Regional Vice President of Sales

Description

The Company FirstService Residential is North America’s foremost property management firm. We’re all about our associates, and as we continue to grow, we’re looking for even more quality people who share our dedication to doing what’s right, improving residents’ quality of life, building great relationships and truly making a difference for their clients, their colleagues and themselves. Compensation:  $150,000-$170,000 Base + Commission 
FirstService Residential will compensate the successful candidate in accordance with the posted range. The salary or wage paid to the successful candidate will be commensurate with experience, education, and specific job responsibilities. For positions designated at a client's property, the salary or wage will also be premised upon the client's directive. The base pay range is subject to change and may be modified in the future.     Job Responsibilities The VP of Business Development is responsible for the ongoing leadership and management of all Business Development activity within the West Region of FirstService Residential. The primary role of this position is to consistently achieve established new business growth targets within each market of the region. This will occur through individual contribution and effective leadership of the Business Development teams within each market of the region.   The position will require residence in Southern California, which is where the majority of the direct reports are located.   Essential Duties and Responsibilities   The job duties listed are typical examples of the work performed by positions in this job classification.  

• Cultivating a culture of success and ongoing business and goal achievement.
• Achieving identified growth and financial goal.
• Driving each sales team member to achieve weighted pipeline and quota achievement monthly, quarterly, and annual objectives.
• Setting sales quotas and providing valuable input to the Business Planning process.
• Delivery of personal pipeline goals and quota achievement, including the effective, and consistent, delivery of the pipeline from “passive” to “active”.
• Delivery of detailed and accurate sales forecasting.
• Ensure CRM utilization is consistent by all business development associates and in alignment with company standards.
• Implementation of sales practices and Go-To Market Strategies in alignment with companywide best practices.
• Recruiting, hiring, on-boarding, training, development, and retention efforts of Business Development staff.
• Maintaining awareness of internal and external factors which may influence business performance and implementing solutions to overcome the challenges and/or exploit the opportunity.
• Management of the Sales Operations teams to deliver timely, accurate and effective sales support.
• Create, coordinate, and execute periodic sales training programs that enable staff to achieve their potential and support company sales objectives.
• Managing customer expectations and contribute to a high level of customer satisfaction during the sales process / handoff to operational teams.
• Ensure the consistent review and identification of target accounts that fit the ideal property profile by sub-market in all markets of the region. Establishing and deliver strategies to successfully pursue these accounts.
• Executing an established Sales Methodology, Sales Process and Sales Cadence to ensure all customer messaging is consistent with FirstService Residential brand.

Additional Duties and Responsibilities  

• Work with each Market President and Management Operations Executive to ensure an environment of open and continual communication surrounding business development activities in order to identify unique challenges and opportunities in each market within the region.
• Work with the market’s “new business launch” teams to ensure an environment of open and continual communication surrounding business development activity.
• Administer and oversee sales staff compensation and incentive programs in a timely and accurate manner. Periodically evaluate the effectiveness of the incentive program to ensure motivation of the sales team to achieve their sales targets. Capture and vocalize findings and recommendations to the market presidents.
• Come up with creative and effective sales strategies such as sales contests, roundtable events, and other methods that serve to motivate the team.
• Work closely with the marketing function to establish successful support and partner programs such as lead generation campaigns and BDD engagement cadences.
• Manage key customer and vendor partner relationships and participate in closing strategic opportunities.
• Compile information and data related to customer and prospect interactions.
• Monitor customer, market and competitor activity and provide feedback to company leadership team and other company functions.

Supervisory Responsibilities  

• Oversee, train, and develop the Business Development staff and Sales Support teams.

Education and Experience  

• Strong, demonstratable background and experience in leadership
• Minimum of 3 to 5 years of experience in the field of residential association management.
• Minimum 5 to 7 years of experience developing and managing a high-performing professional sales team.
• College degree or extensive equivalent experience required.

Knowledge, Skills and Proficiencies    To perform this job successfully, an individual must be able to perform each essential duty satisfactorily.  The requirements listed below are representative of the knowledge, skill and/or ability required.   

• Skilled in the use of Microsoft Office, Word, Outlook, PowerPoint, Excel, Microsoft Dynamics CRM, PowerBI, and other Sales Enablement tools.
• Good communicator and enjoys working with people - demonstrating excellent interpersonal, written, and oral communication skills. Can convey sincerity, warmth, and a desire to serve.
• Relationship building skills – needs to be able to immediately develop rapport with a variety of personalities and “types” of clients and potential clients.
• Ability to address difficult issues and guide team toward the accomplishment of identified goals.
• Manage time well and appropriately prioritize tasks.
• Ability to travel to the various regions that FirstService Residential is or is contemplating doing business in.
• Has the ability to handle multiple priorities and to work under strict deadlines.
• Consistent and regular attendance required.
• Successful candidate will have to communicate with various audience types, including senior leadership. The candidate must have strong communication skills, with the ability to write clearly and concisely, with executive-level professionalism and thought.
• Excellent general math skills.
• Excellent reasoning and strategic thinking and planning abilities.
• CCAM a nice-to-have but not required.

Tools and Equipment used  

• The associate must have a valid Driver’s License and state mandated vehicle insurance.
• The associate must have access to a vehicle for transportation to client meetings, industry events, etc.

Physical Requirements/Working Environment   The physical demands described here are representative of those that must be met by an associate to successfully perform the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.  

• Talking and hearing occur continuously in the process of communicating with guests, supervisors, and other employees.
• Must be mobile enough to move around during events, including outside events which would include uneven surfaces.
• Must be able to handle multiple tasks.
• Must be able to sit for long periods of time, keyboarding in front of computer terminal.
• Must be able to stand for long periods of time during various events with potential clients.
• Must be able to lift 40lbs.
• Must have finger dexterity for typing/using a keyboard.

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Hours over and above normal office hours will occur, including evenings, holidays, and some weekends. Schedule is subject to change based on business needs.   Travel  

• Travel as necessary/requested in order to effectively and consistently perform at the optimum levels.

The above information on this description has been designed to indicate the general nature and level of work performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of employees assigned to this job. This is not an all-inclusive job description; therefore, management has the right to assign or reassign schedules, duties and responsibilities to this job at any time.

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