Regional Director of Sales

Job Description

Job Description

TerraBella Senior Living is the proud operator of more than 30 plus, amenity-, care- and lifestyle-focused communities located throughout the Carolinas, Virginia, Kentucky, Georgia, and Tennessee. TerraBella communities together account for more than 2200 units and span a full spectrum of senior living and care options, including Active Independent Living, Assisted Living, Memory Care, and available, short-term Respite Care.

POSITION SUMMARY

The Regional Sales Director (RSD) 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 partners with regional and local leadership in the recruiting, selection and on-boarding of sales talent. The RSD is responsible for increasing 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 corporate team members to focus on the appropriate priorities to ensure the appropriate 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 uses influential leadership in partnering 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; weekly and accurate tracks reporting of sales activities, conversion ratios for SLCs as well as the reporting of 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 as well as reviewing 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 assessment of all sales processes; keep the SLCs and coordinator sales process manuals up to date and accurate.
• Demonstrates proficiency in all aspects of the CRM system and be able to train 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 a complete knowledge of market conditions and competition, as to advise DSL leadership on changing conditions; displays understanding of the organizations “value pricing” program and collaborates with DSL leadership to track and adjust pricing as is necessary.
• Assures full accuracy and complete 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 their region on a regular basis to observe individual and group dynamics.
• Assists sales team with implementation at community level with sales and marketing programs / strategies.
• Supports the design and development of educational modules to enhance professional selling skills for each SLC to improve the overall effectiveness of their sales approaches.
• Establishes and maintain compensation plans and yearly renewals for appropriate sales staff.
• Ensures that all quarterly competitive analysis plans from SLCs are kept up to date and accurate.
• Ensures that each Sales Coordinator is supporting the SLCs efficiently, fairly and following all procedures and their role.
• Other duties as assigned by Supervisor

Educational Requirements and Experience :

Benefits :

In addition to a rewarding career and competitive salary, Integral offers a comprehensive benefit package.

Eligible team members are offered a comprehensive benefit package including medical, dental, vision, life and disability insurances, paid time off and paid holidays. Team members are eligible to participate in our outstanding 401(k) plan with company match our Employee Assistance Program and accident insurance policies.

No agencies, please. We do not accept any 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.

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