AVP of Sales (ATL & CHI)

Discovery Senior Living•Chicago, IL

2d•Hybrid

About The Position

The Assistant Vice President of Sales (AVP Sales) is responsible for driving enterprise sales performance through leadership, coaching, and execution of sales strategies across assigned regions. This role partners with DSL Sales Leadership to ensure alignment with company initiatives, optimization of sales systems, and achievement of occupancy and revenue goals. The Sales Specialist will support the Regional Director of Sales, Regional Director of Operations and Community Executive Directors by working at various Discovery communities in their effort to achieve greater community occupancy and sales goals. The goal of this position is to support a community during an SLC vacancy and/or work with a community that has occupancy and census challenges to increase occupancy. This position is currently searching for candidate within the ATL & CHI metro region with easy access to an airport.

Requirements

Bachelor’s degree in Business Administration
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
Effective communication skills both written and verbal including reports, business correspondence and procedure manuals
Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations
Above average presentation skills including interaction with managers, clients, customers, and the general public
Excellent mathematical skills including the ability to compute rate, ratio, and percent and to draw and interpret graph
Excellent computer skills including Microsoft Windows, Word, Excel and client tracking and design software
Practical problem solving skills along with the ability to handle a variety of concrete variables in situations where only limited standardization exists
Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form
Effective sales, leadership and presentation skills.
Exceptional skills in customer service, oral and written communication.
Ability to problem solve in an effective manner to manage staff.
Detail oriented and excellent organizational and follow-through skills.
Must demonstrate an interest in working with a senior population.
Interacts with guests, residents and staff in a courteous and friendly manner.
Supports organization's goals and values.
Balances team and individual responsibilities.
Manages people effectively by taking responsibility for subordinates' activities; Makes self-available to staff; Provides regular performance feedback; Develops subordinates' skills and encourages growth; Improves processes, products and services.
Provides leadership by exhibiting confidence in self and others; Inspires and motivates others to perform well.

Nice To Haves

senior living experience a plus

Responsibilities

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 RDSs and DOSs (Directors of Sales) 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 Directors of Sales on a regular basis and on every community visit.
Coaches, trains, and assists with the management of the DOS, Coordinators and associated sales staff. Coaches for improved performance as necessary to achieve goals.
Motivates the regional and community sales staff 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.
Demonstrates proficiency in all aspects of the CRM system/ BI and be able to train RDSs 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 RDSs, DOSs 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 RDS/ DOS 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 DOSs are kept up to date and accurate.
Ensures that each Sales Coordinator is supporting the RDSs and DOSs efficiently, fairly and following all procedures and their role.
Other duties as assigned by Supervisor