Senior Director of Sales

COMMUNITY NAME

JOB OVERVIEW

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.

RESPONSIBILITIES & QUALIFICATIONS

As a part of the Sunrise team, supporting our Mission, Principles of Service and Core Values is a fundamental part of this job. Our foundational belief is the sacred value of human life. The unique responsibilities for this role include but are not limited to the essential functions listed as follows:

Marketing and Sales

• 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 to include more skills demonstrations (including sales calls, tours, discovery process, business development).
• 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 using discretion and independent judgment.
• 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 and gaining customer commitment.
• Ensure that all team members in the community understand that sales is everyone’s responsibility and are knowledgeable and trained in their role of Marketing and Sales.
• 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.

Driving Revenue

• Strive to meet or exceed targeted occupancy and sales for their home community and overall census growth for the communities in their region.
• Leverage multiple revenue drivers (pricing, inventory, services, etc.) that drive the top line.

External Business Development

• Generate leads and move-ins from targeted referral sources.
• Plan and execute monthly presentations to professional referral sources for their home community and communities in their region as identified by their RDS.
• Identify referral sources through site specific research.
• Plan call objectives.
• Articulate clearly the benefits of referring to Sunrise Senior Living.
• Participate actively in and provide reporting resources for the monthly Referral Development Committee Meeting.

Marketing Strategy

• Create and update Quarterly Sales Plan for their home community and sister communities with input from the RDS.
• Implement Sales Plan for their home community with support provided to communities identified by their RDS.
• Conduct bi-annual competitive market research ranking and analysis and accurately report data on the competitor tracking form.
• Understand competitive opportunities and threats and present strategic alternatives to combat these to the ED and Regional Director of Sales.
• Demonstrate a strong understanding of the senior care market and Sunrise’s niche in that market, especially the local competitive environment.

Resident Move-In Process

• Review and facilitate the Move-In Packet with the resident and/or family, for their home community and other communities in their region.
• Facilitate and coordinate the Resident Assessment with Resident Care Director (RCD), Assisted Living Coordinator (ALC) and/or Reminiscence Coordinator (RC).
• Oversee and manage the move-in process as outlined in the Resident Move-In and the Suite Readiness checklists.
• Ensure all Sunrise and state mandated paperwork and forms are completed on or before the move-in date by the family and/or resident.
• Oversee the resident’s administrative files to ensure they are fully prepared according to Sunrise and state specific regulatory requirements.

Financial Management

• Assist in the presentation and value of Sunrise’s products and services for our residents, families, team members, and targeted referral sources.
• Assist the ED in completing the annual community budget; with additional support provided to the RDS for the region.
• Understand and manage the department budget to include labor and other expenses and understands its impact on the community’s bottom line.
• Review monthly financial statements and implements plans of action around deficiencies.
• Process and submit monthly expenses and budget data timely per Sunrise policies and internal business controls.
• Understand the internal cost associated with all Sunrise resident care programs.

Training, Leadership, and Team Member Development

• Partner in the delivery and participation in Sunrise University Training and self-study programs during the required timeframe.
• Provide coaching, onboarding training, and ongoing skills development using the job coaching program for Coordinators during the DOSs first year and as needed.
• Develop a working knowledge of state regulations and ensure compliance.
• Achieve the Team Member Engagement goals and actively lead in the Engagement Improvement Planning sessions.
• Attend regular meetings; Stand Up, Cross Over, Department Head, Town Hall, Quality Improvement, and others as directed by the Executive Director.
• Keep abreast of professional developments in the field by reading and attending conferences and training sessions.
• 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.

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed throughout this job description are representative of the knowledge, skills, and abilities required.

• 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 (Windows, Outlook, Excel) and Sunrise applications with the ability to learn new applications
• As applicable, all Sunrise team members who drive a Sunrise vehicle must review and sign the Driver job description and understand the key essential duties for safety and regulatory compliance
• Ability to work weekends, evenings, and flexible hours and be available for our customers at peak service delivery days and times