POSITION SUMMARY
The Division Director, Sales Optimization, will be the sales lead and provide subject matter expertise to the Business Optimization and Assimilation Team. The core functions of this role are execution of sales transition items for acquisitions, improving sales productivity, optimizing revenue and expansion of occupancy growth. The Director, Sales Optimization, is responsible for detailed analysis of metrics, creation and execution of sales tactics while adhering to the established sales system, development, and implementation of sales programs to maximize results. The Division Director, Sales Optimization, is responsible for improving the performance of the community sales teams through training, coaching and accountability measures. At times, is responsible for directly performing the sales processes if the situation warrants.
The Division Director, Sales Optimization, collaborates closely with home office and regional sales leadership, community Executive Directors, operations leaders, marketing resources and Discovery Senior Living support services on executing the highest priority tactics that will deliver expected financial and occupancy results. The Director uses influential leadership in partnering with the Executive Director at each community to maximize the productivity of the community sales team.
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.
Planning & Analysis
- Conducts root cause analysis to determine areas that need to be improved.
- Leverages analytical skills by using numbers to identify areas of performance inconsistency.
- Develops and executes tactics to address the root causes of underperformance.
- Presents professionally and in a concise, data-driven manner sales results to senior leadership and capital partners, upcoming sales strategies, and tactics on a monthly, quarterly basis.
- Manages projects to monitor progress and keep execution of tactics on track to hit established timelines and metrics.
- Creates worksheets that best reflect the key performance metrics for the purpose of presenting to key stakeholders.
- Uses critical thinking skills to create solutions to complex problems.
- Contributes sales expertise to the proforma process for new acquisitions and updated financials for existing communities.
- Completes monthly analysis of the Key Performance Indicator, Revenue Flash and Executive Financial Reviews reports and develops tactics to improve occupancy and revenue performance.
Sales
- Achieves sales move-ins, budgeted occupancy, and net revenue for each community within the given assigned scope.
- Completes sales transition checklist of activities to ensure a smooth integration into established regions.
- Displays understanding of the organization “value pricing” program and collaborates with DSL leadership to review and adjust pricing, as necessary.
- Demonstrates proficiency in all aspects of the CRM system to deliver proficient training to sales team members.
- Performs community site visits to assess the proper adherence to the sales system; uses the gathered information to train and coach the sales team members for continuous improvement.
- Positions each community in scope to correctly align it with the competition and market pricing.
- Assists sales teams with implementation of sales and marketing programs/strategies.
- Ensures that each Senior Lifestyle Coordinator is adhering to the sales system in accordance with the SL Coordinator handbook.
Leadership
- Coaches, trains, and creates accountability measures of the Director of Sales, and Coordinators for improved performance as necessary to achieve established goals.
- Practices influential leadership to rally support from multiple disciplines to effectively execute agreed upon tactics.
- Motivates the sales staff (DOS) through effective leadership and positive reinforcement to enhance our culture and improve employee retention.
- Interviews and screens DOS candidates to ensure those hired meet success criteria and standards for the role, as needed.
- Reviews Competitive Market Analysis to understand changes in the competitive landscape and marketplaces both prior to and after entry.
- Communicates to appropriate stakeholders (AVP of BOG, SVP Sales, ED, Regional Ops Leaders) information, updates, metrics, and results on a regular basis.
- Assures full, accurate and complete data integrity in daily, weekly, and monthly sales reporting.
- Other duties as assigned by Supervisor.
QUALIFICATIONS
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skills, and abilities required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Educational Requirements and Experience:
- Bachelor’s degree in business administration, Public Relations/Communications, Marketing, or related field – MBA preferred.
- Seven years selling in a dynamic sales environment; minimum three years direct Business to Consumer selling experience.
- At least four years’ leadership experience in multi-community/regional sales role with supervisory experience.
Knowledge, Skills, and Abilities:
- Language Ability:
- Effective communication skills both written and verbal including reports, business correspondence and procedure manuals.
- Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations.
- Above average presentation skills to present sales results to senior leadership and capital partners
- Mathematical Skills:
- Excellent mathematical skills including the ability to compute ratios, percentages and interpret graphs.
- Computer Skills:
- Excellent computer skills including Microsoft Windows, Word, Excel and client tracking and design software.
- Cognitive Demands:
- Practical critical thinking skills along with the ability to manage a variety of concrete variables in situations where only limited standardization exists.
- Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.
- Competencies:
- Effective sales, leadership, and presentation skills.
- Turn around experience in retail, hospitality or senor living.
- Exceptional verbal and written communication skills.
- Ability to apply Root Cause Analysis to situations and problems.
- Ability to create tactics to resolve issues and problems.
- Technical skills with ability to adapt to innovative technologies.
- Meticulous and excellent organizational and follow-through skills.
- Must demonstrate an interest in working with a senior population.
- Interacts with guests, residents, and staff in a courteous and friendly manner.
- Supports organization's goals and values.
- Balances team and individual responsibilities.
- Provides leadership by exhibiting confidence in self and others; Inspires and motivates others to perform well.
ENVIRONMENTAL ADAPTABILITY
- Works primarily indoors in a climate-controlled setting
- Possible exposure to unpleasant odors
- Possible exposure to chemicals as identified in the MSDS Manual
- Continuous exposure to clients and/or family members who may be under stress.
PHYSICAL REQUIREMENTS
The physical demands described below are representative of those that must be met by an individual to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this Job, the Team Member is regularly required to use hands to finger, handle, or feel and talk or hear. The Team Member is frequently required to sit and reach with hands and arms. The Team Member is occasionally required to stand; walk; climb or balance; stoop, kneel, crouch, or crawl and taste or smell. The Team Member must frequently lift and/or move up to ten pounds and occasionally lift and/or move up to twenty-five pounds. Specific vision abilities required by this job include close vision, distance vision, peripheral vision, and depth perception.
A minimum of 30% travel and at times, up to 80% travel to ensure the sales system is being followed to achieve established sales results.
JOB CODE: 1007152