Vice President of Sales (Senior Living) at Discovery… · Tampa

POSITION SUMMARY

The Vice President Sales is responsible for leading sales advancement across various management companies, national and regional brands (large national brand or multiple regional brands) The primary responsibility of this position is to provide guidance, leadership, and management to all Sales leadership with management company partnership in the execution of the established sales system to achieve desired occupancy and net revenue outcomes. This position is designed to work closely with numerous stakeholders including operations, sales and marketing to achieve sales quality standards, optimize revenue, and ensure the sales system is followed without deviation. This position reports to the SVP of Enterprise Sales and leads all sales leadership within assigned management company indirectly.

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.

Sales Strategy & Tactics

• In collaboration with the SVP Sales, develop, design, and execute sales strategies for the enterprise.
  • Pricing
  • Sales Incentives
  • Competitive Analysis and proper market position
  • Pay for Performance Sales Team Member compensation planning.
  • Innovation in the senior housing industry
• Utilize metrics and results to identify and address sales opportunities to develop solutions to increase sales.
• Collaborate with Business Intelligence team to continuously improve the sales optimization programs to increase sales revenue.

Sales Leadership

• Lead management company leadership in sales system interaction, enablement, and engagement
• Engage with Capital Partner leaders to instill confidence in delivering results:

i. Monthly results presentations

ii. Sales information requests

iii. Follow up questions, communication, and relationships building.

• Contribute to the sales areas of the Learning and Development department.

Marketing Partnership and Collaboration

• Maintain congruency with marketing / sales campaigns and promotions.
• Day to Day collaboration with VP Marketing to maximize lead generation and conversion.
• Create specific community positioning of each lifestyle option that make sense and deliver the desired outcomes.

Sales Optimization and Assimilation Engagement

• Connect and communicate with Business Optimization and Assimilation leadership to ensure smooth transitions into the establish management structure.

New Product Sales Support

• Present sales subject matter expertise to the expansion of new products
• Participate in teams for the purpose of creating new products.
• Be the voice of sales as new products are beginning to be developed.

Operations Partnership and Collaboration

• Partner with operations leaders in the planning and execution of sales / ops programs.
• Present compelling cases for cap ex items creating the right ROI; rate increases and occupancy gains.

Enterprise Sales Strategy Support

• Participate and contribute to the enterprise VST creation and execution.
• Continue to enforce enterprise sales system compliance and enhancements.

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, marketing, or related field.
• Master’s in business administration, preferred.
• 5 – 7 years’ sales leadership.
• 5 - 7 years Senior Living sales experience.
• Project management experience desired.

Knowledge, Skills, and Abilities:

• Language Ability:
  • Ability to communicate effectively in writing and verbally at all levels of the organization.
  • Ability to read and interpret documents, including procedural manuals and training materials.
  • Ability to write reports and correspondence communication.
• Mathematical Skills:
  • Ability to add, subtract, multiply, and divide in all units of measure, using whole numbers, common fractions, and decimals.
  • Ability to compute ratios, percentages, and comparisons to properly evaluate data.
• Cognitive Demands:
  • Ability to apply common sense understanding to carry out instructions furnished in written, oral, or diagram form.
  • Ability to deal with problems involving several concrete variables in standardized situations.
• Computer Skills:
  • Ability to use Microsoft Windows, preferably Microsoft 2010 or higher, including Word, Outlook, and Excel. Ability to the Internet for research and education purposes.
  • Ability to learn and effectively use customer relationship management software.
  • Ability to learn and effectively use Contact Center software.
  • Ability to learn and effectively use a learning management system.
• Competencies:
  • Strong Leadership to successfully lead people in a complex sale environment.
  • Solution Driven to design and implement solutions to problems and obstacles that arise with little to no supervision.
  • Discernment skills to balance team and individual priorities.
  • Exceptional communication skills to convey updates and initiatives to key stakeholders.
  • Ability to facilitate and present learning information to a wide range of audiences.
  • Detail oriented and excellent organizational, time management and follow-through skills.
  • Must demonstrate good judgment and decision-making skills.
  • Commitment to support organizational goals and values.

ENVIRONMENTAL ADAPTABILITY

• Works indoors in a climate-controlled setting.
• Travel up to 35% of the time as needed to successfully complete all essential duties and responsibilities.
• Possible exposure to chemicals as identified in the MSDS Manual.

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 employee is regularly required to sit and talk or hear. The employee is frequently required to stand, walk, and use hands to finger, handle, or feel. The employee is occasionally required to reach with hands and arms and stoop, kneel, crouch, or crawl. The Team Member must regularly lift and /or move up to 10 pounds and occasionally lift and/or move up to 25 pounds. Specific vision abilities required by this job include close vision.