages daily.
- Complete all administrative processing associated with new corporate accounts, working closely with the Client Service team to ensure correct account set up for launch.
- Attend and contribute to required Regional and Corporate Group Sales team meetings.
QUALIFICATIONS
Required Knowledge, Skills & Abilities
- Proven sales performer with a track record of meeting or exceeding new business goals.
- Strong initiative and assertiveness, with the ability to develop relationships with prospects and identify business opportunities without close supervision.
- Excellent written and verbal communication skills, with the presence and credibility to represent 24 Hour Fitness professionally with C-level clients.
- Ability to build and execute external marketing strategies that influence corporate communities.
- Proven ability to use company systems and processes to achieve, document and track sales goals and results.
- Strong analytical skills and the ability to manage multiple opportunities simultaneously in a fast-paced environment.
- Goal oriented, collaborative, and effective as part of a team.
- Proficient in Microsoft Office.
Minimum Education:
- High School Diploma or GED equivalent.
Minimum Work Experience:
- 6+ years of experience in sales, or 3+ years of experience as a Membership Manager, Fitness Manager, Club Manager, or above-club position.
Preferred Knowledge, Skills & Abilities
- Working knowledge of Salesforce CRM, including lead management and pipeline reporting.
- Experience writing and presenting business proposals.
- Familiarity with corporate benefits, wellness or employer-sponsored programs.
Preferred Education:
- Bachelor's degree in business, fitness or a related field.
Preferred Work Experience:
- Prior business-to-business sales experience. Successful experience generating and working sales leads in a direct or commissioned sales role. Experience servicing or managing a business portfolio.
Physical Demands/ Environmental Conditions
- Ability to travel domestically between clubs, external business locations and meeting sites.
- Ability to operate standard business equipment. Ability to work extended hours and hours outside of normal business hours as necessary. Ability to interact extensively with clients by phone, video conference and in person.
Travel Requirement
- Travel required up to 30% of the time. This may or may not involve air or overnight travel depending on the market assigned.
BENEFITS AT 24
In line with our mission to create a healthier, happier world, we offer comprehensive benefits to help our team members do just that. We offer benefits such as paid time off, medical and dental coverage, 401k with match for qualifying positions, a free gym membership, and discounts on products and personal training. We also have a variety of Employee Resource Groups that you can connect with to participate in community events both in-person and virtually.
Disclaimer
DISCLAIMER: This job description is intended to describe the general job functions and requirements for this position. This is not intended to be an exhaustive list of all the qualifications, responsibilities, duties, and skills required. 24 Hour Fitness reserves the right to modify, add, or remove duties as necessary.
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