About Risky Kids

Risky Kids is a youth wellbeing and education organisation that helps children and young people build confidence, resilience, independence and the skills to engage positively with challenge and risk.

Our programs combine movement-based learning with structured personal development. We work closely with children, young people and families through weekly programs, introductory sessions, open days and community events.

Risky Kids Berwick is an established club with a substantial opportunity for further membership growth. We are introducing a dedicated Membership & Growth Manager to take ownership of the club’s sales activity and prospective-family journey.

About the Role

The Membership & Growth Manager will be responsible for converting enquiries and first-session participants into long-term Risky Kids members.

This is a hands-on, club-level sales role. It is not a general club management, coaching or network sales leadership position.

The successful candidate will manage the Berwick sales pipeline from initial enquiry through to booking, attendance, face-to-face enrolment and follow-up.

The role requires someone who is comfortable:

- making outbound calls;

- following up families consistently;

- working within clear sales processes;

- conducting face-to-face enrolment conversations;

- responding confidently to questions and objections;

- maintaining accurate CRM records; and

- being held accountable for measurable sales and membership outcomes.

Our most effective enrolment opportunities occur when prospective families attend the club. The Membership & Growth Manager must therefore be available during relevant afternoon, evening and weekend first-session periods, as well as during the day for outbound sales. Anticipate hours of approx. 11am to 7.30pm Weekdays, 8.30am to 4.30pm Saturdays, periodic events.

Salary

The starting salary is $70,000 plus superannuation, with eligibility for up to $20,000 in annual performance-based remuneration.

A base salary of $75,000 plus superannuation may be offered to a candidate who demonstrates that they can operate with substantial independence from commencement.

Relevant experience may include:

- strong working knowledge of HubSpot or a comparable CRM;

- experience managing a complete sales pipeline;

- membership-based sales;

- experience in youth programs, education, recreation or family services;

- independently managing sales KPIs and reporting;

- face-to-face conversion in a service environment;

- interpreting sales data and identifying required actions; and

- requiring limited day-to-day direction to manage sales activity.

The higher salary is not based on years of experience alone. It reflects the candidate’s demonstrated ability to take ownership of the function and operate independently. Without proven experience, this amount may be contingent on a successful probationary period.

Key Responsibilities

Enquiry Management

- Respond promptly to current enquiries.

- Contact prospective families by telephone, email and SMS.

- Make appropriate repeated contact attempts where families do not initially respond.

- Re-engage older leads and families who did not complete a booking.

- Provide accurate information about programs, pricing, timetables and availability.

- Ensure every active lead has a transparent status and next action.

First-Session Bookings

- Identify the most appropriate program and class for each prospective member.

- Book children into first sessions, introductory experiences and open days.

- Confirm bookings and reduce avoidable non-attendance.

- Ensure families understand what to expect before attending.





- Communicate relevant information to the operational team before the session.

Face-to-Face Enrolment

- Welcome prospective families when they arrive.

- Build trust and understand what the parent or carer wants for their child.

- Explain the Risky Kids program, philosophy, pricing and progression pathway.

- Remain available during first sessions to support parents and answer questions.

- Obtain appropriate feedback about the child’s experience from the operational team.

- Conduct structured post-session conversations.

- Confidently invite suitable families to enrol.

- Complete or facilitate on-the-day enrolments wherever possible.

- Respond appropriately to questions, concerns and objections.

- Follow up promptly when a family does not enrol immediately.

Pipeline and CRM Management

- Maintain complete and accurate records in HubSpot.

- Record calls, emails, messages, bookings and sales outcomes.

- Keep sales tasks current and prevent backlogs from developing.

- Track leads through each stage of the sales process.

- Maintain visibility over:

- new enquiries;

- contact attempts;

- contacted families;

- first-session bookings;

- attendance;

- non-attendance;

- enrolments;

- undecided families; and

- lost opportunities.

- Maintain reliable data for sales reporting and KPI reviews.

Sales Performance

- Work towards agreed weekly, monthly, quarterly and annual targets.

- Meet minimum lead-response and follow-up standards.

- Achieve first-session booking targets.

- Improve attendance and conversion outcomes.

- Contribute to Berwick’s net membership growth.

- Monitor early cancellations so that temporary enrolments are not treated as successful growth.

