Regional Director of Sales

Responsibilities

• Reports on all activities and results to regional operations leaders and Division President weekly.
• Coaches, trains, and assists with the management of the Senior Lifestyle Counselors (SLC), Coordinators and associated sales Coaches for improved performance as necessary to achieve goals.
• Motivates the sales staff (SLCs) through effective leadership and positive reinforcement to enhance our culture and improve employee retention.
• Interviews and screens SLC 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.
• 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.
• Achieves sales move-in and occupancy budgeted plan for each community.
• Maintains knowledge of daily census reporting for all communities; weekly and accurately 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.
• Demonstrates proficiency in all aspects of the CRM system and be able to train SLCs and marketing coordinators.
• Listens to recorded inbound sales calls to coach sales staff at each community.
• 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 SLCs are kept up to date and accurate.
• Educates all new and existing SLCs and Coordinators to the standards of the SLC.
• Ensures ongoing compliance.
• Ensures that each Sales Coordinator is supporting the SLCs efficiently, fairly and following all procedures.
• Ensures compliance with marketing standards (lead generation, calls, tours, events, presentations, establishing and maintaining relationships with potential marketing source representatives, presentations, press releases) necessary to achieve census goals.
• Assists in development of annual community marketing budgets.
• Reviews monthly marketing financials and budget variances.
• Oversees and reviews the sales and marketing quarterly planning process.
• Routinely analyzes and reports on trends and challenges in facilities or markets and provides feedback to both regional and facility level sales performance.
• 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.