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Senior Sales Manager, Americas

Position overview

Reporting to the Vice-President, Commercial Sales, this individual is responsible for overseeing and growing Merrithew’s Commercial (B2B) sales for Distributors/Resellers and Direct Accounts in the Americas (North/South America & Caribbean) and will manage the team that handles the day-to-day operations for these Territories. This person will take a lead role in highly targeted business development of all market segments, with a focus on large Commercial Fitness, Hotel and Rehab Clinic chains in North America as well as develop the company’s Commercial Distributor and Reseller network in Latin America & Caribbean. Preparing annual sales projections, visiting key and new accounts, mentoring the sales team and continuing to train staff are also part of this role. This individual is also responsible for all sales lead systems and inbound www.merrithew.com orders (B2B and B2C) as well as overseeing all Saved Carts and other key sales metrics. In conjunction with the Marketing and Digital teams, this person will recommend the annual www.merrithew.com promotional schedule including Black Friday, Cyber Monday and other key events. This is a highly systems and processes-focused position; ensuring consistent best practices are implemented and shared with the sales team. There are currently six direct reports: five full-time Merrithew Sales Managers and one Coordinator. US-based Sales experience in the fitness industry is a requirement.

Major responsibilities

Sales

  • Work with Vice-President, Commercial to prepare annual budget outlining projected revenue, growth strategies and expenses for the Americas
  • Ensure business objectives, sales targets and expenditures are tracked against the business plan and that the entire Sales team is aligned with annual goals and profitability
  • Review business plan goals on a quarterly basis with Vice-President, Commercial
  • Develop a comprehensive understanding of largest customers and business partnerships
  • Visit potential customers, key accounts and Resellers to build, maintain and strengthen strategic partnerships
  • Regularly review current partners to gain a better understanding of their business, unique account-specific sales opportunities, how they communicate with their customers and to find any cross-channel sales opportunities
  • Oversee quarterly sales calls with LTC/HTCs network in the Americas and how to leverage sales through the company’s most active training partners
  • Create strategies to service, maintain and increase volume of business currently coming in from existing clients
  • Coach team and review sales funnel on a regular basis to assist with largest sales opportunities and maintain accuracy
  • Participate in joint sales calls with team (in person and via conference call)
  • Manage and develop the internal Sales team and external Merrithew partner channels through extensive product training to deliver the annual team sales objectives
  • Conduct Website and Social Media partner reviews, in conjunction with Sales Coordinator
  • Attend key tradeshows and events (IHRSA) and look for new sales opportunities
  • Recommend a faster system of outreach at tradeshows (and after)
  • Thoroughly review trade show leads and outcomes
  • Oversee all in-bound leads and follow ups and recommend ways to improve follow ups (Contact Us, Icovia, ECDesign, For Businesses Leads, Request a Catalogue, equipment@, referral and affiliate programs, etc.)
  • Research and recommend new channel opportunities and how Merrithew can successfully establish new business (sports teams, retirement communities via the ICAA, YMCA / JCC, Top 100 Fitness Clubs in North America, etc.)
  • Oversee the development of Country Summaries (USA, Canada, Latin America, Caribbean) to highlight key stats, major players and locations by segment, competitive pricing information, etc.)
  • Create annual promotional plans for www.merrithew.com and MerrithewConnect in conjunction with Marketing and Operations team; discounts to be approved by Finance
  • Regularly review inbound www.merrithew.com web orders to ensure accuracy of pricing, monthly promotional offers and potential fraud
  • Edit and update new Reseller and Distributor partner contracts and renewals and distribute executed contracts to Partners
  • Oversee the onboarding of new Reseller and Distributor partners
  • Review annual Reseller and Distributor sales numbers to determine eligibility for marketing incentives and sales rebates
  • Review key analytics and recommend improvements to the online experience. (Info pack process, which Reformer is right for me, pricing in Distributor territories, etc.)
  • Analyze Saved Carts report on a monthly basis to ensure highest close rates
  • Prioritize feedback on CRM efficiencies for the Sales team and work with IT to implement
  • Recommend what sales KPIs should we be tracking - # of new studios per year, etc.
  • Take a lead role in the creation of the company’s Sales Playbook including: updated onboarding documents, Sales training, equipment maintenance tools, etc.
  • Oversee the annual Sales Incentive program – incentive ideas, cost summary, communication and execution of prizes with the sales team
  • Develop comprehensive product knowledge of all lines of business to identify competitive features and benefits and favorably present Company products and services
  • Keep abreast of the overall Fitness industry including: trade magazines, product applications, technical services, market conditions and promotional trends
  • Report to Management on customer needs, technical issues, problems, interests, competitive activities, and potential for new products and services
  • Meet with key stakeholders as needed in IT, shipping, inventory management and finance to communicate issues with account activity
  • Other tasks and responsibilities as required

