Account Manager

About the right team member

You help our studios and your market(s) and region succeed which will range from prospecting new supply, to upselling to your client base. You will work directly with studio owners and managers in our network to make sure they see incredible value in their partnership with us. You are comfortable with numbers, and are excited to use data, market trend analysis, and your budding knowledge of the boutique fitness space to make actionable recommendations to our partners.

About the role

Market Management

• Be an expert on boutique fitness and wellness in your ClassPass markets, including the competitive landscape


• Responsible for revenue and reservation growth across your book of business and the market you manage


• Responsible for market wide partner retention focus with monthly and quarterly targets


• Responsible for monitoring and identifying pockets of opportunity on supply health across your markets with a heavy focus on inventory availability


• Acts as the local voice of the partner and escalates local nuances to country leaderships team

Partner Management

• Build strong, long-term relationships with partners in a diverse book of business ranging from top, medium and lower tier accounts


• Support your partners in your market by helping them grow their business


• Drive adoption of new ClassPass products and retention of pre-existing products among your studio partners


• Engage with key studio partners during a monthly check-in via phone and in-person meetings (some you’ll interact with every day!)


• Retain our partners by providing best-in-class support & relationship management


• Quarterly Business Reviews and develop in-depth performance reports to share with studio partners


• Research, prospect and sell new studio, gym and wellness partners on to the platform in selected areas to help expand the ClassPass geographic footprint


• Utilise online and offline resources and tools to develop and maintain your own pipeline in SalesForce


• Outbound to larger, more strategic partners, driving the full sales cycle through making/sending introductory calls and emails, meeting prospects face to face, building the relationship and closing the deal

General

• Contribute towards country specific projects across the partner bases


• Assist with resolving transactional issues and complete ad-hoc projects


• Assist with marketing efforts during launch

Skills & experience

• 3+ years of experience in account management or BD with a track record of relentlessly high standards and top performance


• Strong negotiation skills in managing/developing your current and prospective book of business, ranging from low to top tier accounts.


• Good strategic thinking skills in implementing and executing tactical project plans ensuring alignment with directions from their manager, and goals of their team.


• Strong communication skills: comfortable using a broad range of communication styles across different audiences in diverse situations. Partners with members of other teams to not only generate buy-in for their initiatives but to maximize their impact.


• Good collaboration skills: leverages deep experience (at ClassPass or otherwise) to teach their colleagues new skills, frameworks, techniques, etc. Introduces entirely new ways of approaching or solving problems.


• Good business acumen skills: able to articulate at a high level the value of the work that they do, not just to their own team but also to the broader business.