Senior Director of Sales

Sunrise Senior Living • San Mateo, CA

299d • $28 - $38

About The Position

The Senior Director of Sales (DOS) is responsible for the marketing and sales planning and execution for their home/primary community in addition to providing job coaching and sales support for regions with 9 or more communities. The Senior DOS will oversee and complete job coaching duties as outlined in job coaching program for Coordinators with an emphasis on advancing the sales process and external business development. The Senior DOS will partner with the RDS on census challenged communities to provide additional skills development and coaching support, including hosting ongoing calls with the DOSs and spending time onsite with the DOS Team. Senior DOSs will support quarterly sales planning process in coordination with the Regional Director of Sales (RDS) and will provide in-person trainings for the DOS team. The Senior DOS will participate in corporate Sales lead taskforces related to sales process and retention of our sales team. The Senior DOS is delegated significant and discretionary powers to market their community. The Senior DOS take the lead in assessing the local market and developing a marketing plan tailored to the geographic region in which the community is located and developing a Sales and Marketing Budget. Through the development of a successful Sales Plan, the Senior DOS will sell the community by advancing leads through the sales process with the objective of reaching and maintaining budgeted occupancy and revenue goals.

Requirements

• College Degree preferred.
• Minimum of 1 year of DOS/Sales Director experience.
• Successful marketing and sales experience.
• Previous job coaching and skill development experience.
• Demonstrates proficiency in computer skills, Microsoft Office and Sunrise applications.
• Ability to work weekends, evenings, and flexible hours.

Responsibilities

• Study the market and create a dynamic, successful Sales Plan.
• Serve as certified, primary Job Coaches and Job Coach mentors for the Region.
• Provide onboarding and skills development support to new DOSs beyond the initial introductory period.
• Coach DOSs around quarterly sales plans.
• Spend 4-6 hours weekly onsite or virtually working directly with sister community DOSs.
• Oversee the scheduling, execution, and implementation of Job Coaching assignments.
• Facilitate ongoing small group strategy sessions targeting movement of specific leads through the sales funnel.
• Serve on the advisory panel for ongoing national initiatives and changes.
• Participate on focus groups for testing official policy, sales job aids, and variable comp plans.
• Identify referral sources and determine how much time to devote to particular marketing strategies.
• Develop strategy for each prospect from initial inquiry through the final decision.
• Plan each customer interaction.
• Maintain a thorough working proficiency of Customer Relationship Management lead tracking database.
• Keep all records current on a computerized lead tracking system.
• Build customer focused relationships by advancing the lead through the sales process.
• Ensure that all team members in the community understand that sales is everyone's responsibility.
• Conduct weekly strategy and advisory meetings with the Executive Director (ED).
• Submit timely weekly Flash Reports (sales results).
• Provide marketing and sales leadership to all team members.
• Strive to meet or exceed targeted occupancy and sales for their home community.
• Leverage multiple revenue drivers (pricing, inventory, services, etc.) that drive the top line.
• Generate leads and move-ins from targeted referral sources.
• Plan and execute monthly presentations to professional referral sources.
• Create and update Quarterly Sales Plan for their home community and sister communities.
• Conduct bi-annual competitive market research ranking and analysis.
• Review and facilitate the Move-In Packet with the resident and/or family.
• Facilitate and coordinate the Resident Assessment with Resident Care Director.
• Assist in the presentation and value of Sunrise's products and services.
• Assist the ED in completing the annual community budget.
• Review monthly financial statements and implements plans of action around deficiencies.
• Partner in the delivery and participation in Sunrise University Training.
• Provide coaching, onboarding training, and ongoing skills development.
• Achieve the Team Member Engagement goals.
• Attend regular meetings and maintain compliance in assigned required training.

Benefits

• Full-Time position.
• Variable Compensation.
• Overtime and Bonus Eligible.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Industry: Nursing and Residential Care Facilities
• Education Level: Bachelor's degree