Director of Membership Sales & Training

Description

Since launching in September 2021, LUV Car Wash has been on a mission — and we're just getting started. In under five years, we've grown close to 90 locations across six states (CA, NV, FL, GA, PA, and NJ), and we're not slowing down.

Our mission is to become a top car wash company by growing our people, creating and maintaining strong operations, and living a culture of continuous improvement. We live that out through our values: we get stuff done, we work as a team, we do the right thing, we have fun — and most importantly, we LUV what we do.

Benefits & Perks:

• 401(k) Match — we invest in your future
• Health Benefits/HSA
• Vision & Dental Coverage
• Life Insurance
• Paid Vacation
• Paid Sick Time
• Employee Discount Program
• Employee Assistance Program (EAP)

General Summary of Duties:

The  Director of Membership Sales & Training will oversee the LUV Car Wash membership sales division, including direct management of Regional Sales Trainers across our markets. The successful candidate will be responsible for driving membership growth, reducing churn, and achieving customer acquisition and revenue objectives. Responsibilities include developing key growth sales strategies, tactics, and action plans.

Position Details

Reports To:  Chief Development Officer

FLSA Status:  Exempt

Direct Reports:  Regional Sales Trainers

Physical Demands:  Travel up to 50% 

Essential Functions:

• Develop and execute strategic plans to achieve membership sales targets and expand our customer base.
• Own membership sales performance and churn reduction — set goals, track KPIs, and drive accountability across all locations.
• Directly manage Regional Sales Trainers; provide leadership, coaching, and performance oversight to build a high-performing sales organization.
• Partner with site teams to understand customer needs, grow existing membership relationships, and develop customer retention strategies for each market.
• Ensure sites utilize new and effective sales techniques to drive membership growth; direct the development and execution of sales pipelines and strategies.
• Review membership metrics in real time and implement proactive strategies to minimize churn and maximize member lifetime value.
• Collaborate with the Director of Training to develop, plan, and execute training sessions focusing on improving sales and service skills, cross-selling, and objection-handling techniques.
• Provide continuous feedback and ongoing sales coaching; partner with training to maintain and continuously enhance sales training programs.
• Support marketing programs and educate Sales Advisors on marketing strategies.
• Understand category-specific landscapes and trends; report on forces that shift tactical budgets and strategic direction.
• Represent the Company in an ethical, moral, and professional manner with adherence to industry and Company best practices.
• Develop General Managers into daily sales coaches with systems and sustain performance. 
• Ensure sales teams are highly knowledgeable across all membership products and offerings. 

Who You Are

• You're a builder, not just a trainer. You don't just deliver a training session — you design systems, scripts, and coaching cadences that scale across nearly 90 locations and keep working after you leave the room.
• You've coached sales performance before, and you have the track record to prove it. You know how to take a struggling Sales Advisor and turn them into a top performer through repeatable coaching, not luck.
• You hold people accountable, kindly but firmly. You set clear targets, track them relentlessly, and have direct conversations when performance slips — without losing the trust of the person across the table.
• You think like a coach of coaches. Your real leverage isn't training individual Sales Advisors yourself — it's building Regional Sales Trainers and GMs into people who can coach and hold their own teams accountable long after you've moved on.
• You're comfortable with data and dashboards. Churn rates, conversion metrics, and KPI trends aren't a chore for you — they're how you know where to focus your next coaching conversation.
• You've sold before, and it shows. You've carried a number yourself, so when you teach objection-handling or cross-selling, Sales Advisors know you've actually done the job.
• You're energized by the road. With travel up to 50% across CA, NV, FL, GA, PA, and NJ, you enjoy being in the field, watching a live sales interaction, and coaching in real time rather than managing from behind a desk.
• You live the LUV values. You get stuff done, you work as a team, you do the right thing even when it's harder, you bring energy and fun to the job, and you genuinely LUV what you do.
•  You're based in Gilbert, AZ and in the office 100% of the time when you're not traveling — this isn't a remote or hybrid role. 

Requirements

  Education

• BA/BS degree or equivalent

Experience

• Previous experience as a sales executive, sales manager, or sales and marketing director.
• Proven experience managing and developing direct reports, including field-based sales teams or regional trainers.
• Demonstrated experience managing membership or subscription-based sales, including churn analysis and retention strategies.

Requirements

• Ability to communicate, present, and influence all levels of the organization, including executive and C-level.
• Proven ability to drive the sales process from plan to close.
• Proven ability to articulate the distinct aspects of products and services.
• Proven ability to position products against competitors.
• Excellent listening, negotiation, and presentation skills.
• Excellent verbal and written communication skills.
• Proven track record of meeting or exceeding sales targets.
• Experience analyzing membership or subscription metrics (growth, churn, retention) and translating data into action plans.