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BJ's Wholesale Club Director Membership Acquisition Job in Westborough-Home Office, Massachusetts

Director Membership Acquisition Job

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Date: Feb 16, 2021

Location: Westborough-Home Office, MA, US, 01581

Company: BJ's Wholesale Club, Inc.

BJ's Wholesale Club was the first retailer to introduce the warehouse club concept in the northeastern United States. Today, we’re a multibillion dollar operation with more than 200 clubs in 17 states from Maine to Florida.

While our Members know us for helping them save up to 25% off grocery prices every day, our Team Members love us for providing a supportive and engaging workplace that’s committed to developing great talent.

If you’re a motivated and enthusiastic person who enjoys working collaboratively and is committed to providing great service for our Members, we want to hear from you. BJ’s offers a fast-paced, team environment with great training opportunities and competitive salary and benefits packages to help you succeed.

BJ’s is redefining how we acquire and engage our Members. At the heart of our strategy is driving acquisition of high value Inner Circle members, through centrally directed programs, using multiple media channels. Equally as important is the engagement of new members, to cultivate shopping behavior that leads to higher 1st year renewal rates. Membership is the lifeblood of BJ’s business model. Membership fee income is an integral piece of our financial model and is a substantial portion of BJ’s EBITDA. This position has high impact on BJ’s financial results.

The Director, Membership Acquisition, is responsible for meeting/exceeding our comp new member, and MFI goals, in both comp and non-comp clubs. Developing strategies, overseeing the successful execution, from start to finish, while driving ROI metrics, on plan is a key measure of success. An open mind, and eagerness to innovate, through a test and learn thought process are critical to success. The right individual, is both goal and team oriented, and able to thrive in a fast paced, constantly changing environment. This role reports directly to the Vice President, Member Acquisition.

Other responsibilities include:

  • Contribute to the achievement of annual new member acquisition goals and corresponding membership fee income goals.

  • Supervise the development of a $50M+ budget, managing all activities within established budget. Ability to clearly articulate incremental budget asks to senior executives, accurately and confidently is critical.

  • Direct the coordination, design and execution of member acquisition activities, enrolling members in our key segments, and achieving the overall acquisition plan.

  • Manage the Membership Acquisition to success, by developing the team member’s capabilities, knowledge, and confidence. Establish clear objectives and timelines. Monitor progress consistently, giving immediate feedback. Own the outcome and production of the team, from start to finish.

  • Partner with the Brand Marketing /Creative Services team, to collaborate in the conception, development, testing and execution of break through member acquisition messaging, supported by innovative offers, that not only drive acquisition of new members, but engage new members to drive shopping trips and higher basket size.

  • Partner with the Omni Digital Marketing to develop new digital channels for member acquisition and improve the signup experience on BJ’s .com…Oversee the development of test plans, with forecasted CPA and ROI objectives.

  • Contribute to the achievement of pre-open and post open signups in our new club membership campaigns. Drive the signups to beat pre-open, and 52 -week targets.

  • Present when required to SVP and EVP plans, results, and ideas for improving results.

  • Critically analyze member acquisition investment results, using data to inform re-allocation decisions.

What you bring:

  • Minimum education: 4 Year College Degree

  • Preferred education: 4 Year College degree, MBA is a plus

  • Preferred experience: 5-10 years, in a Marketing, Membership or Merchandising environment, with experience managing change and driving results. Experience with digital marketing is a plus

  • Willingness to travel…as required, no more than 10%

  • Positive attitude with a willingness to learn and listen.

  • Open minded with an appetite to innovate with risks, being open to change.

  • Requires exceptional organizational, communication and team building skills. Ability to multi-task is imperative.

  • Must be able to manage productively and successfully diverse personalities across the team, engaging appropriately and providing a united vision on how to succeed.

  • Possess’ the managerial courage to recommend and make difficult decisions that align with company strategic priorities.

  • Contributes to continuous process improvement, never being satisfied with the status quo.

  • Excellent Excel and PowerPoint skills

  • Ability to build productive relationships with cross functional partners.

remote work may be a possibility

BJ's Wholesale Club is committed to a policy of equal employment opportunity for all qualified team members and applicants for employment without regard to race, religion, color, sex, sexual orientation, age, ancestry, national origin, physical and/or mental disability, genetic information, atypical cellular or blood trait, marital and/or familial status, pregnancy, gender identity and expression, military or veteran status, or any other characteristics protected by applicable law.

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