TerraBella Senior Living
Regional Director of Sales
TerraBella Senior Living, Charlotte, North Carolina, United States, 28245
Overview
TerraBella Senior Living is the proud operator of more than 30 communities located throughout the Carolinas, Virginia, Kentucky, Georgia, and Tennessee. TerraBella communities account for over 2,200 units and span a full spectrum of senior living and care options, including Active Independent Living, Assisted Living, Memory Care, and Respite Care.
Position Summary The Regional Director of Sales leads community sales teams’ productivity and census building for Integral Senior Living (DSL). The RSD is responsible for planning, reporting, goal setting, sales process optimization, sales training, CRM training, sales program implementation, sales compensation administration, and partnering with regional and local leadership in the recruiting, selection and onboarding of sales talent. The RSD increases the effectiveness and performance of the sales team. Reporting to the Sr. Director of Corporate Sales, the RSD works closely with community Executive Directors, Regional Director of Operations, and the corporate team to focus on the priorities to ensure the objectives and goals are achieved within the community sales team (Senior Lifestyle Counselors and Coordinators). The RSD role does not manage the SLCs directly but partners with the Executive Director at each community to maximize the productivity of their SLCs.
Essential Duties and Responsibilities The following duties are normal for this position. This list is not to be construed as exclusive or all inclusive. Other duties may be required and assigned.
Overall responsibility of achieving sales move-in and occupancy budgeted plan for each community;
Maintains knowledge of daily census reporting for all communities; tracks weekly reporting of sales activities, conversion ratios for SLCs, and Critical Success Factors.
Develops sales strategies to meet or exceed predetermined sales goals.
Reports on all activities and results to regional operations leaders and the Sr. Director of Corporate Sales weekly, and reviews these reports with EDs and SLCs on a regular basis and on every community visit.
Coaches, trains, and assists with the management of the Senior Lifestyle Counselors (SLC), Coordinators and associated sales staff; coaches for improved performance as necessary to achieve goals.
Motivates the sales staff (SLCs) through effective leadership and positive reinforcement to enhance our culture and improve employee retention.
Interviews and screens SLC candidates to ensure those hired meet success criteria and standards for the role.
Performs community site visit audits and assessments of all sales processes; keeps SLCs and coordinator sales process manuals up to date and accurate.
Demonstrates proficiency in all aspects of the CRM system and trains SLCs and marketing coordinators.
Manages the mystery shopping and competitive shopping program.
Listens to recorded inbound sales calls to coach sales staff at each community.
Provides Manager on Duty sales training for each community.
Maintains accurate competition reports for each community and has thorough knowledge of market conditions; advises DSL leadership on changing conditions; supports value pricing and collaborates to track and adjust pricing as needed.
Ensures full accuracy and integrity in daily, weekly and monthly sales reporting; reviews and approves commission reports for payment.
Educates all new and existing SLCs and Coordinators to the standards of the SLC handbook; ensures ongoing compliance.
Visits communities in the region regularly to observe individual and group dynamics.
Assists sales team with implementation of at-community level sales and marketing programs/strategies.
Supports the design and development of educational modules to enhance professional selling skills for each SLC to improve overall selling effectiveness.
Establishes and maintains compensation plans and yearly renewals for appropriate sales staff.
Ensures quarterly competitive analysis plans from SLCs are up to date and accurate.
Ensures each Sales Coordinator supports the SLCs efficiently, fairly and follows all procedures and roles.
Other duties as assigned by Supervisor.
Educational Requirements and Experience
Bachelor’s degree in Business Administration, Public Relations/Communications, Marketing or related field
Five years selling in a dynamic environment; senior living experience a plus.
At least three years’ experience in multi-community/regional sales manager role with supervisory experience
Benefits In addition to a rewarding career and competitive salary, TerraBella Senior Living offers a comprehensive benefit package. Eligible team members are offered medical, dental, vision, life and disability insurances, paid time off and paid holidays. Team members are eligible to participate in our 401(k) plan with company match and access to an Employee Assistance Program and accident insurance policies.