- Identify performance gaps and take practical corrective action.

- Report honestly and accurately against agreed KPIs.

Local Sales Activity

- Support Berwick open days and promotional events.

- Follow up leads generated through local marketing.

- Contact previous members and dormant leads where appropriate.

- Participate in local outreach where it directly supports Berwick membership growth.

- Provide practical feedback when pricing, capacity, scheduling or operational issues are affecting sales.

What the Role Does Not Include

The initial role does not include responsibility for:

- managing the Berwick coaching team;

- class delivery;

- coach or supervisor rostering;

- operational management of the club;

- staff performance management;

- company-wide sales strategy;

- budgeting or financial forecasting;

- managing sales across other Risky Kids clubs;

- training future sales managers;

- franchise sales support;

- franchise recruitment;

- broader business-to-business sales;

- marketing leadership; or

- organisation-wide sales system development.

The Membership & Growth Manager may provide feedback about recurring sales barriers, but the employee’s primary responsibility is to execute the approved sales process and achieve Berwick’s KPIs.

Performance-Based Remuneration

The successful candidate will be eligible for up to $20,000 in annual performance remuneration.

The incentive plan will be linked to measurable club-level results, potentially including:

- first-session bookings;

- first-session attendance;

- conversion to enrolment;





- lead-response standards;

- completion of required follow-up;

- CRM accuracy;

- retained new enrolments;

- net membership growth; and

- growth in recurring contribution or revenue.

The performance component will reward genuine, sustainable growth.

Enrolments may be excluded where they:

- cancel within the agreed initial retention period;

- are internal class transfers rather than genuine growth;

- result from inaccurate or incomplete records;

- involve unauthorised discounts;

- are unsuitable for the participant; or

- are not properly recorded in the required systems.

The detailed incentive structure will be provided separately.

About You

You are an experienced salesperson who combines warmth and credibility with strong commercial discipline.

You understand that good sales requires both relationship building and the confidence to ask a customer to make a decision.

You are comfortable making calls, completing repeated follow-up and maintaining accurate records. You do not allow unanswered enquiries or overdue tasks to accumulate.

You are likely to succeed in this position if you:

- have demonstrated sales or membership growth experience;

- are confident in telephone and face-to-face sales;

- can work independently and manage your own pipeline;

- are comfortable with measurable targets;

- follow systems consistently;

- can respond constructively to objections;

- communicate well with parents and carers;

- understand the importance of suitability and long-term retention;

- are organised, persistent and accountable; and

- are available during the hours when prospective families attend the club.

Essential Requirements

- Demonstrated success in sales, customer acquisition, membership growth or business development.

- Experience working towards clear sales targets.

- Robust telephone and face-to-face communication skills.

- Ability to confidently ask for an enrolment or purchasing decision.

- Strong follow-up and organisational discipline.

- Experience maintaining customer records or a sales pipeline.

- Ability to interpret sales activity and KPI reports.

- Confidence working independently.

- Availability for regular afternoon, evening and selected weekend work.

- A valid Working with Children Check, or willingness to obtain one.

- The right to work in Australia.

Highly Regarded

- HubSpot experience.

- Membership sales experience.

- Experience in youth programs, education, fitness, recreation, childcare or family services.

- Experience selling an ongoing service rather than a one-off product.

- Experience converting customers through face-to-face appointments or introductory sessions.

- Familiarity with Risky Kids and its programs.

Measures of Success

The role will be measured against outcomes including:

- prompt contact with new enquiries;

- consistent completion of sales follow-up;

- low numbers of overdue sales tasks;

- first-session bookings;

- first-session attendance;

- first-session conversion;

- accurate HubSpot records;

- retained new enrolments;

- sustained net membership growth; and

- achievement of Berwick’s agreed sales targets.

Future Opportunities

This is initially a club-level position focused exclusively on Risky Kids Berwick.

As Risky Kids grows, broader sales responsibilities may become available to a person who demonstrates sustained results, strong judgement and the capacity to lead a larger function.

Any future expansion of the role would be considered separately and would include revised responsibilities and remuneration. Broader progression is an opportunity, not an automatic component of the initial position.

📌 Membership & Growth Manager (Berwick)
🏢 Risky Kids
📍 Berwick