Senior Director of Sales

COMMUNITY NAME

JOB OVERVIEW

By supporting and working closely with the VP of Sales, the Senior Director of Corporate Sales (SDCS) will focus on meeting the goals for non-paid professional referrals and move-ins that are required to meet financial objectives.  The SDCS will establish and maintain a foundation for the organization’s business development program.  The SDCS will provide structure, guidance, training and coaching for the Area Director of Business Development team which is responsible for generating qualified sales leads that result in customer/resident move-ins.

The SDCS also oversees strategic sales initiatives and project groups focused on ongoing changes and improvements for sales in a national scope. The SDCS will additionally focus on supporting community divestures and acquisitions in circumstances where a Vice-President of Sales is not available. The SDCS lead sales recognition programs, formal sales job aids, and the lead with several national sales related partners. The SDCS will also oversee the mystery shop and competitive market analysis programs as well as promotion of the resident referral programs. Lastly, the role at times may also offer added support and guidance to underperforming Regional Directors of Sales.

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:

Strategic Planning:

• Lead the development of market-based Business Development Plans.
• Assess the effectiveness of Business Development Plans strategically, by staying abreast of changing Sunrise critical initiatives, evaluating Business Development trends, and updating Business Development Plans appropriately based on findings.
• Collaborate with senior leadership to set business development goals and objectives.
• Responsible for Strategic Planning/Creation for markets/company.
• Collaborate and partner with Marketing department for future needs.
• Strategize with resources to develop and design marketing materials for Business Development (BD) team.
• Identify National Alliance opportunities.
• Oversee national Director Of Sales (DOS) recognition programs.
• Collaborate with Programming for future needs/plans and set action plans for implementing such needs.
• Support community divestures and acquisitions in circumstances where a Vice President of Sales is not available.

Partnership and Relationship Management:

• Build and maintain relationships with key stakeholders, including clients, partners, and industry leaders.
• Negotiate and close high-value business deals and partnerships.
• Represent the company at industry events, conferences, and meetings.

Market Research and Analysis:

• Conduct market research to identify new opportunities and potential threats.
• Analyze data to inform decision-making and strategy development.
• Monitor and report on industry trends and competitor activities.

Collaboration and Communication:

• Work closely with other departments, including marketing, sales, and product development, to ensure alignment and support for business development initiatives.
• Communicate business development goals, strategies, and progress to the executive team and other stakeholders.
• Prepare and present regular reports on business development activities and outcomes.

Driving For Results

• Drive revenue growth by identifying and pursuing new business opportunities.
• Develop and manage a robust pipeline of potential business deals.
• Oversee the development of proposals, presentations, and other business development materials.
• Establish and track key performance indicators to measure impact of Area Director of Business Development (ADBD) team.
• Review metrics and goals critical to meet Sunrise’s corporate objectives, discuss challenges, and lead group coaching.
• Review and monitor referral relationships and follow up appropriately based on reviews.
• Execute BD trainings in coordination with the SVP of Sales and the Sales Training team.
• Review of selected BD accounts, MBO and annual evaluations. Lead follow up corrective steps when needed.
• Offer added support and guidance to underperforming Regional Directors of Sales.
• Oversee and write formal sales job aids as well as manage existing inventory.
• Manage the community mystery shop and competitive market analysis programs.
• Promote and grow the resident referral program, from a sales perspective.

Leadership & Development

• Set performance metrics and conduct regular performance evaluations.
• Foster a collaborative and high-performance team environment.
• Maintain a strong, skilled team of ADBDs; recruit, hire, train, coach, and develop a strong, highly functioning ADBD team.
• Mentor team members; invest in team’s individual career goals and aspirations.
• Present at the onboarding workshop trainings.
• Lead, guide, and support successfully implemented special BD projects.
• Manage admin items for ADBD team, such as, mileage approval, p-card, bonus submission, payroll approval, training portal, etc.
• Coordinate with Sales Training to identify training needs for Business to Business selling.
• Manage the Senior DOS Endorsement program.
• Develop and manage career ladder and growth opportunities for ADBDs.
• 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
• Seven to ten years regional sales, operations, or other related experience
• Five years of leadership experience
• Consultative business to business sales and coaching experience
• Experience selling to healthcare accounts preferred
• Ability to constantly survey the environment for new or changing business opportunities
• Demonstration of proficiency in computer skills, Microsoft Office (Windows, Outlook, Excel) and Sunrise applications with the ability to learn new applications
• Ability to manage assignments
• Experienced in building trusting relationships and creating a service reputation
• Strong focus on expanding and advancing opportunities
• Capable of marshalling resources
• Possess a strong Sales Disposition and drive for results
• Ability to work weekends and flexible hours, available for our customers at peak service delivery days and times, reflective of our Leadership Excellence Staffing
• Proven ability to work without daily supervision either on the road or in a home-office environment