Regional Sales Manager

Sparrow Partners • Atlanta, GA

18d • Hybrid

About The Position

We are looking for a Regional Sales Manager (RSM) to lead our sales strategy for a portfolio of our Active Adult (55+) communities. Reporting to the VP of Sales, this is an exciting opportunity to help us achieve our mission of building community by ensuring our value proposition is engaging and at the forefront of all that we do. As a key member of a regional leadership team, the RSM is responsible for providing exceptional sales leadership, fostering a robust sales culture, leading modern strategies and execution, and inspiring community team members to share in a common vision.

As the regional sales leader, the successful candidate will lead the portfolio’s collection of preleasing, lease up, and stabilized community’s performance and profitable achievement of sales revenue and occupancy goals. This role is critical in gaining buy in to the sales program from all portfolio team members and implementing KPIs to ensure desired goals and targets are met and/or exceeded.

The successful RSM is a major stakeholder in collaborating with operations, asset management, marketing, and other business functions while developing and implementing the strategic sales plans for their portfolio. It will be essential for this individual to execute the Sparrow Living sales program immersed in relational sales while focused on delivering high hospitality through best-in-class sales fundamentals and best practices.

Requirements

• A high school diploma and a minimum of 5+ years professional sales experience in multifamily housing, Active Adult, senior living, or hospitality
• Skilled facilitator with strong executive presence
• Creative, interactive approach to adult learning
• Ability to travel up to 50%
• Demonstrated success in sales training and guiding teams to excel in sales performance, required
• Extensive CRM experience (preferably Yardi CRMiQ)
• Property management system experience (preferably Yardi)
• Market outreach experience (networking, events, social media, etc.)
• Familiarity with Canva, PowerPoint, Teams
• Purpose driven and passionate about making a difference in other’s lives
• Comfortable with ambiguity and able to run with high level direction
• Servant leader mindset
• Strong relationship building skills
• Creative, progressive approach to employee engagement
• Ability to learn and adapt quickly
• Naturally curious and always striving to improve
• Self-aware and coachable
• Proven ability to build collaborative partnerships and lead through influence
• Proactive, solutions oriented and accountable
• Familiarity with Fair Housing, Americans with Disabilities Act, Fair Credit Reporting Act, and other laws and regulations governing multi-family housing operations

Nice To Haves

• Experience with lease-up properties and luxury amenities desired
• Background in Operations preferred
• Strong foundation in leading and developing teams at a regional level, preferred

Responsibilities

• Lead a dynamic portfolio of communities and coach the community team members to a high level of sales competence and execution.
• Drive the achievement of budgeted occupancy and revenue.
• Provide strategic and tactical support, guidance, and direction to assigned portfolio through implementation of impactful programming, training, and coaching.
• Travel to communities within the portfolio to develop strong relationships with team members and mentor sales excellence.
• Proactively and systematically assess and continuously evaluate the execution of strategies and results. Build strong sales success plans to drive results.
• Observe and serve as hands-on sales coach for teams. Ensure crisp sales fundamentals are being executed.
• Advise community team members on ways to improve their sales performance – focusing on developing strengths, achieving goals, and building strong trust with prospects.
• Motivate and empower the portfolio sales teams in a positive manner by encouraging them to take an active, collaborative role in marketing their communities for success.
• Direct community teams to achieve monthly and annual sales targets.
• Analyze and monitor sales statistics to identify sales trends, evaluate sales team activities and performance, and utilize secret shops to improve results.
• Leverage CRM reports and other pertinent data to pinpoint strengths and opportunities for improvement with the community teams. Ensure submittal of timely and accurate weekly/monthly sales reports.
• Help the Sparrow sales force be the industry best. Participate in the recruitment and hiring of your portfolio’s sales team with a focus on attracting and retaining top talent to optimize sales results.
• Participate in designing new and improving existing sales training and development programs for the community team members.
• Make observations of individual and team performance and assess training needs.
• Establish strong relationships with operations and marketing partners. Work with these leaders to create sales and marketing strategies and assist them in the execution of these plans. Serve as a partner with them to overcome community and team challenges, achieve occupancy goals, and train sales personnel.
• Coordinate all logistics and onboarding activities for new and existing sales specialists and make clear the Sparrow Active Adult sales standards. As needed, conduct weekly sales meetings to influence individual and group dynamics.
• Meet with each assigned community sales team regularly to discuss: Current gap to goal (leasing/occupancy goals), 30-day prospect event calendar, 30-day outreach marketing calendar, Prospect follow up strategy, Mystery shop results.
• Conduct 1:1 role playing activities & assist in customizing tour paths by community to optimize prospect experience.
• Meet with leadership and capital partners to discuss team sales performance and plans for improvement when needed.
• Engage teams in monthly sales contests and bonus program.
• Roll out new initiatives regionally.

Benefits

• Competitive bonus opportunities
• Generous paid time off
• Purpose-driven culture; rewarding work
• High employee engagement scores + Best Place to Work award recipient
• Health, dental and vision benefits
• 401K retirement plan with robust employer match
• Milestone anniversary rewards including travel, spa retreats, home down payments, student loan payoffs, sabbaticals and more

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Education Level: High school or GED