Regional Director of Sales

TerraBella Senior Living•Atlanta, GA

13d•Hybrid

About The Position

TerraBella Senior Living is seeking a Regional Director of Sales (RDS) to lead sales and marketing efforts across its region. The RDS will be responsible for enhancing the productivity and census building of community sales teams. Key duties include planning, reporting, goal setting, optimizing sales processes, conducting sales training, managing marketing efforts, providing CRM training, implementing sales programs, administering sales compensation, and collaborating with operational teams and community leadership on recruiting and onboarding sales talent. The role focuses on increasing the effectiveness and performance of the sales team through influential leadership, partnering with Executive Directors to maximize the productivity of their Directors of Sales (DOSs). The RDS reports to the Regional Director of Operations and works closely with Executive Directors, the Regional Director of Operations, and corporate team members to achieve sales objectives.

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 reporting of sales activities and conversion ratios for DOSs.
Develop sales strategies to meet or exceed predetermined sales goals.
Report on 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 the 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 at each community.
Provide Manager on Duty sales training for each community.
Maintain accurate competition reports for each community and possess a complete knowledge of market conditions and competition.
Advise leadership on changing market conditions and competition.
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 all new and existing DOSs and Coordinators on the standards of the DOS handbook.
Ensure ongoing compliance.
Visit communities in their region on a regular basis to observe individual and group dynamics.
Assist sales team with implementation at the community level with sales and marketing programs/strategies.
Support the design and development of educational modules to enhance professional selling skills for each DOS.
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 and their role.
Perform other duties as assigned by Supervisor.