Job Description

About the Role 

In this role, you are the face of ClassPass to our fitness partners and manage a revenue book of business, in one of our most important markets. You know how to manage client relationships, interpret their performance metrics, and come up with creative solutions to address their concerns.  

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. 

In addition to your Account Management responsibilities, you will be identifying potential studios and venues to work with, pitching them the value of joining our platform and network whilst building supply density in selected areas and filling your prospects pipeline in creative and fun ways!

The roles and responsibilities of this hybrid position are designed to align seamlessly with the dynamic business environment, and therefore the portion of time spent on each of these duties will be flexible to change in line with business demands at the time. 

 

Key Responsibilities

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  
• 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 
• Regularly engage with key studio partners, often face to face 
• 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 
  
  

Skills and Experience 

• 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. 
• A proven experience in Account Management with a full understanding of the field and ability to resolve a wide range of issues in creative ways. 
• Track record in managing processes and priorities to hit deadlines consistently 
• 3+ years of experience