Philip Upton
Los Angeles
Summary
Commercial executive with 28 years of leadership experience driving revenue growth, market expansion, and strategic partnerships across the global health, fitness, and wellness industry. Proven success leading high-performing sales organizations across the UK and North America, developing new market segments, and managing enterprise accounts representing more than $15M in annual revenue. Recognized for building and developing high-performing commercial teams, creating go-to-market strategies, expanding recurring software and services revenue, and strengthening relationships with some of the world’s largest fitness operators. Combines operational expertise with strategic commercial leadership to consistently exceed growth objectives while developing future leaders.
Overview
22
22
years of professional experience
Work History
- Prior to joining Technogym, held operational leadership positions within the health club industry, including General Manager roles, building a strong foundation in operations, member experience, financial management, and team leadership.
Sales Director – North America
Technogym USA
01.2016 - Current
- Lead commercial strategy and sales execution across North America while managing strategic enterprise customers and developing high-performing sales teams. Responsible for achieving multi-million-dollar revenue targets, expanding strategic partnerships, and driving profitable business growth.
- Key Achievements
- Grew a newly developed club market segment from $2M to $7.5M in annual revenue within five years through strategic market development and focused commercial execution.
- Manage strategic enterprise partnerships including Fitness International, Equinox, and RSG Group (Gold’s Gym, John Reed, Heimat) with forecasted revenues exceeding $16M in 2026, representing 25% year-over-year growth.
- Recruited, coached, and developed a high-performing commercial sales organization, with multiple team members progressing into leadership roles.
- Increased software and services penetration to 10% of total revenue, improving profitability and recurring revenue performance.
- Developed vertical market strategies across Health Clubs, Healthcare, and YMCA segments that accelerated market share and revenue growth.
- Partner with executive leadership to develop commercial strategy, forecasting processes, and long-term growth initiatives.
Sales Director
Technogym UK
01.2011 - 01.2016
- Directed regional sales strategy and commercial performance while leading a growing sales organization focused on the health and fitness market.
- Key Achievements
- Built and developed successful commercial teams through recruitment, coaching, and performance management.
- Expanded market presence through strategic customer acquisition and key account development.
- Implemented structured forecasting and sales management processes to improve business visibility and performance.
- Collaborated cross-functionally with operations, marketing, and product teams to support sustainable growth.
Sales Representative
Technogym UK
01.2005 - 01.2011
- Successfully managed business development and key customer relationships across assigned territories, consistently exceeding sales objectives and earning promotion into senior leadership.
Education
Bachelor of Science - Sports Science
University of Winchester
Winchester UK06-1998
Skills
- Executive Sales Leadership
- Revenue Growth & Commercial Strategy
- Enterprise Key Account Management
- P&L and Business Growth
- Strategic Partnerships
- Market Expansion
- Team Leadership & Talent Development
- Organizational Change Management
- Forecasting & Sales Operations
- Software & Services Growth
- B2B Commercial Sales
- CRM (Salesforce) & Business Intelligence (Power BI)
SELECTED CAREER HIGHLIGHTS
- 28 years of leadership within the global health, fitness, and wellness industry
- 21 years with Technogym across UK and North America
- 15+ years leading high-performing commercial teams
- Managed commercial organizations with revenue responsibility exceeding $15 million annually
- Developed a new business segment generating 275% revenue growth
- Built strategic partnerships with many of the industry’s largest global operators
- Extensive experience recruiting, developing, and mentoring high-performing sales professionals
Timeline
Sales Director – North America
Technogym USA
01.2016 - Current
Sales Director
Technogym UK
01.2011 - 01.2016
Sales Representative
Technogym UK
01.2005 - 01.2011
Bachelor of Science - Sports Science
University of Winchester