Department: Marketing

Reports to: Vice President of Marketing

Classification: Full-Time, Exempt

Job Overview: The Sales Manager drives revenue growth through strategic sales leadership and the development of diverse membership and sales channels. This newly created role offers the opportunity to build and shape the sales function from the ground up, with an immediate focus on achieving membership sales targets while simultaneously establishing scalable systems and cultivating new revenue streams. This position is designed for a results-oriented professional who thrives in both inside and outside sales environments, can translate the Aquarium's mission into compelling value propositions, and excels at building community relationships that generate sustainable growth.

Primary Functions:

Membership Sales and Growth Strategy

• Own and achieve annual new membership sales targets through strategic planning and execution.
• Develop and implement comprehensive sales strategies that align with organizational revenue goals.
• Analyze membership trends, conversion rates, and sales cycles to optimize acquisition strategies.
• Create compelling sales frameworks that communicate the value of membership and support mission-driven engagement.
• Monitor competitive positioning and adjust sales approaches to maintain market relevance.

Business Development and Revenue Diversification

• Conceptualize, develop, and launch new sales-based revenue streams aligned with organizational capacity and mission.
• Build and scale corporate membership programs, group sales initiatives, and consignment ticket partnerships.
• Expand the encounters program through strategic sales positioning and package development.
• Identify and evaluate emerging revenue opportunities through market research and industry analysis.
• Establish partnerships with corporate, tourism, and community organizations to broaden revenue channels.
• Serve as an active and visible ambassador for the Aquarium within the regional business and tourism community.
• Cultivate relationships with chambers of commerce, visitor bureaus, hotels, and regional attractions to create referral pipelines.
• Represent the Aquarium at community events, networking functions, and industry conferences to expand brand visibility and sales opportunities.

Sales Operations and Systems Management

• Design and implement enterprise-level sales systems, processes, and workflows that support scalable growth.
• Establish performance metrics, tracking mechanisms, and reporting frameworks to measure sales effectiveness.
• Audit existing sales functions to identify optimization opportunities and revenue potential.
• Build sales tools, resources, and documentation that enable consistent execution and knowledge transfer.
• Oversee CRM systems and sales technology to enhance pipeline management and customer engagement.

Marketing Collaboration and Campaign Development

• Partner with the Marketing team to design and deploy integrated sales-generating campaigns.
• Translate campaign objectives into actionable sales strategies and conversion tactics.
• Provide sales insights and customer intelligence to inform marketing messaging and targeting.
• Coordinate promotional calendars, offers, and sales activations that drive membership acquisition.
• Collaborate on content development that supports the sales funnel and customer journey.

Performance Analysis and Continuous Improvement

• Analyze sales performance data to identify trends, gaps, and opportunities for improvement.
• Conduct regular reviews of sales effectiveness across channels and revenue streams.
• Test and iterate sales approaches based on performance insights and customer feedback.
• Provide regular reporting and strategic recommendations to senior leadership.
• Stay current on industry trends, best practices, and emerging sales methodologies.

Knowledge, Skills, and Abilities:

• Education & Experience: Bachelor's degree in Business, Marketing, or related field with a minimum of 5 years of progressive sales experience, including at least 2 years in a leadership or strategic sales role. An equitable mix of education and experience will be considered.
• Sales Leadership: Proven track record of achieving sales targets and driving revenue growth through strategic planning and execution.
• Business Development: Demonstrated ability to identify, develop, and launch new revenue streams and sales initiatives.
• Relationship Building and Networking: Strong community presence with experience building and leveraging professional networks to generate business opportunities.
• Inside and Outside Sales: Proficiency in both direct sales activities and external relationship development, with comfort in varied sales environments.
• Systems and Process Design: Experience building scalable sales operations, frameworks, and systems from the ground up.
• Data Analysis and Performance Management: Proficiency in CRM platforms, sales analytics tools, and data-driven decision-making to optimize sales performance.
• Marketing Partnership: Strong collaborative skills with experience working cross-functionally to align sales and marketing efforts.
• Communication and Influence: Exceptional presentation, negotiation, and relationship-building skills with diverse stakeholders.
• Mission Alignment: Ability to translate organizational mission into compelling sales narratives that inspire membership and support.
• Sector Experience: Experience in membership-based organizations, cultural institutions, nonprofits, or visitor attractions preferred.
• Technical Proficiency: Skilled in sales management software, CRM systems (e.g., Salesforce, HubSpot), and Microsoft Office Suite.

Physical Demands:

This role takes place in a typical office environment requiring the ability to sit for extended periods, operate computer equipment, and participate in meetings and phone calls. The position occasionally requires walking across campus facilities, working outdoors in various weather conditions including heat, cold, rain, and humidity, and navigating potentially wet or slick surfaces. Employees must be able to lift and carry materials up to 25 pounds, perform general office tasks involving bending and reaching, and maintain physical stamina throughout a standard workday. The role also requires presence at member events and promotional activities during both traditional and non-traditional business hours.

Compensation Structure:

This position operates under a commission structure with monthly quotas designed to drive sales performance and achieve membership revenue goals. Compensation includes base salary plus commission based on individual and team performance against established targets.

This job description is not intended to be an exhaustive list of all duties, responsibilities, or qualifications associated with the position. Employment with this organization is at-will, meaning either the employee or the organization may terminate the employment relationship at any time, with or without cause or notice, subject to applicable laws. This organization is an equal opportunity employer and does not discriminate on the basis of race, color, religion, sex, national origin, age, disability, sexual orientation, gender identity, veteran status, or any other characteristic protected by applicable federal, state, or local laws. Reasonable accommodations will be provided to qualified individuals with disabilities to enable them to perform the essential functions of this position. If you require an accommodation to complete an application, please contact (860) 572-5955 and ask to speak with the recruitment department. This position may require background checks and reference verification as part of the hiring process.