Note: The job is a remote job and is open to candidates in USA. Discovery Senior Living is a company that manages lifestyle-focused senior living communities. They are seeking a Regional Director of Sales to lead sales and marketing efforts, optimize sales processes, and enhance the effectiveness of community sales teams.
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
- 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
- Assists 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 marketing strategies to meet or exceed predetermined lead
- Assures full accuracy and complete integrity in daily, weekly and monthly sales Reviews and approves commission reports for payment
- Educates all new and existing DOSs and Coordinators to the standards of the DOS Ensures ongoing compliance
- Ensures that each Sales Coordinator is supporting the DOS 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
- Performs other duties as assigned by Supervisor
Skills
- 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
Company Overview