Vice President Sales Central Division

COMMUNITY NAME

Community Support Office

JOB OVERVIEW

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.

 

 

RESPONSIBILITIES & QUALIFICATIONS

  Responsibilities:

Drive Top Line Revenue‒ Work closely with SVP of Operations, SVP Sales, and Regional Director Sales (RDS) and regional operations to drive top line revenue to meet corporate objectives through:• 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 SVP of Operations and the SVP Sales 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 professional 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 the regional team to interview and hire RDS/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.‒ Work closely with SVP and area teams, plans for internal expansion / 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 SVP 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 excellence 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 the regional operations and RDSs to facilitate open and free flowing communications.

Qualifications:Competencies:The expectation of this role is the candidate to have high levels of capabilities to:‒ Attract, acquire, and develop exceptional sales talent. ‒ Develop and mentor others. Passionate to motivate a dynamic sales team.‒ Drive strategic direction. ‒ Build collaborative relationships. ‒ Strategic thinking skills.‒ Develop strategic sales plans using data, analytical skills, collaboration with peers, finance, and operations.‒ Comfortably in using unique and customized management approach based on what drives his/her sales team.‒ Sell. Goal driven and diligent to meet the goals. Not easily distracted from core mission. ‒ Above average oral and written communication skills. ‒ Persuasive communication skills. Experience: -Bachelor’s degree in business preferred-Experience in hospitality/senior living highly preferred.-Minimum of 8-10 years related sales experience required. -Minimum of 5 years leading a team of sales professionals