Area Sales Manager

WTF Gyms · India

ABOUT WTF GYMS

WTF Gyms is building a technology-enabled, customer-first fitness network across Delhi NCR. We combine modern facilities, certified trainers, personalized programmes, digital progress tracking and disciplined commercial execution. We are hiring an Area Sales Manager to lead membership growth across a cluster of clubs within our six-zone Delhi-NCR network.

ROLE MISSION

Build a predictable, ethical and high-performing multi-club sales engine. The Area Sales Manager owns revenue delivery across assigned clubs, strengthens local pipelines, develops sales managers and counsellors, and ensures every lead receives fast, professional follow-through.

KEY OWNERSHIP AREAS

1. MULTI-CLUB REVENUE OWNERSHIP

• Own monthly and quarterly membership revenue targets across the assigned zone.

• Translate zone goals into club, manager and individual targets by product, lead source and day.

• Run daily sales calls and weekly business reviews covering achievement, pipeline health, conversion and forecast accuracy.

• Identify underperformance early and execute specific recovery plans with owners and deadlines.

• Maintain pricing and discount discipline while protecting conversion and member trust.

2. FUNNEL AND CONVERSION MANAGEMENT

• Control the full funnel: new enquiry, response time, contactability, appointment, walk-in, trial, membership conversion, collection and onboarding.

• Establish clear service-level expectations for CRM updates and lead follow-up.

• Analyse conversion by club, counsellor, campaign, source, product and ageing bucket.

• Improve call quality, need discovery, objection handling, facility tours and closing through coaching and observed practice.

• Recover stale, lost and uncontacted leads using structured campaigns.

3. TEAM LEADERSHIP AND CAPABILITY

• Lead and coach Club Managers, Sales Managers, Membership Consultants and front-desk sales contributors.

• Conduct target setting, daily huddles, pipeline clinics, call listening, role plays and monthly performance reviews.

• Build succession and hiring pipelines; support structured onboarding for new sales employees.

• Create performance-improvement plans where required and recognise consistent top performance.

• Maintain ethical selling standards with zero tolerance for mis-selling, false commitments or unauthorised discounts.

4. LOCAL GROWTH AND PARTNERSHIPS

• Build local acquisition plans for each club using residential communities, corporates, colleges, retail catchments, referrals and events.

• Work with marketing on campaign briefs, lead quality feedback, source ROI and hyperlocal creative requirements.

• Negotiate and activate local partnerships within approved commercial guardrails.

• Build referral and win-back programmes that increase lower-cost, high-intent demand.

5. RETENTION, RENEWALS AND REVENUE QUALITY

• Partner with Club and Fitness leaders to improve onboarding, engagement, renewal readiness and save actions.

• Monitor advance renewals, expired memberships, freezes, refunds, dues and collection quality.

• Protect net revenue by controlling cancellations, leakage and poor-quality sales.

• Ensure every sale is documented accurately and handed off cleanly to club operations.

6. DATA, FORECASTING AND GOVERNANCE

• Maintain a clean CRM and credible forecast, not inflated pipelines.

• Publish daily and weekly MIS with actions, owners and expected recovery.

• Audit call notes, source tagging, lead ownership, discount approvals and collection records.

• Present zone performance to leadership with clear diagnosis, decisions and commitments.

SUCCESS METRICS

• Zone membership revenue and collection achievement

• Lead response time and contactability

• Enquiry-to-appointment, appointment-to-walk-in and walk-in-to-sale conversion

• Average selling price and discount discipline

• Renewal, referral and win-back contribution

• Forecast accuracy and CRM hygiene

• Club-wise productivity and sales-team capability

MANDATORY EXPERIENCE

• 5+ years in target-driven sales, including at least 2 years leading sales across multiple commercial gyms, fitness clubs or closely comparable membership businesses.

• Direct experience with membership funnels, walk-ins, trials, renewals, collections and CRM reviews.

• Strong preference for current or recent experience with cult.fit, Anytime Fitness, Ultimate Gyms, Gold's Gym, Fitness First or another recognised Delhi-NCR gym chain.

• Evidence of managing several clubs and coaching managers or sales teams against monthly targets.

• Strong analytical ability, field discipline and willingness to travel frequently across Delhi NCR.

WHAT STRONG CANDIDATES WILL DEMONSTRATE

• Exact target and achievement numbers for multiple clubs.

• Funnel mathematics and the interventions used to improve conversion.

• A specific turnaround of an underperforming club or zone.

• Examples of coaching poor performers and building consistent sales behaviour.

• Ethical commercial judgment and reliable forecasting.

LOCATION AND WORK STYLE

Full-time, on-site and field-based across Delhi NCR. Regular travel between assigned clubs and availability during high-conversion periods are essential.

WTF Gyms is an equal-opportunity employer. Selection is based on relevant capability, evidence and role fit.