Director of Sales

Pay Transparency: $69,500 - $80,000 (Base) Annually + Commission (DOE)

Role and Responsibility

The Director of Adult Enrichment (Adult Class Sales) at 92nd Street Y (92NY), New York, is responsible for driving sales growth and overseeing the daily sales operations for adult education programs in Art, Dance, Health & Fitness, and Jewish Life. This hands-on role focuses on lead generation, enrollment management, team performance, and achieving departmental revenue targets. The Director will work closely with marketing, programming, and operations teams to ensure exceptional patron experience and program success. 

Specific Responsibilities

Essential Functions

• Sales Strategy & Execution: Develop and implement targeted sales strategies to achieve enrollment and revenue goals for adult education programs. Track individual and departmental sales targets, ensuring both short-term and long-term objectives are met. Collaborate with senior leadership to align sales goals with the organization’s overall priorities. 

• Lead Generation & Prospecting: Actively generate new leads through outreach via phone, email, social media, and community events. Qualify leads based on program fit and demographics, ensuring personalized follow-up and engagement. Foster relationships with potential patrons to drive enrollment. 

• Sales Conversion & Enrollment: Lead the conversion of leads into enrolled patrons through proactive outreach, personalized communication, and tailored sales pitches. Manage the enrollment process, guiding prospective patrons through program details, pricing, and schedules. 

• Follow-Up & Lead Management: Use CRM tools (e.g., HubSpot, Salesforce) to track and manage leads, ensuring proper follow-up and nurturing of prospects throughout the sales cycle. Adjust follow-up strategies as needed to maximize conversion rates and optimize sales performance. 

• Sales Team Support & Coaching: Provide coaching and support to the sales team to ensure they meet individual sales targets. Develop sales scripts, training materials, and resources to improve team performance and efficiency. Share successful sales strategies and best practices with the team. 

• Patron Experience & Retention: Ensure an exceptional patron experience through timely, personalized communication. Address patron concerns promptly and implement strategies to retain patrons, such as post-enrollment follow-ups and loyalty programs. 

• Collaboration with Marketing & Programming: Work with the marketing team to develop campaigns and promotional materials that drive awareness and enrollment. Collaborate with programming to stay informed about class offerings, pricing, and schedules, ensuring alignment between sales efforts and program availability. 

• Market Expansion & Business Development: Identify new business opportunities, partnerships, and outreach strategies to expand the reach of adult education programs. Monitor competitor offerings and market conditions to stay competitive and adjust sales tactics as necessary. 

• Sales Process Improvement: Regularly assess the sales process and provide recommendations for improvements to enhance conversion rates and operational efficiency. Stay informed about industry trends and competitor activities to refine sales strategies. 

• Manage 92NY Volunteer Program: Oversee and manage the 92NY volunteer program by recruiting, training, and coordinating volunteers to support adult education programs and other departmental initiatives. Ensure volunteers are effectively utilized and contribute to enhancing patron engagement and experience. 

Additional Functions

• Stay current on all adult programs and services offered by 92NY, ensuring accurate and up-to-date information is communicated to prospects and patrons. 

• Attend professional development opportunities to stay informed about sales strategies, trends, and best practices. 

• Ensure compliance with 92NY policies and regulations while interacting with patrons.