We are seeking an experienced and commercially driven Sales Manager to join the tmactive team. This role will operate across multiple sites, including Larkfield Leisure Centre, Tonbridge Swimming Pool, Poult Wood Golf Course and the Angel Centre, supporting both current operations and future developments.
Working closely with the Business Development Manager, the Sales Manager will lead the delivery of membership sales across all income streams, with a strong focus on increasing recurring revenue through monthly direct debit and annual upfront memberships. The role will play a key part in shaping and refining sales processes, ensuring a high-performing and results-driven sales function across the Trust.
Key responsibilities include leading and developing the Membership Advisor team, setting and monitoring sales targets, analysing performance data, and ensuring consistent use of CRM systems to maintain a strong and active sales pipeline. The successful candidate will also contribute to the planning and delivery of sales campaigns, outreach activities and partnerships to generate leads and drive conversion.
The post holder will be instrumental in delivering a seamless and engaging customer journey, supporting enquiry conversion and long-term member retention, while maintaining high standards of customer service, compliance and data accuracy throughout the sales process.
This is a permanent position, with working hours arranged in line with operational requirements, including evenings and weekends where necessary.
Applicants should demonstrate a proven track record in a target-driven sales environment, with experience in membership or subscription-based sales models. Strong leadership skills, commercial awareness and the ability to motivate and develop a high-performing team are essential. Experience within the leisure, fitness or public sector is desirable.
Business Development Manager
Senior Membership Advisor & Membership Advisors
GENERAL DESCRIPTION OF DUTIES
As a commercially focused Sales Manager, you will drive sales growth through the acquisition and retention of members, with a clear focus on increasing monthly direct debit collections and annual upfront membership income, recognised as the core drivers of tmactive’s recurring revenue. You will lead and deliver membership sales across Health & Fitness, Swim & Spa, and Golf at Larkfield Leisure Centre, the Angel Centre (current and future provision), Tonbridge Swimming Pool, Poult Wood Golf Course, and any future facilities.
Working closely with the Business Development Manager, you will support the refinement and implementation of effective sales processes, set and manage targets, monitor performance, and provide regular reporting on progress and challenges. You will also be responsible for line managing and developing the Membership Advisor team, ensuring a high-performing, results-driven sales function.
All activity will be aligned with tmactive’s mission of ‘more people, more active, more often’ while also supporting the development and delivery of the sales process and customer journey within any new facilities.
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Drive membership sales with a focus on increasing monthly direct debit memberships and annual upfront memberships.
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Manage and track individual and team sales targets in line with agreed income objectives.
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Support the Business Development Manager in refining and implementing effective sales processes and conversion strategies.
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Monitor daily, weekly and monthly sales performance, taking proactive action to address underperformance.
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Produce regular, accurate sales reports highlighting performance, trends, opportunities and challenges.
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Design, promote and sell membership products to a broad range of the community, ensuring packages and approaches are tailored to meet diverse needs, maximise accessibility, and drive conversion and long-term retention.
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Lead, line manage and develop the Membership Advisor team, including recruitment, training, coaching and performance management. Set and monitor individual and team sales goals, providing regular feedback and support to drive performance.
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Ensure consistent use of Prospects (or any other CRM used) and sales tools to maintain an accurate and active sales pipeline.
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Assist the Business Development Manager to review and improve the customer sales journey to maximise enquiry conversion and reduce drop-off.
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Report team performance, development needs, and training outcomes to the Business Development Manager and other relevant team members.
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Support the Business Development Manager and Marketing team to implement sales campaigns, promotions and outreach activity to generate leads and increase membership sales.
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Maintain high standards of sales compliance, data accuracy and customer service throughout the sales process.
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Analyse sales data and market trends to identify opportunities for growth and improvement.
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Foster a high-performance, target-driven sales culture aligned with tmactive’s mission of enabling more people to be active, more often.
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Attend appropriate trade shows and external events as required, representing tmactive in a professional and commercially focused manner to generate leads, promote membership products, and build relationships with prospective members and partners.
- Planning and coordinating event presence, including stand setup, promotional materials and team briefings, ensuring a strong and consistent brand message.
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Supporting local outreach initiatives, partnerships and community engagement opportunities that can drive membership sales growth.
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Demonstrate awareness/understanding of equal opportunities and other people’s behavioural, physical, social and welfare needs.
- To carry out any other duties which fall within the broad spirit, scope, levels and purpose of this job description.
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To attend meetings and any training as requested by the Business Development Manager.
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To ensure that the appropriate care is always taken for the health, safety and welfare of you and other persons, and to comply with policies and procedures relating to health and safety within the Trust.
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To adhere to all the Trust’s policies and procedures
This job description is not intended to exclude any task, which the post holder might reasonably be required to undertake. Job descriptions will be reviewed subject to the Trust’s priorities.
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Relevant degree or Masters (in Business / Sales) or equivalent.
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Membership of an appropriate professional body e.g. CIM or equivalent.
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Proven track record in a sales-driven environment, achieving or exceeding targets.
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Strong experience in membership or subscription-based sales (e.g. direct debit or recurring income models).
- Experience in motivating a team to excel.
- Experience within the leisure, fitness or public sector environment.
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Previous involvement in trade shows, events or community engagement for lead generation.
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Experience of supporting new facility openings, embedding effective sales procedures and establishing a seamless customer journey from launch through to steady-state operation.
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Proactive nature and ability to lead and develop.
- Strong commercial awareness with a results-driven mindset and proven ability to achieve sales targets.
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Excellent leadership skills, with the ability to motivate, coach and develop a high-performing sales team.
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Meticulous attention to detail.
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Must possess excellent written and oral communication skills.
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Must be able to deliver a high level of customer care.
- Have excellent time keeping and organisational skills.
- Relevant experience in leisure services (particularly leisure facility operation).
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Positive, driven and self-motivated with a strong work ethic.
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Professional, credible and confident when representing the organisation.
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Collaborative approach with the ability to build strong internal and external relationships.
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Innovative and open to continuous improvement in sales processes and performance.
- Strong alignment with tmactive’s mission and values
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Maintains a professional, confident and approachable appearance, acting as a role model for the Membership Adviser team and ensuring a positive first impression in all customer interactions.
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Proficient in CRM systems for managing pipelines, tracking performance and reporting.
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Strong working knowledge of Microsoft Office, particularly Excel (data analysis, reporting) and Outlook.
- Experience using leisure management software.
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To be able to work evenings and weekends as required.
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Keen interest in the leisure industry.
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Clean driving licence, own transport and appropriate vehicle insurance cover to enable travel to and between sites as required.
Candidates should read this specification carefully before completing their application form. These criteria are used in reviewing submitted application forms as a core part of the selection process.
