VP of Enterprise Sales & Occupancy

Ebenezer • Edina, MN

18h

About The Position

The VP of Enterprise Sales & Consumer Strategy provides enterprise-wide leadership for sales strategy, systems, performance, and innovation across Ebenezer Senior Living's continuum of services including Skilled Nursing, Transitional Care, Assisted Living, Childcare Centers, Adult Day, and Senior Cooperatives. This role is responsible for driving occupancy and enrollment through standardized yet adaptable sales processes, advanced use of technology and data, and deep collaboration across Operations, Clinical, Marketing, Finance, and Fairview Health Services. As the senior living affiliate of Fairview Health Systems, Ebenezer plays a critical role in ensuring patients are placed in the right level of care, at the right time, supporting hospital throughput, reducing avoidable length of stay, and improving system-wide efficiency. The VP of Enterprise Sales & Consumer Strategy is a key leader in aligning sales operations with these broader health system goals. This role leads a cross-functional team of Sales Consultants, admissions, outreach, and support team members along with a team of On-Call/Casual Sales Floats and serves as the organizational expert in CRM optimization, admissions automation, pricing strategy, intercompany referrals, and occupancy maximization. The position is both strategic and operational, requiring a collaborative leader who can bring people together, drive change, and continuously evolve systems to support current performance and anticipate future growth.

Requirements

• B.S./B.A.
• 7 years Progressive sales leadership in senior living, healthcare, hospitality or a related field
• Proven success driving occupancy, referral expansion, and revenue performance in Assisted Living
• Demonstrated expertise in CRM systems and sales process automation
• Experience leading, standardizing, and scaling sales systems across multiple sites
• Strong analytical skills with the ability to translate data into strategy and action
• Drivers License in good standing

Nice To Haves

• M.A./M.S.
• Experience working within or alongside a health system
• Background in marketing strategy and lead generation
• Regional Sales experience
• Skilled Nursing and Senior Cooperative experience
• Understanding of referral compliance, healthcare regulations and payer dynamics
• Operational leadership experience in senior living or healthcare
• Experience supporting ownership groups or joint venture partners

Responsibilities

• Sales Strategy & Performance Leadership: Develops and continuously refines enterprise-wide sales strategies that drive occupancy, enrollment, and revenue growth across all lines of business. It leads the evolution of Ebenezer’s Sales System to be scalable, data-driven, and responsive to market conditions, while establishing clear benchmarks, KPIs, and forecasting tools to guide performance. The role also provides regular executive-level reporting and insights and proactively identifies underperforming areas to deploy targeted interventions that stabilize and restore occupancy.
• Health System Integration & Referral Optimization: Serves as a primary connection between Ebenezer Sales and Fairview Health Services, partnering closely with hospitals, clinics, and care management teams. It focuses on strengthening referral pathways to ensure timely transitions to the appropriate level of care, reducing avoidable hospital days. The role also collaborates with Clinical and Operations leaders to align admissions criteria and capacity with health system needs while promoting awareness of Ebenezer’s full continuum of services among key stakeholders.
• Process Automation, CRM & Technology Leadership: Owns and serves as the organizational expert for the CRM, ensuring effective configuration, adoption, training, and continuous improvement. It leads the automation of admissions and sales workflows from initial inquiry through move-in, ensuring accurate, consistent data use across all sales phases. The role also identifies and implements technology solutions to improve efficiency, transparency, and the resident and family experience, while optimizing CRM insights for forecasting, pipeline management, referrals, and performance analysis across the portfolio.
• Intercompany Collaboration & Continuum Navigation: Connects and coordinates sales and intake efforts across all service lines, breaking down silos to support seamless transitions as resident needs evolve. It establishes systems to track and communicate unit availability across the entire portfolio and enables efficient intercompany referrals. The role also leads the development of a centralized or coordinated intake approach to guide individuals and families to the appropriate level of care.
• Pricing, Competitive Analysis & Revenue Optimization: Leads ongoing competitive market analysis to understand pricing, incentives, service offerings, and value propositions. It partners closely with Operations and Finance to develop pricing strategies, recommend market- and building-specific rent increases, and design revenue-optimizing packages aligned with mission and value. The role also monitors pricing elasticity, conversion rates, and margin impacts to inform data-driven pricing decisions.
• Leadership, Team Development & Culture: Provides direct leadership to Sales Consultants and on-call Sales Floats, ensuring consistent coverage and support during vacancies or leaves. It builds and strengthens hiring, onboarding, training, and development programs while fostering a culture of collaboration, accountability, and continuous learning. The role empowers team members through clear expectations, coaching, and autonomy, modeling calm and confident leadership during periods of change and growth.

What This Job Offers

• Job Type: Full-time
• Career Level: Executive
• Number of Employees: 501-1,000 employees