Program Sales Coordinator

To serve the Lord by advancing Forest Home’s mission through strategic sales leadership, proactive relationship building, and exceptional guest hospitality. The Program Sales Coordinator plays a critical role in driving attendance, revenue growth, and long-term ministry partnerships across Family Camp, Youth Camp, and Children’s Camp.This position is responsible for both inbound and outbound sales, guiding churches and families through the full booking process—from first inquiry to confirmed reservation, rebooking, and long-term retention. Through strong communication, proactive follow-up, this role helps create transformational camp experiences that lead people closer to Jesus.The Program Sales Coordinator serves as a primary point of contact for church partners and families, balancing sales performance with ministry-minded relationship care. This role requires ownership of lead conversion, rebooking strategy, scholarship stewardship, CRM management, pipeline reporting, and cross-department collaboration to ensure a seamless guest experience and strong year-over-year growth.Working under the direction of the Senior Director of Sales & Marketing, this role is expected to:Drive attendance growth through proactive inbound and outbound sales efforts across all Forest Home programsBuild and maintain strong relationships with churches, families, and ministry partners to increase retention and long-term engagementLead rebooking efforts for returning groups and families, ensuring strong year-over-year retention and partnership developmentManage the full sales pipeline, including lead qualification, follow-up cadence, contract execution, CRM documentation, and reportingNavigate pricing, scholarship, and discount conversations with confidence, hospitality, and financial stewardshipCollaborate across departments to improve booking systems, guest experience, and operational efficiencyReflect Forest Home’s mission, values, and Christ-centered culture in every guest interaction and internal partnershipThis is a full-time position based in Southern California. Weekly travel to Forest Home in Forest Falls is required, along with travel throughout Southern California, including Orange County, San Diego County, Los Angeles County, as well as Arizona and Nevada.ESSENTIAL DUTIES AND RESPONSIBILITIES:Primary Sales FocusInquiry Conversion: Convert incoming phone calls, emails, and online form submissions into confirmed bookings through clear, persuasive, and hospitable communicationRelationship Development: Build rapport with prospective churches and families to understand their needs, preferences, and concerns to recommend appropriate events, lodging, and experienceCultivate relationships: Serve as the primary point of contact for church partners for Youth and Children’s programs and Family CampRevenue Growth: Meet or exceed monthly and seasonal sales goals through attendance growthBooking Ownership: Manage each church and family through the full booking process from inquiry through confirmed reservationRe-engage past church prospects and Family Camp attendees: Proactively reach out to previous Family Camp families as well as past Youth and Children’s Camp churches to strengthen engagement and retention across all ministry areas.Leads the process of acquiring Forest Home Program contractsInitiates and participates in daily outbound phone calls and face-to-face appointments to secure new contracts and maintain existing contractsManages the development of new partnerships via team prospecting of past customers, cross-selling, targeted lists, referrals, networking opportunities, conferences, donors & board membersProvides camp tours for church partners as neededPerformance Metrics & AccountabilityThe Program Sales Coordinator is responsible for measurable contribution to attendance and revenue growth. Performance will be evaluated based on the following standards:Achieve and sustain monthly inquiry-to-booked conversion rates across all lead sources (interest forms, calls, emails, and other inbound inquiries)Track and review weekly conversion performance with leadershipPlay a direct role in achieving annual and monthly attendance goals through measurable conversion and rebooking performanceRequired Sales Activity StandardsComplete a minimum number of outbound calls and outbound emails/SMS touchpoints per business day, prioritizing qualified leads and active pipeline opportunitiesRespond to all new inquiries within 24 hoursMaintain structured follow-up cadence (minimum 3–5 touch points per qualified lead)Proactively call and re-engage past attendees who have not yet rebookedHospitality & Call Experience StandardsCommunicate with warmth, joy, and genuine enthusiasm in every phone and email interactionCreate an experience where churches and families feel welcomed, valued, and excited about attending campDemonstrate energy and positive tone on calls, even during pricing or logistical discussionsAvoid rushed, dismissive, or transactional communicationReflect Forest Home’s ministry values through kindness, attentiveness, and solution-oriented responsesObjection Handling & Revenue StewardshipDemonstrate confidence in pricing conversations and value articulationNavigate scholarship and discount discussions with stewardship mindsetAvoid prematurely offering financial assistance without exploring full-pay opportunitiesRetention & Reactivation OwnershipConduct proactive outreach to prior-year churches and families who have not rebookedIdentify patterns among non-returners and provide feedback to leadershipDevelop personalized follow-up strategies to increase multi-year participationPost Booking SupportReservation Changes: Assist families with cabin upgrades, week changes, add ons, and special requestsProblem Resolution: Coordinate internally to resolve booking and housing issues efficientlyRebooking Strategy: Actively guide families toward future Family Camp registrations and long-term participationCustomer Relationship ManagementFollow up Excellence: Maintain structured and consistent follow up schedules to encourage conversion of incomplete or pending bookingsCommunication Standards: Provide timely, professional, and hospitable communication that reflects Forest Home’s ministry valuesRetention Strategy: Proactively contact previous churches and Family Camp attendees to strengthen ongoing engagement and drive rebookingCRM Documentation: Log all calls, emails, and communications in the CRM to ensure accurate tracking and effective follow throughScholarships and DiscountsScholarship Processing: Review and apply scholarship requests according to established policiesFinancial Stewardship: Balance empathy for churches and families with responsible allocation of scholarship fundsDiscount Application: Apply approved discounts accurately and consistentlyReporting: Track scholarship usage and discount application for leadership reviewPipeline and Lead Quality ManagementLead Prioritization: Identify higher quality leads and apply targeted follow up strategiesPipeline Tracking: Move families through defined deal stages in the CRMObjection Handling: Identify common objections and barriers to booking and adjust communication strategies accordinglySystems and Data ManagementSpreadsheet Management: Maintain organized spreadsheets related to inquiries, bookings, scholarships, and rebookingData Accuracy: Ensure alignment between CRM, reservation systems, and internal reportsForecasting Support: Assist leadership with booking projections and pipeline reportingTraining and Professional DevelopmentCall Review: Participate in call reviews with the Senior Director of Sales and MarketingSkill Development: Implement coaching feedback to improve sales performance and hospitalityProcess Improvement: Contribute ideas for improving booking systems and workflowsCross Department CollaborationReservations Coordination: Work closely with the Sales and Reservations Specialist to ensure smooth handoff from booking to arrivalSeasonal Support Coordination: Help organize summer support staff and booking workflows