Business Development Specialist

TITLE: BUSINESS DEVELOPMENT SPECIALIST

REPORTS TO: Business Development Manager

JOB FUNCTION: The Business Development Specialist supports new member acquisition across assigned Orangetheory Fitness studios by converting qualified leads generated through corporate wellness partnerships and community activation events into booked first visits and membership opportunities. This role focuses on the bottom of the sales funnel, delivering a consistent white glove experience, following established outreach processes and Playbook standards, and working closely with studio sales teams to ensure a seamless handoff from lead to first class to membership. The Specialist executes established business development initiatives rather than owning partnership strategy, negotiations, budgets, or market planning.

ESSENTIAL DUTIES & RESPONSIBILITIES

Lead Follow-Up & First-Visit Booking

• Prioritize qualified, bottom-of-funnel leads from wellness partners and activation events with the goal of securing a first-class booking and supporting membership conversion.
• Follow established outreach processes to provide a personalized, timely white glove experience to employees of corporate wellness partners.
• Follow established outreach processes to engage activation-event leads, answer questions, overcome booking barriers, and schedule their first class.
• Consistently follow up with assigned leads until a booking, clear disposition, or other next step is documented according to SOPs.
• Coordinate with studio sales teams on booked visits, prospect needs, and timely follow-up to support successful membership closes.

CRM, Process & Playbook Execution

• Use the designated CRM and related systems according to current SOPs and direction, including accurate lead status, activities, notes, and next steps.
• Use the Business Development Playbook and approved scripts to maintain quality and consistency throughout the white glove experience.
• Maintain clean, current records and promptly flag process gaps, lead-routing issues, or barriers to booking.
• Follow approved messaging, membership offers, and escalation procedures; do not independently negotiate corporate agreements.

Studio Collaboration & Member Experience

• Communicate proactively with Studio Managers and sales teams regarding upcoming first visits and qualified prospects.
• Ensure a smooth handoff with relevant lead context so studio teams can deliver the VIP first-visit experience and close memberships.
• Provide a positive, professional and helpful experience that reflects Orangetheory Fitness brand standards.

Event Support & Reporting

• As scheduled and directed, assist with select activation events, including lead capture, prospect engagement and post-event follow-up. Event participation is a secondary responsibility to lead conversion.
• Track assigned outreach and booking activity and provide regular updates on lead status, appointments booked, show outcomes and membership conversions when available.
• Share recurring lead objections and process improvement opportunities with the Business Development Manager.

Leadership Development & Growth

• Gain exposure to broader studio leadership responsibilities including sales strategy execution, team development and accountability, scheduling and coverage planning, performance analysis and action planning
• Participate in required Orangetheory Fitness training programs and ongoing development
• Demonstrate readiness to assume additional responsibility as business needs evolve
• Participate in 1–2 Orangetheory Fitness workouts per week to support brand alignment and engagement

Additional Responsibilities

• Maintain a minimum of 30 hours per week.
• Work a flexible schedule, including evenings and weekends as needed.
• Travel locally throughout the DFW Metroplex as required.
• Provide occasional support at scheduled Business Development events and activations.
• Perform essential job functions with or without reasonable accommodation.
• Perform other duties as assigned by supervisor.

REQUIRED SKILLS & QUALIFICATIONS

• Excellent verbal, written, and interpersonal communication skills with a strong customer service mindset.
• Proven sales ability with experience meeting or exceeding goals, preferably in a quota-based environment.
• Strong relationship-building skills with the confidence to engage leads, secure appointments, and support membership conversions.
• Ability to follow established SOPs, manage multiple lead follow-ups, and accurately document activities in a CRM.
• Strong organizational, time management, and multitasking skills in a fast-paced environment.
• Ability to track and achieve activity, appointment-setting, and conversion KPIs.
• Strong problem-solving skills, sound judgment, and the ability to work independently while maintaining accountability.
• Proficiency in Microsoft Office, CRM platforms, and web-based systems.
• Ability to collaborate effectively with studio leadership and cross-functional teams.
• Passion for health, fitness, wellness, and delivering an exceptional customer experience.

EDUCATION & EXPERIENCE

• High school diploma or equivalent required.
• Associate or bachelor’s degree in Business or a related field preferred.
• Minimum of 2–3 years of experience in sales, customer service, lead generation, or other customer-facing roles.
• Experience in quota-based sales, lead follow-up, or appointment setting preferred.
• Experience in the fitness, wellness, hospitality, or service-based industries strongly preferred.
• Previous leadership or supervisory experience is a plus, but not required.

This job description does not constitute a contract of employment. Employment is at-will and may be terminated by either party at any time, with or without cause or notice.