Key Responsibilities
About the Team
We're a team of mission-driven individuals with a hunger for purposeful innovation and making a difference in the lives of others. We keep our values of People First, Trust Matters, Moving Forward and Passion for Life at the center of what we do and who it serves- our people. We welcome diversity of backgrounds, ideas and life experiences. At AlerisLife and our Operating Divisions you'll find a dedication to one another that's profound, where everyone plays a role in the success of others. What's more, we have a respect for the commitments we all have outside of work-and the trust and flexibility to attend to them.
About you. . .

• Purpose and Meaning - You have an authentic connection to our vision, mission and values that helps you advance our culture and keep People First at all times.
• Advancing Others - Whether it's for our customers or team members, you are known as someone committed to advancing others by supporting their continuous growth and leading them to achieve results. You get it- positive team experiences lead to incredible customer moments.
• Operational Excellence - You are a systems thinker who encourages a mindset of continuous process improvement and outcomes, believes that ideas can come from everywhere and empowers people to find ways to improve how and what we deliver for our customers and each other.
• You Are Accountable - to our team, our customer and our brand(s). You believe that how we achieve results is just as important as what we accomplish together.
• Let's Do This - Fast is as slow as we go! You thrive on maintaining the focus on what's now while managing multiple priorities, projects and competing demands and helping others anticipate and embrace what's next.

Summary:
Under the direction of national sales leadership, the Regional Director of Sales & Marketing works to drive customer acquisition and retention efforts within Five Star Senior Living, our flagship brand. They are responsible for overseeing, guiding and supporting the sales and marketing efforts of the communities in their assigned portfolio; providing leadership, mentoring, sales training and coaching for community leaders and sellers; and ensuring the ongoing development and execution of comprehensive and effective sales and marketing plans. They are also responsible for identifying and escalating operational barriers to sales effectiveness and resident retention. They are ultimately accountable for providing a clear roadmap that will allow operations to meet or exceed occupancy goals.
Responsibilities:
Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Oversee sales and marketing functions for an assigned portfolio of senior living communities, including ongoing customer engagement, experience and progression through the sales cycle.

• Effectively function in a matrix environment, collaborate and drive results alongside other leaders.
• Analyze sales indicators and trends, align with operational partners on such.
• Ensure appropriate sales and customer engagement training for all key personnel in the region, and targeted coaching as required.
• Partner with operations in annual budget process and ongoing move-in goal targets.
• Communicate clear expectations for sales performance and key performance indicators to community leadership.
• Assist in the hiring, development and performance management of community sellers in close partnership with executive director.
• Manage and monitor compliance for each community to CRM usage, timely move-in/out projections, driving commission approval, resident survey, participation rates and action plan.
• Review partnership metrics for their portfolio (both national and local partners) and identify opportunities.
• Partner with operations and engineering on rent readiness efforts and room upgrades.
• Ensure that community sellers and ED are onboarded with an understanding of key functions such as contracts, residency agreements, Safe Rent, etc.
• Partner with community to implement new resident welcome process
• Develop strong relationship with clinical and programming leadership, align on interventions and resident retention

Drive sales effectiveness for each community in their portfolio.

• Develop sales teams at the community level and partner with operations to identify communities that need to be targeted for sales development.
• Coach and provide feedback to community sellers and leaders on overall sales functions.
• Review community level analytics on weekly, monthly and quarterly basis to identify opportunities for improvement in the sales cycle.
• Meet with each community team at least twice a month to review hot, warm leads, strategize appropriate follow-up, nurture and closing strategies, and assess engagement.
• When necessary, conduct successful community site visits to include first impressions review, shadowing and/or modeling tours, evaluate the rent readiness of communities, assess model rooms.

Oversee creation, ongoing maintenance, and timely submission of a community specific sales and marketing plans

• Assist in analyzing specific markets by reviewing demographics, competitors, referral sources, pricing and other relevant factors.
• Partner with home office team to ensure that community understands, is able to articulate, and is delivering on its better and different story (unique value proposition) to customers and external business partners.
• Oversee community relations marketing budget through a functional, measurable lead generation plan to impact occupancy.
• Partner with corporate marketing team to continually assess and enhance digital and search strategy and spend, and social media strategy.
• Ensure targeted and effective external business development activities that achieve goal
• Ensure ongoing resident referral strategies and activities that achieve goal
• Ensure community is appropriately leveraging ancillary services and partnerships to drive resident experience as well as creating a referral system. Act as conduit for grass-roots partnership opportunities, facilitating, encouraging and fostering innovation, initiative and creativity at the field level.
• Complete analysis and make recommendations on community pricing and revenue management strategies including ROI on room upgrades and appropriate usage of concessions.

Supervisory Responsibility
This position is responsible for overseeing sales performance at the community level. While there is no direct reporting relationship with community sellers, this is considered a dotted line supervisory relationship.
Requirements:

• Bachelor's degree (in Marketing, Business, Communications or related field) or 10 to 15 years of related experience and/or training; or equivalent combination of education and experience.
• Business Acumen
• Communication Proficiency
• Ethical Conduct
• Leadership
• Performance Management

Location Information
Five Star Senior Living's corporate headquarters are located in Newton, Massachusetts. Just 20 minutes outside of downtown Boston, the building features easy access to public transportation and the Massachusetts Turnpike.