Area Director of Business Development

4 days ago

New York, United States Sunrise Senior Living Full time

The Area Director of Business Development (ADBD) is responsible for using market knowledge and company resources to develop and implement business development strategies for an assigned market that will generate qualified, nonpaid professional referrals, bring more seniors to Sunrise Senior Living and position Sunrise as a preferred provider. The ADBD also drives strategies related to local paid referral partners to generate 3rd party referrals and move-ins from these partners. The ADBD assists Executive Directors and Regional Directors of sales in coaching and mentoring Directors of Sales in the market on best practices related to professional outreach and business development.


Responsibilities:

As a part of the Sunrise team, supporting our Mission, Principles of Service and Core Values is a fundamental part of this job. Our foundational belief is the sacred value of human life. The unique responsibilities for this role include but are not limited to the essential functions listed below:

  • Facilitates and provides ongoing product-service education as a result of sales effort within the market to trade organizations, hospital departments, physicians and other health care organizations, as appropriate.
  • Targets referrals from among the professional community, various community associations, and related providers that will service all products of our market ranging from Independent Living to Skilled Nursing Facilities.
  • Coordinates participation of community team members in professional societies and activities, which will result in qualified leads.
  • Identifies both new business opportunities and new customer call points within the communities served for additional qualified leads and move-ins.
  • Maintains professional relationships in the community.
  • Identifies, targets, and generates a consistent and continuous referral stream from qualified referral sources as a result of effective and systematic external business development yielding both census and revenue growth.
  • Defines and develops key macro referral sources and maintains relationships with key area referral sources within their assigned area that have the ability to refer to multiple communities.
  • Identifies new sources of referrals that can grow the business in addition to maintaining current referral sources.
  • Establishes, manages, and communicates account plans which align with assigned market priorities.
  • Collaborates with Executive Directors and community sales teams on improved service delivery and problem resolution related to the accounts in their portfolio.
  • Organizes trade show presentations, brochures, and other marketing material, and provides support with professional events held in the community which will drive qualified leads for the communities they represent.
  • Provides on-going and timely communication and follow-up to Executive Directors and Director of Sales of initiatives in progress that may generate referrals to their community.
  • Consistently participates in community sales meetings providing updates, coaching and insights on business development.
  • Maintains a regular visit cadence with each community in their portfolio.
  • Coordinates joint sales efforts with appropriate representatives of Sunrise Senior Living communities to identify and meet with both prospective and existing customers, as appropriate.
  • Monitors and reports census/referral activity for accounts in their portfolio; prepares and submits required sales management reports reflecting targets, progress and accomplishments while maintaining a thorough working proficiency and keeping professional contact records current in the customer relationship management tracking system.
  • Communicates activities and outcomes with communities in their market by submitting a calendar of scheduled and completed activities; participates in a regularly scheduled meeting with the market’s Executive Directors and Community sales teams to review status of existing and prospective accounts.
  • Fully comprehends and can explain to others the basic legal aspects of sales contracts (language and terms) and state regulations regarding admissions/discharges.
  • Understands and manages costs by monitoring budgets and reconciliation.
  • Processes and submits monthly expenses and budget data timely per Sunrise policies and internal business controls.
  • Understands the internal costs associated with all Sunrise resident care programs.
  • Partners in the delivery and participation in Sunrise University Training and self-study programs during the required timeframe.
  • Develops a working knowledge of state regulations and ensures compliance.
  • Keeps abreast of professional developments in the field by reading and attending conferences and training sessions.
  • Drives strategies related to local paid referral partners to generate 3rd party referrals and move-ins from these partners.
  • Assists Executive Directors and Regional Directors of sales in coaching and mentoring Directors of Sales in the market on best practices related to professional outreach and business development.
  • Maintain compliance in assigned required training as applicable to this role to ensure that Sunrise standards are always met.

Qualifications:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed throughout this job description are representative of the knowledge, skills, and abilities required:

  • College degree or equivalent experience strongly preferred.
  • Three to five (3-5) years’ experience in consultative business to business sales.
  • Prior experience selling to healthcare accounts or in professional business development is preferred.
  • A demonstrated track record of successful account management.
  • Ability to handle multiple priorities.
  • Possess written and verbal skills for effective communication and the ability to facilitate group presentations.
  • Excellent organizational and time management skills.
  • Ability to constantly survey the environment for new or changing business opportunities.
  • Ability to, customarily and regularly, exercise discretion and independent judgment.
  • Demonstrates good judgment, problem solving and decision-making skills.
  • Demonstration of proficiency in computer skills, Microsoft Office (Windows, Outlook, Excel) and Sunrise applications with the ability to learn new applications.
  • Ability to work flexible hours and be available for our customers at peak service delivery days and times, reflective of our Leadership Excellence Staffing.
  • Proven ability to work without daily supervision either on the road or in a home-office environment.

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