Sales Director

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The Sales Director acts as a department director and is responsible for management duties as assigned by the Executive Director and AVP RL Sales. Duties may include, but not be limited to, attendance at management meetings, and inter-disciplinary communication relative to the effective sales and operations of the community as well as participating in national sales initiatives. This position is responsible for the representation and direct sales outcome for the community. The Sales Director is a selling role while also inspiring the team to perform at their best. Supervising the sales efforts of the team by leading, coaching, mentoring, providing tools, and monitoring the data integrity of the CRM. This position is responsible for overseeing the sales operations, leading the team with strategy and tactics to meet the revenue targets, prioritizing customer satisfaction, contributing to the national targets, work closely with the FM team regarding re-occs, creative tactics to continually generate lead activity and monitor competitors' sales activities. The Sales Director accomplishes this by developing strategies to reach sales targets, defining sales objectives, initiates changes to targets based on ongoing attrition and occupancy throughout the fiscal year coordinating with fellow directors, managers, and creating sales reports. Sales Directors are accountable for sales reps meeting their individual quarterly and annual targets.

Essential Responsibilities:

Sales Partnership

• Lead the Sales function at the Community.
• Sales Director's time will be in direct sales with corresponding activity expectations (Calls, appointments, sales production).
• Understand local and national sales strategy, along with the associated needs and challenges, and provide innovative solutions.
• Blend local community requirements with national strategic direction to meet the stated revenue targets.
• Engage in financial planning with corporate leaders, including key partnership on budgeting and planning process.
• Respond and initiate changes to targets based on ongoing attrition and occupancy throughout the fiscal year.
• Understand and plan for the sales implications of evolving internal demands and external market conditions. Consult with National Sales and peer leaders to develop and implement solutions.
• Support team to translate strategic view to tactical application.
• Collaborate across broader network of Sales experts to provide well rounded strategy and comprehensive solutions and/or deliverables.
• Influence decisions by building strong stakeholder relationships, referrals, and partnerships by identifying new referral sources and potential lead generating activities to meet the sales goals of the community. Implement church, civic and networking activities.
• Participate and contribute to leadership, financial and sales planning meetings.

Operational Excellence

• Lead and coach team members through training, meeting metrics.
• Proactively engage in areas that might hinder the sales process.
• Anticipate needs of the team to support sales outcomes.
• Continuously improve on sales metrics to meet quarterly targets.
• Proactive network to understand trends and competitive pricing and product offerings.
• Ensure data and system integrity in CRM System is up to date and capture key components for quality reporting.
• Maintain appropriate follow up for all leads and inquiries; monitoring the IMS as appropriate and ensuring lead distribution protocols are in place.
• Continuously improve and optimize the process. Make recommendations for improvement to Corporate AVP RL Sales.
• Advise leaders on ways to reinforce and strengthen culture, community, and engagement.
• Be familiar with and understand the ever-changing inventory and layout of the overall community. Understand vacant inventory by location, unit style, selling features.
• Responsible for creating beautiful models, by unit style, location and manage the ever-changing needs of updating as necessary. Coordinate with FM to create capital and coordinate as necessary to have 3 models at any given time.
• Collaborate with FM on refurb updates through weekly meeting and reporting for all reserved and those "work in progress" inventory, Maintain 10 move in ready and 10 show ready at all times.

Mentoring Sales Team

• Coach and influence the sales team to create forward momentum to reach targets.
• Overall management of mentoring, training and counseling as necessary as it pertains to timekeeping, performance improvement plans, and annual evaluations.
• Keep a tab on the pulse of the activity by leveraging various sources and drive effective programs that continue to improve engagement and the people experience for the overall team and community.
• Define areas of development and opportunities and implement for strength to the individual and team.

Key Performance Indicators

• Meet or exceed the sales activity expectations as follows unless otherwise agreed to by ED and AVP RL Sales:
• 10-12 voice to voice calls
• 4-6 face to face appointments per week (new and prior to sale)
• 1 reservation per month for Sales Director (2 is optimal based on occupancy goals/vacancies)
• Hold sales team accountable to achieve quarterly and annual revenue targets.
• Create outreach opportunities external and internal to increase referral network and lead generation (i.e., promoting and engaging with the resident referral program)

First Impressions

• Collaborate with appropriate departments to maintain the community's highest standard of first impressions. i.e., this includes common spaces, models, guest apartments, furniture, dining and programming experience, external and physical plant areas that affect first impressions.
• Solicit support as needed by community and corporate partners.
• Schedule frequent first impression walks and develop process to address concerns.
• Provide educational awareness with peers to create an atmosphere that is welcoming and representative of Covenant Living.

Required Degree: College or equivalent work experience.

Preferred Degree: Bachelor's degree

Experience:

• 5+ years' professional experience, preferably in sales, senior living, marketing, or real estate.
• 5+ years leadership experience, it is preferable that 2 years are in senior living sales.
• Strong sales experience with proven results
• Individual should be self-motivated and creative, possessing a high degree of interpersonal skills and the ability to relate to the public in a pleasant manner.

Knowledge, Skills, and Ability:

• Excellent closing skills in both the hard and soft sales skills
• Strong driver for results: self-starter with vision and the ability to follow through with ideas.
• A coach, mentor, leader that holds their own results as well as results of the team as a priority.
• Computer proficiency. Proficiency in Microsoft Office Suite, including Outlook, Excel, Word, and PowerPoint.
• In-depth communication skills: ability to articulate ideas clearly and turn them into concise points with expected outcomes.
• Experience working within a CRM.
• Ability to work effectively in a heavily matrixed organization.
• Continuous improvement mindset with ability to identify needs and implement change.
• Bi-lingual skills are a plus.
• Demonstrated ability to establish key relationships with business leaders and develop strong credibility.
• Sound analytical acumen and ability to execute sales metrics.
• Ability to collaborate with the business and broader national sales teams proactively and continually.
• Experience in interfacing with international audiences and cross-office teams
• Excellent communication skills both oral and written. Must demonstrate ability to effectively communicate and work across all levels of the organization.
• Ability to maintain a high level of confidentiality and work with highly sensitive data and information.
• Excellent organizational skills and ability to multi-task while working against tight timelines.
• Attention to detail and commitment to get things done and getting them done well.
• Ability to be resourceful and forward thinking.
• Ability to identify the clients' needs.
• Support for the concept of a CCRC.
• Time management skills.
• Business mindset, with ability to proactively seek out opportunities to better the business

#Corporate

Compensation Pay Range:

$88,908.00 - $128,635.00 per year

Reasonable Pay Estimate

A reasonable estimate of the pay range for this position is $88,908.00 - $128,635.00 per year. There are numerous factors taken into consideration in determining the actual offered rate of pay, including but not limited to: job-related qualifications, experience, skills, education, geographic location, and consideration of internal and external equity.