Vice President Sales

Sunrise Senior Living•Mclean, VA

About The Position

The Vice President of Sales is responsible for providing overall divisional sales leadership, driving top line revenue, fostering a dynamic sales culture, driving the execution of sales strategies, standards, and programs, and participating in new business development internally and externally to meet the company’s occupancy and revenue goals.

Requirements

Bachelor’s degree in business preferred.
Minimum of 8-10 years related sales experience required.
Minimum of 5 years leading a team of sales professionals.

Nice To Haves

Experience in hospitality and/or senior living highly preferred.

Responsibilities

Drive Top Line Revenue
Achieving maximized occupancy through improving sales execution.
Meeting sales revenue projections.
Driving maximum pricing and revenue by product, room type, mix, care services, and ancillary charges.
Review P&Ls monthly with senior operations and senior sales leadership to identify opportunities to increase performance:
Develop plans for revenue optimization by division with operations leadership.
Design and execute division wide meetings with operations partners to support revenue development, lead management, sales execution, etc.
Be an “expert” consultant to the operations teams on an as needed basis for communities faced with unique challenges.
Collaborate with the sales leadership and operations to implement sales strategies, standards, and programs.
Support the development of short- and long-term sales incentive programs consistent with company revenue and sales goals.
Drive Consistency of Sales Execution
Hold sales leadership and regional operations accountable for managing effective and consistent sales execution, lead database management, and management processes.
Work with the VPO, SVPO, and the Senior Vice President of Sales and Marketing to drive the implementation of sales strategies, standards, and programs.
Coaching, Team Development & Leadership Development
Foster an environment of engagement, diversity, inclusion, and belonging for team members, residents, and family members.
Coach and mentor a team of regional and community sales professionals.
Develop leadership and career progression plans for RDSs, DOS, and Sales Specialists (SS).
Identify and successfully execute development opportunities for RDS, DOS, SS, and top community sales talent within the company to build the sales succession plan.
Foster a sales culture throughout the company through training and reinforcement of Sales Best Practices such as sales skills training, use of database management, AHOD training, etc.
Provide sales management training and coaching to RDSs specific to external business development to increase their skills and understanding of this process.
Collaborate with SVP of Sales and Marketing and the regional team to interview and hire RDS and SS candidates, maintaining a candidate pool.
Business Development – Internal & External
Work with senior management team on acquisition projects lending expertise to the feasibility of the projects.
Working closely with VPO, SVPO and area teams, plans for internal expansion and product niche development.
Provide leadership and direction to the sales teams in the execution of a by market approach to external business development.
Provide analysis of sales execution and revenue development to identify improvement opportunities through use of reports and metrics.
Work with SVPO and operations teams to develop 6-to-12-month strategies for portfolio maximization.
Benchmark and analyze the success of sales initiatives and strategies to determine appropriate execution at the company.
Collaboration & Communication
Partner with Marketing to ensure lead visibility and conversion to understand trends and opportunities.
Collaborate with cross company teams such as operations, finance, asset management to achieve company goals by fostering excellent communication and interaction among and between all the company constituencies.
Participate in regular meetings, reviews, analysis of strategy and processes, etc. to assure movement forward on all initiatives.
Act as a conduit for information flow, facilitating a free exchange of ideas and tools from Operations to the field and feedback from the field to Operations assuring that sales and operations are in alignment, maximizing the opportunity to reach the census and revenue goals.
Maintain consistent and frequent contact with regional operations and RDSs to facilitate open and free flowing communications.
Other
Maintain compliance in assigned required training and all training required by state/province or other regulating authorities as applicable to this role to ensure that Sunrise standards are always met.
Perform other duties as assigned.