Marketing & Promotions

  • Work closely with the Marketing team to ensure marketing efforts are effective and aligned to sales goals
  • Manage annual Marketing budget spend for the Americas
  • Review and recommend trade shows to be included in annual budget
  • Work with Marketing and Education teams to translate sales collateral, video assets and other materials to service priority international markets

People and Talent Management

  • Build and manage a high performance team that drives business results, while managing company guidelines and expectations
  • Provide coaching and feedback to employees
  • Conduct team meetings and ensure best practices are leveraged throughout the team
  • Monitor staff performance and delegate amongst the team to ensure that workloads are managed
  • Set annual goals for direct reports and complete annual performance reviews
  • Manage vacation schedule and sick days for the team

Skills and qualifications

  • At least 5 years of experience in a Sales Management role
  • Minimum 3 years of experience in a People Leader of a sales team
  • University or College Degree on a Business Management or similar program
  • US-Based Sales experience in the fitness industry is a requirement
  • Able to work independently with a proven track record in driving measurable results and exceeding sales targets
  • A strong foundation in systems and processes creation and utilization
  • Must coach team and use company CRM tools for sales funnel management and to maintain exceptional customer data
  • Strong business judgment and decision-making skills; ability to identify, prioritize and articulate highest impact initiatives for business development
  • Ability to thrive in a fast-paced, entrepreneurial environment
  • Able and willing to travel internationally and domestically as required for the position
  • Superior problem solving, organization and interpersonal skills
  • Excellent MS Office (Outlook, Word, Excel, PowerPoint) and presentation proficiency
  • Use of Social Media as a sales tool to win, retain and service customers is essential
  • Excellent communication skills (written and verbal), both in articulating his/her ideas and gathering input from key stakeholders
  • Strong Leadership both business and with people and a sales team
  • Additional languages, spoken and written, are a definite asset
  • US-Based Sales experience in the fitness industry is a requirement
Apply now

Please note

  • Note to Recruiters : Thank you for your interest, but please do not contact us
  • At the present time, we will only consider those applicants who are legally authorized to work in Canada
  • A complete job description will be provided upon request

Merrithew® is committed to providing accessible employment practices that comply with the Accessibility for Ontarians with Disabilities Act (AODA). If you require accommodation during any stage of the recruitment and selection process, please indicate so by notifying Human Resources.


About Merrithew®

Merrithew, Leaders in Mindful Movement, was co-founded by Lindsay and Moira Merrithew in 1988. For over 30 years they have been dedicated to enriching the lives of others by providing responsible exercise modalities and innovative fitness brands across the globe. Merrithew’s premier Pilates brand, STOTT PILATES®, delivers best-in class Pilates education and media to everyone from avid exercisers, elite athletes, and pre/post-natal clients, to rehab and fitness professionals, and is used by studios worldwide.

Other high-end Merrithew fitness brands include ZEN•GA®, Total Barre®, CORE Athletic Conditioning & Performance Training and Halo® Training. Merrithew has trained over 80,000 students in over 135 countries. Merrithew’s Media Division (MMD) produces print and video-based content for professional and consumer markets.