Regional Director of Sales

Responsibilities

• Reports on all activities and results to regional operations leaders and Division President weekly as well as reviewing these reports with EDs and DOS on a regular basis and on every community visit.
• Coaches, trains, and assists with the management of the Director of Sales, Coordinators and associated sales Coaches for improved performance as necessary to achieve goals.
• Motivates the sales staff through effective leadership and positive reinforcement to enhance our culture and improve employee retention.
• Interviews and screens DOS candidates to ensure those hired meet success criteria and standards for the role.
• Manages the mystery shopping and competitive shopping program.
• Provides Manager on Duty sales training for each community.
• Maintains accurate competition reports for each community and has a complete knowledge of market conditions and competition, as to advise DSL leadership on changing conditions; displays understanding of the organizations “value pricing” program and collaborates with DSL leadership to track and adjust pricing as is necessary.
• Supports the design and development of educational modules to enhance professional selling skills for each SLC to improve the overall effectiveness of their sales.
• Establishes and maintain compensation plans and yearly renewals for appropriate sales staff.
• Overall responsibility of achieving sales move-in and occupancy budgeted plan for each community.
• Maintains knowledge of daily census reporting for all communities; weekly and accurate tracks reporting of sales activities, conversion ratios for SLCs as well as the reporting of Critical Success Factors.
• Develops sales strategies to meet or exceed predetermined sales targets.
• Demonstrates proficiency in all aspects of the CRM system and be able to train DOS and marketing coordinators.
• Listens to recorded inbound sales calls to coach sales staff at each community.
• Performs community site visit audits and assessment of all sales processes; keep the DOS and coordinator sales process manuals up to date and accurate.
• Visits communities in their region on a regular basis to observe individual and group dynamics within the sales teams and with operations.
• Affords assistance to sales team with implementation at community level with sales and marketing programs/strategies.
• Ensures that all quarterly competitive analysis plans from DOSs are kept up to date and accurate.
• Develops and implements comprehensive marketing strategy according to company and budget guidelines.
• Maintains adequate supplies of collateral materials within budget and company guidelines to include labor hours’ effective management.
• Ensures wise use of marketing dollars by effectively analyzing lead and move-in costs per source for region.

Qualifications

• Bachelor’s degree in Business Administration, Public Relations/Communications, Marketing or related field
• Five years selling in a dynamic environment; senior living experience a plus.
• At least three years’ experience in multi-community/regional sales manager role with supervisory experience