Director of Membership Sales

Description

General Summary of Duties

The Director of Membership Sales will oversee the LUV Car Wash membership sales division, including direct management of Regional Sales Trainers across our markets. The successful candidate will be responsible for driving membership growth, reducing churn, and achieving customer acquisition and revenue objectives. Responsibilities include developing key growth sales strategies, tactics, and action plans.

Position Details

Reports To:  Chief Development Officer

FLSA Status:  Exempt

Direct Reports:  Regional Sales Trainers

Physical Demands:  Travel up to 50% 

Essential Functions

• Develop and execute strategic plans to achieve membership sales targets and expand our customer base.

• Own membership sales performance and churn reduction — set goals, track KPIs, and drive accountability across all locations.

• Directly manage Regional Sales Trainers; provide leadership, coaching, and performance oversight to build a high-performing sales organization.

• Partner with site teams to understand customer needs, grow existing membership relationships, and develop customer retention strategies for each market.

• Ensure sites utilize new and effective sales techniques to drive membership growth; direct the development and execution of sales pipelines and strategies.

• Review membership metrics in real time and implement proactive strategies to minimize churn and maximize member lifetime value.

• Collaborate with the Director of Training to develop, plan, and execute training sessions focusing on improving sales and service skills, cross-selling, and objection-handling techniques.

• Provide continuous feedback and ongoing sales coaching; partner with training to maintain and continuously enhance sales training programs.

• Support marketing programs and educate Sales Advisors on marketing strategies.

• Understand category-specific landscapes and trends; report on forces that shift tactical budgets and strategic direction.

• Represent the Company in an ethical, moral, and professional manner with adherence to industry and Company best practices.

• Develop General Managers into daily sales coaches with systems and sustain performance. 
• Ensure sales teams are highly knowledgeable across all membership products and offerings. 

Requirements

Education

• BA/BS degree or equivalent

Experience

• Previous experience as a sales executive, sales manager, or sales and marketing director.

• Proven experience managing and developing direct reports, including field-based sales teams or regional trainers.

• Demonstrated experience managing membership or subscription-based sales, including churn analysis and retention strategies.

Requirements

• Ability to communicate, present, and influence all levels of the organization, including executive and C-level.

• Proven ability to drive the sales process from plan to close.

• Proven ability to articulate the distinct aspects of products and services.

• Proven ability to position products against competitors.

• Excellent listening, negotiation, and presentation skills.

• Excellent verbal and written communication skills.

• Proven track record of meeting or exceeding sales targets.

• Experience analyzing membership or subscription metrics (growth, churn, retention) and translating data into action plans.