Nikki Dunayer
Summary
Experienced Director of Sales with a proven record of leading large sales teams, implementing standardized processes, and driving enrollment and revenue growth.
Overview
8
8
years of professional experience
Work History
Director of Camp Sales
IMG Academy
10.2024 - Current
- Manage a team of 25+ professionals, delivering results through KPI-driven strategy, performance coaching, training and development, and customer retention initiatives.
- Lead the camp sales division in achieving annual tuition targets through the development and execution of sales strategies.
- Build and implement standardized sales processes, lead funnel strategies, and training programs to drive conversions and customer retention.
- Strengthen staff recruitment, management, and lead execution.
- Collaborate with cross-functional leaders to maximize enrollment, optimize customer experience, and support international sales growth.
- Manage sales budget, pipeline oversight, and CRM best practices to ensure efficiency and data-driven decision making.
Regional Sales & Operations Manager
Orangetheory Fitness
11.2022 - 10.2024
- Manage all aspects of business operations in designated area, with a strong emphasis on Customer Service and profitable growth.
- Achieve regional sales objectives by coordinating sales team, developing successful strategies and servicing accounts to strengthen business relationships.
- Influence, support, and coach Studio Managers, and their teams, toward success.
- Held regular performance evaluations to assess strengths and weaknesses of team members and provide coaching to improve outcomes.
- Exceeded targets by building, directing and motivating high-performing sales teams.
- Conduct quarterly audits for studios in compliance with the corporate standard.
- Perform weekly walk-throughs for each studio in territory, with management to ensure the studios are clean, the atmosphere is optimal, well maintained, and up to Orangetheory standards.
- Prepare new studios for Launch Training and facilitate content for new studio onboarding and new employee onboarding consistent with the curriculum and expectations of OTF.
- Perform regular checks for compliance by secret shopping studios, roleplay, and auditing all business platforms.
Pre-Sale Sales and Operations Manager
Orangetheory Fitness Tampa Gandy Location
11.2021 - 10.2022
- Spearheaded opening operations for a brand new Orangetheory Fitness location including: hiring, training and exceeding target goals for Grand Opening
- Pre-sold Orangetheory Fitness Memberships to 250+ founding members
- Created a successful marketing and community outreach plan prior to opening to increase lead generation and brand awareness
- Sourced qualified candidates
- Delivered 2 week Pre-Sales training program to Sales Associates
- Organized and implemented team building focused on our business mission, vision, and goals
- Created new sales and marketing strategies to drive growth
- Manage a team of 12 employees
- Achieved 400+ members within 3 months of Grand Opening
Sales and Operations Manager
Orangetheory Fitness: St. Pete/Tampa Locations
03.2018 - 11.2021
- Executed several lead generation and marketing strategies to increase overall studio sales, along with promoting health and wellness benefits. Increased leads, Intros and New Joins based on Orangetheory Standards that assisted in new member traffic and increased overall revenue on weekly, monthly and quarterly basis.
- Managed and exceeded all OTF sales and operational budgets
- Led and coordinated initial and ongoing sales drivers (pre-sale events, studio events, outreach)
- Responsible for overseeing the sales process and systems
- Managed, monitored, and evaluated the performance of all OTF managers and staff
- Compliance and adherence to OTF Business Policies for daily studio operations
- Executed recruiting and onboarding process including interviewing, hiring, training, and scheduling
- Mentored and trained Assistant Sales and Operations Manager for ongoing success and future growth
- Built and maintained OTF class size through scheduling optimization
- Ensured that all front desk systems were followed such as proper Member Check-In, Telephone inquiries, customer care calls, change requests, and membership record profiles
- Responsible for meeting performance metrics (KPI’s), revenue, ordering, inventory, payroll, customer service feedback/Listen360, and facilities maintenance
- Planned and promoted special events on a monthly basis, using OTF tools for effective outreach and community involvement
- Responsible for all COVID19 Compliance to enable re-opening of studio and monitor daily. Maintain new sanitary standards to provide a safe environment for clients and staff
Assistant Sales and Operations Manager
Orangetheory Fitness: St. Petersburg Location
09.2017 - 03.2018
- Responsible for working alongside the Sales and Operations Manager to provide premium customer service, leadership, daily direction to peers and studio sales.
- Strong sales focus with the goal of increasing new member traffic and overall studio sales
- Work in tandem with the Sales and Operations Manager to make sure all front desk systems and processes are followed
- Assisted in recruiting and onboarding process
- Performed Studio Tours, Lead Calls and Customer Care Calls
- Sold the Orangetheory Fitness concept using Assumptive language to all prospects
- Assisted with ongoing training and development
Education
Bachelor of Science - Tourism, Recreation & Sport Management
University of Florida
Gainesville, FL05.2017
Skills
- Employee training facilitation
- Team recruitment and onboarding
- Achieving revenue targets
- Strong verbal communication
- Effective customer complaint resolution
- Proficient in customer support
- People management
Timeline
Director of Camp Sales
IMG Academy
10.2024 - Current
Regional Sales & Operations Manager
Orangetheory Fitness
11.2022 - 10.2024
Pre-Sale Sales and Operations Manager
Orangetheory Fitness Tampa Gandy Location
11.2021 - 10.2022
Sales and Operations Manager
Orangetheory Fitness: St. Pete/Tampa Locations
03.2018 - 11.2021
Assistant Sales and Operations Manager
Orangetheory Fitness: St. Petersburg Location
09.2017 - 03.2018
Bachelor of Science - Tourism, Recreation & Sport Management
University of Florida
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