Regional Director of Sales
1 day ago
About Discovery Senior Living
Discovery Senior Living ranks prominently among the 5 largest senior housing providers in the US, and is nationally renowned for designing, developing, marketing, and operating a multi-brand portfolio of upscale, luxury senior-living communities. With over 250 communities in nearly 40 states, and 15,000 dedicated employees, Discovery Senior Living, with multiple national brands, is one of the largest and fastest growing senior living companies in the United States. Recognized as a Great Place to Work, Discovery continues its rapid growth trajectory to lead the industry in providing desirable communities and exceptional lifestyle and value for our residents all while retaining our family-first culture. We’re a 30-year-old innovative company with a rich history of delivering exceptional service and quality care in desirable, enriching residential environments.
Discovery Senior Living is looking for a Regional Director of Sales to join our San Francisco, CA region.
About the Opportunity
Does working for the leader in the Senior Housing industry sound like the professional challenge you are seeking? Discovery Senior Living offers significant opportunities for growth and career advancement. Employees are encouraged to take responsibility for their own careers. You'll be working with incredible individuals with boundless creativity.
POSITION SUMMARY
The Regional Sales Director (RSD) leads community sales teams’ productivity and census building for Discovery Senior Living (DSL). The RSD is responsible for planning, reporting, goal setting, sales process optimization, sales training, CRM training, sales program implementation, sales compensation administration, and partners with regional and local leadership in the recruiting, selection and onboarding of sales talent. The RSD is responsible for increasing the effectiveness and performance of the sales team. Reporting to the Sr. Director of Corporate Sales, the RSD works closely with community Executive Directors, Regional Director of Operations, and corporate team members to focus on the appropriate priorities to ensure the appropriate objectives and goals are achieved within the community sales team (Senior Lifestyle Counselors and Coordinators). The RSD role does not manage the SLCs directly but uses influential leadership in partnering with the Executive Director at each community to maximize the productivity of their SLCs.
ESSENTIAL DUTIES AND RESPONSIBILITIES
The following duties are normal for this position. This list is not to be construed as exclusive or all inclusive. Other duties may be required and assigned.
- 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 goals.
- Reports on all activities and results to regional operations leaders and the Sr. Director of Corporate Sales weekly as well as reviewing these reports with EDs and SLCs on a regular basis and on every community visit.
- Coaches, trains, and assists with the management of the Senior Lifestyle Counselors (SLC), Coordinators and associated sales staff. 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.
- Performs community site visit audits and assessment of all sales processes; keep the SLCs and coordinator sales process manuals up to date and accurate.
- Demonstrates proficiency in all aspects of the CRM system and be able to train SLCs and marketing coordinators.
- Manages the mystery shopping and competitive shopping program.
- Listens to recorded inbound sales calls to coach sales staff at each community.
- 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.
- Assures full accuracy and complete integrity in daily, weekly and monthly sales reporting. Reviews and approves commission reports for payment.
- Educates all new and existing SLCs and Coordinators to the standards of the SLC handbook. Ensures ongoing compliance.
- Visits communities in their region on a regular basis to observe individual and group dynamics.
- Assists sales team with implementation at community level with sales and marketing programs/strategies.
- Supports the design and development of educational modules to enhance professional selling skills for each SLC to improve the overall effectiveness of their sales approaches.
- Establishes and maintain compensation plans and yearly renewals for appropriate sales staff.
- Ensures that all quarterly competitive analysis plans from SLCs are kept up to date and accurate.
- Ensures that each Sales Coordinator is supporting the SLCs efficiently, fairly and following all procedures and their role.
- Other duties as assigned by Supervisor.
Educational Requirements and Experience:
- 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.
Benefits:
In addition to a rewarding career and competitive salary, Discovery offers a comprehensive benefit package.
Eligible team members are offered a comprehensive benefit package including medical, dental, vision, life and disability insurances, paid time off and paid holidays. Team members are eligible to participate in our outstanding 401(k) plan with company match our Employee Assistance Program and accident insurance policies.
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