Regional Director of Sales

Provincial • Atlanta, GA

18h • Remote

About The Position

Provincial Senior Living, a part of the Discovery Senior Living family, is seeking a Regional Director of Sales (RDS) to lead sales and marketing efforts for their region. This role involves managing community sales teams' productivity and census building. The RDS is responsible for planning, reporting, goal setting, sales process optimization, sales training, marketing efforts, CRM training, sales program implementation, sales compensation administration, and partnering with operational teams and community leadership in recruiting, selecting, and onboarding sales talent. The primary goal is to increase the effectiveness and performance of the sales team. The RDS works closely with community Executive Directors, Regional Vice President of Operations, and corporate team members to ensure objectives and goals are achieved within the community sales team. While not directly managing Directors of Sales (DOSs), the RDS uses influential leadership in partnership with Executive Directors to maximize DOS productivity.

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

• Reports on all activities and results to regional operations leaders and Division President weekly, and reviews these reports with EDs and DOS on a regular basis and during community visits.
• Coaches, trains, and assists with the management of the Director of Sales, Coordinators, and associated sales Coaches for improved performance.
• Motivates the sales staff through effective leadership and positive reinforcement.
• Interviews and screens DOS candidates to ensure they meet success criteria and standards.
• Manages the mystery shopping and competitive shopping program.
• Provides Manager on Duty sales training for each community.
• Maintains accurate competition reports for each community and possesses a complete knowledge of market conditions and competition to advise DSL leadership.
• Supports the design and development of educational modules to enhance professional selling skills.
• Establishes and maintains compensation plans and yearly renewals for appropriate sales staff.
• 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 SLCs, and reporting of Critical Success Factors.
• Develops sales strategies to meet or exceed predetermined sales goals.
• Demonstrates proficiency in all aspects of the CRM system and trains DOS and marketing coordinators.
• Listens to recorded inbound sales calls to coach sales staff at each community.
• Performs community site visit audits and assessment of all sales processes; keeps the DOS and coordinator sales process manuals up to date and accurate.
• Visits communities in their region on a regular basis to observe individual and group dynamics within the sales teams and with operations.
• Assists sales team with implementation at community level with sales and marketing programs/strategies.
• Ensures that all quarterly competitive analysis plans from DOSs are kept up to date and accurate.
• Develops marketing strategies to meet or exceed predetermined lead goals.
• 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 DOSs and Coordinators to the standards of the DOS.
• Ensures ongoing compliance.
• Ensures that each Sales Coordinator is supporting the DOS efficiently, fairly, and following all procedures.
• Ensures compliance with marketing standards (lead generation, calls, tours, events, presentations, establishing and maintaining relationships with potential marketing source representatives, presentations, press releases) necessary to achieve census goals.
• Assists in development of annual community marketing budgets.
• Reviews monthly marketing financials and budget variances.
• Oversees and reviews the sales and marketing quarterly planning process.
• Routinely analyzes and reports on trends and challenges in facilities or markets and provides feedback to both regional and facility level sales performance.
• Develops and implements comprehensive marketing strategy according to company and budget guidelines.
• Maintains adequate supplies of collateral materials within budget and company guidelines to include labor hours’ effective management.
• Ensures wise use of marketing dollars by effectively analyzing lead and move-in costs per source for region.
• Performs other duties as assigned by Supervisor.

Benefits

• Competitive wages
• Access to wages before payday
• Flexible scheduling options with full-time and part-time hours
• Paid time off and Holidays (full-time)
• Comprehensive benefit package including health, dental, vision, life and disability insurances (full-time)
• 401(K) with employer matching
• Paid training
• Opportunities for advancement
• Meals and uniforms
• Employee Assistance Program

What This Job Offers

• Job Type: Full-time
• Career Level: Manager