Division Director, Sales Optimization

Discovery Senior Living•Bonita Springs, FL

53d•Hybrid

About The Position

The Division Director, Sales Optimization, will be the sales lead and provide subject matter expertise to the Business Optimization and Assimilation Team. The core functions of this role are execution of sales transition items for acquisitions, improving sales productivity, optimizing revenue and expansion of occupancy growth. The Director, Sales Optimization, is responsible for detailed analysis of metrics, creation and execution of sales tactics while adhering to the established sales system, development, and implementation of sales programs to maximize results. The Division Director, Sales Optimization, is responsible for improving the performance of the community sales teams through training, coaching and accountability measures. At times, is responsible for directly performing the sales processes if the situation warrants. The Division Director, Sales Optimization, collaborates closely with home office and regional sales leadership, community Executive Directors, operations leaders, marketing resources and Discovery Senior Living support services on executing the highest priority tactics that will deliver expected financial and occupancy results. The Director uses influential leadership in partnering with the Executive Director at each community to maximize the productivity of the community sales team.

Requirements

Bachelor’s degree in business administration, Public Relations/Communications, Marketing, or related field – MBA preferred.
Seven years selling in a dynamic sales environment; minimum three years direct Business to Consumer selling experience.
At least four years’ leadership experience in multi-community/regional sales 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 to present sales results to senior leadership and capital partners
Excellent mathematical skills including the ability to compute ratios, percentages and interpret graphs.
Excellent computer skills including Microsoft Windows, Word, Excel and client tracking and design software.
Practical critical thinking skills along with the ability to manage 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.
Turn around experience in retail, hospitality or senor living.
Exceptional verbal and written communication skills.
Ability to apply Root Cause Analysis to situations and problems.
Ability to create tactics to resolve issues and problems.
Technical skills with ability to adapt to innovative technologies.
Meticulous 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.
Provides leadership by exhibiting confidence in self and others; Inspires and motivates others to perform well.

Nice To Haves

MBA preferred.

Responsibilities

Conducts root cause analysis to determine areas that need to be improved.
Leverages analytical skills by using numbers to identify areas of performance inconsistency.
Develops and executes tactics to address the root causes of underperformance.
Presents professionally and in a concise, data-driven manner sales results to senior leadership and capital partners, upcoming sales strategies, and tactics on a monthly, quarterly basis.
Manages projects to monitor progress and keep execution of tactics on track to hit established timelines and metrics.
Creates worksheets that best reflect the key performance metrics for the purpose of presenting to key stakeholders.
Uses critical thinking skills to create solutions to complex problems.
Contributes sales expertise to the proforma process for new acquisitions and updated financials for existing communities.
Completes monthly analysis of the Key Performance Indicator, Revenue Flash and Executive Financial Reviews reports and develops tactics to improve occupancy and revenue performance.
Achieves sales move-ins, budgeted occupancy, and net revenue for each community within the given assigned scope.
Completes sales transition checklist of activities to ensure a smooth integration into established regions.
Displays understanding of the organization “value pricing” program and collaborates with DSL leadership to review and adjust pricing, as necessary.
Demonstrates proficiency in all aspects of the CRM system to deliver proficient training to sales team members.
Performs community site visits to assess the proper adherence to the sales system; uses the gathered information to train and coach the sales team members for continuous improvement.
Positions each community in scope to correctly align it with the competition and market pricing.
Assists sales teams with implementation of sales and marketing programs/strategies.
Ensures that each Senior Lifestyle Coordinator is adhering to the sales system in accordance with the SL Coordinator handbook.
Coaches, trains, and creates accountability measures of the Director of Sales, and Coordinators for improved performance as necessary to achieve established goals.
Practices influential leadership to rally support from multiple disciplines to effectively execute agreed upon tactics.
Motivates the sales staff (DOS) 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, as needed.
Reviews Competitive Market Analysis to understand changes in the competitive landscape and marketplaces both prior to and after entry.
Communicates to appropriate stakeholders (AVP of BOG, SVP Sales, ED, Regional Ops Leaders) information, updates, metrics, and results on a regular basis.
Assures full, accurate and complete data integrity in daily, weekly, and monthly sales reporting.
Other duties as assigned by Supervisor.