EEO Statement No agencies, please. We do not accept unsolicited resumes from agencies under any circumstances. We receive inquiries from agencies daily. Agencies should not direct any inquiries or emails to hiring managers. Thank you.
Job Details
Seniority level: Director
Employment type: Full-time
Job function: Sales and Business Development
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Position Summary The Regional Director of Sales leads community sales teams’ productivity and census building for Integral Senior Living (DSL). The RSD is responsible for planning, reporting, goal setting, sales process optimization, sales training, CRM training, sales program implementation, sales compensation administration, and partnering with regional and local leadership in the recruiting, selection and onboarding of sales talent. The RSD increases the effectiveness and performance of the sales team. Reporting to the Sr. Director of Corporate Sales, the RSD works closely with community Executive Directors, Regional Director of Operations, and the corporate team to focus on the priorities to ensure the objectives and goals are achieved within the community sales team (Senior Lifestyle Counselors and Coordinators). The RSD role does not manage the SLCs directly but partners with the Executive Director at each community to maximize the productivity of their SLCs.
Essential Duties and Responsibilities The following duties are normal for this position. This list is not to be construed as exclusive or all inclusive. Other duties may be required and assigned.
Overall responsibility of achieving sales move-in and occupancy budgeted plan for each community;
Maintains knowledge of daily census reporting for all communities; tracks weekly reporting of sales activities, conversion ratios for SLCs, and Critical Success Factors.
Develops sales strategies to meet or exceed predetermined sales goals.
Reports on all activities and results to regional operations leaders and the Sr. Director of Corporate Sales weekly, and reviews these reports with EDs and SLCs on a regular basis and on every community visit.
Coaches, trains, and assists with the management of the Senior Lifestyle Counselors (SLC), Coordinators and associated sales staff; coaches for improved performance as necessary to achieve goals.
Motivates the sales staff (SLCs) through effective leadership and positive reinforcement to enhance our culture and improve employee retention.
Interviews and screens SLC candidates to ensure those hired meet success criteria and standards for the role.
Performs community site visit audits and assessments of all sales processes; keeps SLCs and coordinator sales process manuals up to date and accurate.
Demonstrates proficiency in all aspects of the CRM system and trains SLCs and marketing coordinators.
Manages the mystery shopping and competitive shopping program.
Listens to recorded inbound sales calls to coach sales staff at each community.
Provides Manager on Duty sales training for each community.
Maintains accurate competition reports for each community and has thorough knowledge of market conditions; advises DSL leadership on changing conditions; supports value pricing and collaborates to track and adjust pricing as needed.
Ensures full accuracy and integrity in daily, weekly and monthly sales reporting; reviews and approves commission reports for payment.
Educates all new and existing SLCs and Coordinators to the standards of the SLC handbook; ensures ongoing compliance.
Visits communities in the region regularly to observe individual and group dynamics.
Assists sales team with implementation of at-community level sales and marketing programs/strategies.
Supports the design and development of educational modules to enhance professional selling skills for each SLC to improve overall selling effectiveness.
Establishes and maintains compensation plans and yearly renewals for appropriate sales staff.
Ensures quarterly competitive analysis plans from SLCs are up to date and accurate.
Ensures each Sales Coordinator supports the SLCs efficiently, fairly and follows all procedures and roles.
Other duties as assigned by Supervisor.
Educational Requirements and Experience
Bachelor’s degree in Business Administration, Public Relations/Communications, Marketing or related field
Five years selling in a dynamic environment; senior living experience a plus.
At least three years’ experience in multi-community/regional sales manager role with supervisory experience
Benefits In addition to a rewarding career and competitive salary, TerraBella Senior Living offers a comprehensive benefit package. Eligible team members are offered medical, dental, vision, life and disability insurances, paid time off and paid holidays. Team members are eligible to participate in our 401(k) plan with company match and access to an Employee Assistance Program and accident insurance policies.
EEO Statement No agencies, please. We do not accept unsolicited resumes from agencies under any circumstances. We receive inquiries from agencies daily. Agencies should not direct any inquiries or emails to hiring managers. Thank you.
Job Details
Seniority level: Director
Employment type: Full-time
Job function: Sales and Business Development
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