Regional Director of Sales

TerraBella Senior Living•Raleigh, NC

6d•Hybrid

About The Position

TerraBella Senior Living is seeking a Regional Director of Sales (RDS) to lead sales and marketing efforts across its region. This role is crucial for driving community sales team productivity and census building. The RDS will be responsible for planning, reporting, goal setting, optimizing sales processes, conducting sales training, managing marketing efforts, providing CRM training, implementing sales programs, and administering sales compensation. This position also involves partnering with operational teams and community leadership to recruit, select, and onboard sales talent, ultimately aiming to increase the effectiveness and performance of the sales team. The RDS will collaborate with community Executive Directors, Regional Directors of Operations, and corporate team members to prioritize objectives and achieve goals. While the RDS does not directly manage Directors of Sales, they will use influential leadership in partnership with Executive Directors to maximize the productivity of their sales teams.

Requirements

Bachelor’s degree in Business Administration, Public Relations/Communications, Marketing or related field
Five years selling in a dynamic environment
At least three years’ experience in multi-community/regional sales manager role with supervisory experience

Nice To Haves

Senior living experience a plus

Responsibilities

Achieve sales move-in and occupancy budgeted plans for each community.
Maintain knowledge of daily census reporting for all communities.
Track and report on sales activities, conversion ratios, and Critical Success Factors weekly.
Develop sales strategies to meet or exceed predetermined sales goals.
Report on all activities and results to regional operations leaders and the Sr. Director of Corporate Sales weekly.
Review reports with Executive Directors (EDs) and Directors of Sales (DOSs) regularly and on every community visit.
Coach, train, and assist with the management of Senior Lifestyle Counselors (SLCs), Coordinators, and associated sales staff.
Coach for improved performance as necessary to achieve goals.
Motivate sales staff (DOSs) through effective leadership and positive reinforcement.
Interview and screen DOS candidates to ensure they meet success criteria and standards.
Perform community site visit audits and assessments of all sales processes.
Keep DOSs and Coordinator sales process manuals up to date and accurate.
Demonstrate proficiency in all aspects of the CRM system and train DOSs and marketing coordinators.
Manage the mystery shopping and competitive shopping program.
Listen to recorded inbound sales calls to coach sales staff.
Provide Manager on Duty sales training for each community.
Maintain accurate competition reports for each community and possess knowledge of market conditions and competition.
Advise leadership on changing market conditions.
Display understanding of the organization’s “value pricing” program and collaborate with leadership to track and adjust pricing.
Ensure full accuracy and complete integrity in daily, weekly, and monthly sales reporting.
Review and approve commission reports for payment.
Educate new and existing DOSs and Coordinators on the standards of the DOS handbook.
Ensure ongoing compliance.
Visit communities in their region regularly to observe individual and group dynamics.
Assist sales teams with the implementation of sales and marketing programs/strategies at the community level.
Support the design and development of educational modules to enhance professional selling skills for DOSs.
Establish and maintain compensation plans and yearly renewals for appropriate sales staff.
Ensure that all quarterly competitive analysis plans from DOSs are kept up to date and accurate.
Ensure that each Sales Coordinator is supporting the DOSs efficiently, fairly, and following all procedures.