AVP of Sales

Responsibilities

• Drive occupancy and revenue growth
• Partner with the Vice President of Sales & Marketing and other leaders to establish production, occupancy, move-in, and revenue goals across existing communities and potential new developments.
• Develop and lead community-specific strategies supporting fill-up, occupancy growth, occupancy maintenance, and waitlist development.
• Work closely with designated focus communities by participating in hot-lead discussions, identifying barriers, developing targeted action plans, and mentoring sales team members.
• Collaborate with Resident Care and community teams to develop strategies that strengthen care center occupancy.
• Drive pricing and concession strategies to maximize both occupancy and revenue.
• Partner with and provide direction to corporate marketing team on event strategies, marketing materials, and other community marketing initiatives.
• Turn insights into effective sales strategies
• Partner with Operations and Business Analytics to evaluate market, pricing, customer, and performance trends.
• Develop timely action plans that respond to emerging business needs and market changes.
• Review community SWOT analyses and annual sales and marketing plans to identify opportunities and strengthen each community's unique value proposition.
• Establish individual and team targets and evaluate performance through key metrics, variance reports, and ongoing performance reviews.
• Lead, coach, and strengthen sales teams
• Provide consultation and coaching to community leaders and sales professionals as they navigate sales challenges.
• Offer meaningful performance feedback and share successful practices and improvement opportunities across communities.
• Identify training needs, develop appropriate resources, and support effective community implementation.
• Provide hands-on sales support during periods of staffing transition, including making sales calls or working onsite when needed.
• Advance sales systems, programs, and standards
• Oversee CRM platforms and guide the Manager of Sales Analysis in strengthening community adoption, compliance, and program effectiveness.
• Identify and evaluate new technologies, vendors, sales programs, and platform enhancements.
• Lead or support community sales events, outreach initiatives, staffing recommendations, and other targeted sales projects.
• Conduct periodic reviews and audits to ensure compliance with sales processes, procedures, and organizational standards.
• Manage resources and incentive programs
• Develop the corporate sales budget and influence community sales resource planning.
• Manage department expenses and minimize budget variances.
• Partner with Total Rewards, Business Analysis, community leadership, Accounting, Human Resources, and Legal to develop short- and long-term sales incentive programs and monitor performance against established goals.

Qualifications

• Education: Bachelor's degree required; Master's degree preferred.
• Work Experience: Minimum of 10 years progressive sales experience with some sales experience in senior living is required. CCRC sales experience is preferred. Minimum of 5 years sales management experience with demonstrated ability to increase sales/revenue growth; and proven experience in developing and managing sales plans and budgets required.