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SalaryAbout the Carlton Football Club
The Carlton Football Club is one of Australia’s oldest and most prominent sport institutions. Founded in 1864, the Club’s headquarters and training facilities are located in Carlton at IKON Park, our traditional home ground. Our IKON Park redevelopment is now complete, and we are proud of our state-of-the-art facilities that supports our high-performance environment. We are passionate about our contribution to the Community and foster an inclusive and welcoming culture where our values are at the core of who we are and what we do.
About the Role
The Carlton Football Club Membership team is responsible for generating the maximum number of Membership Sales whilst helping build the strongest possible emotional connection with its members. The Membership Sales Lead (MSL) is responsible for the acquisition and ultimately the overall growth of the Club’s membership numbers and revenue. The Membership Sales Lead is accountable for liaising with key stakeholders to create and execute sales plans and programs to engage and grow the Club’s member and fan bases. The Membership Sales Lead needs to be relentless in their drive to maximise members.
In addition, the Membership Sales Lead will be responsible for managing a team of Membership Sales Officers to execute all plans with a sales and service focus, driving the team’s performance and coaching team members as required. Critical to achieving success in this role will be the proven ability to lead and motivate the team to deliver on targets and KPIs, whilst creating an energetic sales environment and culture.
Key Responsibilities
Staff Management
- The ability to effectively lead and coach a high-performance sales team who deliver upon targets and KPI’s
- Generate the vibrant sales culture in line with best practice
- Monitor staff performance and manage accordingly
- Set team and individual targets and coach the team to be able to meet these targets
- Inspire others to work towards team KPI’s and the Clubs vision
- Process new memberships and renewals through the membership database (Archtics)
- Ensure that all personal details are entered correctly and accurately into the database
- Actively pursue sales and upgrade opportunities primarily via outbound
- Undertake outbound sales calls to unrenewed members and prospects
- Undertake outbound member sales calls to upgrade membership packages
- Actively identify upsell opportunities for members
- Strive to exceed the customer’s expectations, where the standards and level of service received exceed what the customer could reasonably define as normal or expected
- Ensure all inbound phone calls and emails are answered efficiently and call wait times are minimal
- Respond in a timely and appropriate manner to all customer communications
- Create sales plans to grow membership numbers and Club revenue
- Implement and manage the execution of sales plans within the memberships team
- Generate membership leads using existing database, referrals, and other relevant campaigns to meet sales targets
- Achieve personal and pre-determined sales targets
- Gather data through ticketing agencies and Club events ensuring maximum conversion to membership
- Identify behaviors or personal traits that make fans more likely to consider signing up as a member
- Actively pursue new Membership Sales opportunities by implementing a best practice prospect management system
- Oversee the management of all prospect data ensuring proactive and timely follow ups
- Develop and execute tailored offers to follow up the sales of daily ticket sales
- 1-2 years demonstrated sales experience, preferably in sporting, retail or health club sales
- Demonstrated experience leading in a team environment
- Ability to manage and maintain strong working relationships
- Strong sales and customer service background
- Previous experience with Archtics (CRM system) is highly desirable
- Excellent communication skills, written and verbal, with the ability to work collaboratively across teams and locations
- Working knowledge of Microsoft office – Including Word, Excel and Outlook
- Strong attention to detail, communication, time management and organisational skills
- Understanding of/interest in AFL
- Ability to work in a fast-paced environment
- Positive and engaged attitude
- Strong attention to detail
- Highly organised
- Strong interpersonal and negotiation skills
- Ability to communicate clearly and effectively
Carlton’s values underpin how the Club operates, describing how our people work together, interact and behave. The Club is passionate about its culture, focused on cultivating a unique sense of belonging and connection. In addition, we offer our people flexible working, learning and development opportunities, as well as employee benefits such as membership, café and retail discounts, working in a world-class sporting amenity.
How to Apply
Please submit your current resume and cover letter addressed to the People and Culture Coordinator by Sunday 11 February 2023.
The Carlton Football Club is an equal opportunity employer and a place who welcomes all. We encourage people with diverse experiences and backgrounds to apply. This includes, but is not limited to, those from the Aboriginal and Torres Strait Islander, Culturally and Linguistically Diverse, and LGBTQIA+ communities. We are committed to fostering a workplace environment which is inclusive, safe, and flexible. All applicants will be considered based on the relevance of their abilities to the role and their alignment with our Club Values.
The Carlton Football Club is committed to providing a welcoming environment where the safety and wellbeing of all children and young people involved in our programs, services, activities, events, and the broader community, will always be our first priority. All staff must hold (or be willing to obtain) a current Victorian Working With Children Check as part of their employment with the Club
