Regional Vice President of Sales

Commonwealth Senior Living Corporate Office•Charlottesville, VA

14d

About The Position

The Regional Vice President of Sales serves as a support/leader for a region of communities. This role facilitates coaching, training, and design of sales and marketing efforts to ensure communities within the organization are reaching occupancy & sales targets, while ensuring brand standards and maintaining positive and appropriate relationships in the greater communities we serve. The Regional Vice President of Sales is a Culture Ambassador who will model the core values of the company, leading by example, and ensure all team members exemplify the core values of the company.

Requirements

Bachelor’s or post-graduate degree in Marketing, Business, Communications, or related field.
Minimum of five (5) years sales experience within a retirement community or multi-family residential property with a significant level of responsibility and accountability for goal achievement.
Valid driver’s license.
The ability to travel up to 80% of the time.
Proven ability to conduct a strategic market analysis at the community and regional level.
Demonstrated ability to train, coach, and mentor Sales Professionals.
Dynamic, energetic personality with the ability to motivate others.
Strong communication, planning, and organizational skills.
Excellent ability to manage multiple tasks and prioritize activities.

Responsibilities

Provide hands-on sales coaching and field training to community and regional staff.
Quickly assesses market position, opportunities, threats, and overall sales positioning of community assignments and provides a 30-60-90 action plan and projections for growth.
Routine shadowing of community experiences, external business development, call listening and event participation at least quarterly for communities/regions assigned.
Conduct a minimum of one thorough site visit and standards review per assigned community quarterly and complete and publish site visit report within 2 business days of visit with clear, succinct observations, celebrations, and action items for areas of improvement.
Participate in first impressions walk-through and rent-ready walk-through to include Sales Director, Executive Director, Maintenance Director and/or regional team.
Participate in the hiring, training and evaluation of community sales staff.
Maintain integrity of and deliver Sales Center of Excellence training to newly hired sales professionals as outlined in the Sales Director Onboarding Guide.
Hold quarterly training with each assigned region, alternating between virtual and in-person.
Cross-discipline collaboration and communication with assigned regional team/s, to include RVP of Operations and RVP of Resident Care.
Provide schedule and participate in Weekly Sales Call for assigned region/s, following the performance grid schedule. The RVPS will maintain the schedule and ensure RVPO is included and aware.
Weekly monitoring and reporting of key sales metrics, trending, and overall sales management, database management, performance, and effectiveness of the region/s assigned.
Monitor weekly census reporting and work closely with the Regional Vice President of Operations to ensure it is handled at the community level or reported up.
Responsible for effective, creative, and complete Quarterly Revenue Plans for region/s assigned, including but not limited to: coaching, training, monitoring & review; leading quarterly review calls; ensuring review and updating at the community level monthly.
Produce and publish site visit follow-up reports/action plans timely (within 48 hours of visit) for each community visit.
Report sales performance on monthly & quarterly strategy meetings, investor meetings, and other requested formal reviews.
Accountable for driving sales performance, net gains, leadership, and achievement of sales KPIs of region/s assigned, including but not limited to: Individual Sales Director performance, Executive Director sales leadership, participation and review in Quarterly Sales Performance Reviews, quarterly and annual trending of lead & move in source analysis to the macro plan.
Responsible for Model Suites at assigned communities/regions and ensure we are 100% compliant with the Model Suite Policy.
Work with community and regional teams to continuously improve systems that directly affect occupancy (i.e., inquiry procedures and skills, tour effectiveness, closing techniques, follow-up systems, customer service & satisfaction, etc.).
Conduct mini sales trainings as needed for Sales Directors.
Generate sales contacts with professionals in order to coach staff on effective techniques while gaining new referral business.
Assist with market research, including competitive research, market surveys, and demographic analysis, as well as be responsible for accurate quarterly competitive analysis data and leadership in new competitor calls for the region/s assigned.
Participate in the development and implementation of new services/programs, including design, packaging, pricing, promotion, etc
Other duties as assigned