Director of Sales

JOB OVERVIEW

The Director of Sales (DOS) is responsible for the marketing and sales planning and execution for the community. The DOS is delegated significant and discretionary powers to market their community. The DOS takes the lead in assessing the local market and developing a marketing plan tailored to the geographic region in which the community is located and developing a Sales and Marketing Budget. Through the development of a successful Sales Plan, the DOS will sell the community by advancing leads through the sales process with the objective of reaching and maintaining budgeted occupancy and revenue goals.

RESPONSIBILITIES & QUALIFICATIONS

Essential Duties

As a part of the Sunrise team, supporting our Mission, Principles of Service and Core Values is a fundamental part of this job. Our foundational belief is the sacred value of human life. The unique responsibilities for this role include but are not limited to the essential functions listed as follows:

Marketing and Sales

• Study the market and create a dynamic, successful Sales Plan.
• Use discretion and independent judgment in identifying referral sources and determining how much time to devote to particular marketing strategies.
• Develop strategy for each prospect from initial inquiry through the final decision.
• Plan each customer interaction.
• Maintain a thorough working proficiency of Customer Relationship Management lead tracking database.
• Keep all records current on a computerized lead tracking system.
• Build customer focused relationships by advancing the lead through the sales process and gaining customer commitment.
• Ensure that all team members in the community understand that sales is everyone’s responsibility and are knowledgeable and trained in their role of Marketing and Sales.
• Conduct weekly strategy and advisory meetings with the Executive Director (ED).
• Submit timely weekly Flash Reports (sales results).
• Provide marketing and sales leadership to all team members.

Driving Revenue

• Strive to meet or exceed targeted occupancy and sales.
• Leverage multiple revenue drivers (pricing, inventory, services, that drive the top line.

External Business Development

• Generate leads and move-ins from targeted referral sources.
• Plan and execute monthly presentations to professional referral sources.
• Identify referral sources through site specific research.
• Plan call objectives.
• Articulate the benefits of referring to Sunrise Senior Living.
• Participate in and provide reporting resources for the monthly Referral Development Committee Meeting.

Marketing Strategy

• Create and update Quarterly Sales Plan.
• Implement Sales Plan.
• Conduct bi-annual competitive market research ranking and analysis and accurately report data on the competitor tracking form.
• Understand competitive opportunities and threats and present strategic alternatives to combat these to the ED and Regional Director of Sales.
• Demonstrate a strong understanding of the senior care market and Sunrise’s niche in that market, especially the local competitive environment.

Resident Move-In Process

• Review and facilitate the Move-In Packet with the resident and/or family.
• Facilitate and coordinate the Resident Assessment with Resident Care Director (RCD), Assisted Living Coordinator (ALC), Resident Care Coordinator (RCC) and/or Reminiscence Coordinator (RC).
• Oversee and manage the move-in process as outlined in the Resident Move-In and the Suite Readiness checklists.
• Ensure all Sunrise and state/province mandated paperwork and forms are completed on or before the move-in date by the family and/or resident.
• Oversee the resident’s administrative files to ensure they are fully prepared according to Sunrise and state/province specific regulatory requirements.

Financial Management

• Assist in the presentation and value of Sunrise’s products and services for our residents, families, team members, and targeted referral sources.
• Assist the ED in completing the annual community budget.
• Understand and manage the department budget to include labor/labour and other expenses and understand its impact on the community’s bottom line.
• Review monthly financial statements and implement plans of action around deficiencies.
• Process and submit monthly expenses and budget data timely per Sunrise policies and internal business controls.
• Understand the internal cost associated with all Sunrise resident care programs.

Training, Leadership, and Team Member Development

• Partner in the delivery and participation in Sunrise University Training and self-study programs during the required timeframe.
• Develop a working knowledge of state/provincial regulations and ensure compliance.
• Achieve the Team Member Engagement goals and actively lead in the Engagement Improvement Planning sessions.
• Attend regular meetings; Stand Up, Cross Over, Department Head, Town Hall, Quality Improvement, and others as directed by the Executive Director.
• Keep abreast of professional developments in the field by reading and attending conferences and training sessions.
• Maintain compliance in assigned required training and all training required by state/province or other regulating authorities as applicable to this role to ensure that Sunrise standards are always met.
• Perform other duties as assigned.

Core Competencies

• Goal achievement oriented
• Ability to handle multiple priorities
• Planning and negotiating skills
• Possess written and verbal skills for effective communication and the ability to facilitate small group presentations
• Competent in organizational and time management skills
• Demonstrate good judgment, problem solving, and decision-making skills

Experience and Qualifications

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed throughout this job description are representative of the knowledge, skills, and abilities required.

• College Degree preferred
• Successful marketing and sales experience
• Demonstrates proficiency in computer skills, Microsoft Office (Windows, Outlook, Excel) and Sunrise applications with the ability to learn new applications
• Willingness to work independently with little to no day-to-day supervision
• As applicable, all Sunrise team members who drive a Sunrise vehicle must review and sign the Driver job description and understand the key essential duties for safety and regulatory compliance
• Ability to work weekends, evenings, and flexible hours and be available for our customers at peak service delivery days and times