ABOUT THE JOB The National Director of Sales reports to the Chief Customer Officer and is responsible for building a sales strategy and organizational capabilities and culture that result in us meeting our revenue and occupancy goals. This role has direct accountability for sales results through building and achieving a sales plan across our national portfolio of 139 senior living communities and has a matrixed leadership role to our operations organization. In this data-driven role, you will develop a national strategy to includes census, incentives, and rates while executing our corporate marketing initiatives and robust commitment to lead nurturing. You will manage team of Regional Directors of Sales & Marketing who will drive the sales & marketing plans of each community and have a strong partnership with our operations teams to influence the sales strategy in a matrixed environment. You will also manage and leverage a small but growing team of advisors in our Welcome Center who serve as the initial point of contact select communities. In all that you do, you will strengthen our belief that everyone sells, and happy team members make happy residents.
ABOUT YOU - Purpose and Meaning - You have an authentic connection to our vision, mission and values that helps you advance our culture and keep People First at all times.
- Advancing Others - Whether it's for our customers or team members, you are known as someone committed to advancing others by supporting their continuous growth and leading them to achieve results. You get it - positive team experiences lead to incredible customer moments.
- Operational Excellence - You are a systems thinker who encourages a mindset of continuous process improvement and outcomes, believes that ideas can come from everywhere and empowers people to find ways to improve how and what we deliver for our customers and each other.
- You Are Accountable - to our team, our customer and our brand(s). You believe that how we achieve results is just as important as what we accomplish together.
- Let's Do This - Fast is as slow as we go. You thrive on maintaining the focus on what's providing the results needed while making strategic adjustments when needed all while managing multiple priorities, projects and competing demands and helping others anticipate and embrace what's next.
WHAT YOU WILL DO Manage and Lead the Sales Department - Responsible for leading a regional sales & marketing team with matrix oversight of community-based sellers, establishing metrics, standards, training, coaching and performance development. This includes:
- Creating and implementing weekly "metrics of success" to guide the daily and weekly focus of the sales team to achieve our budgeted occupancy targets.
- Directing corporate and regional sales plans by crafting solutions to occupancy challenges and making adjustments monthly, quarterly and annually to achieve budgeted results.
- Fostering collaborative and goal-oriented relationships between Executive Directors, Regional Directors of Sales & Marketing, and Regional Directors of Operations to meet critical success factors within each region/community.
- Working collaboratively with the marketing department, ensure effective communication, roll-out and implementation of corporate marketing initiatives.
- Promotes an environment designed to develop, train, coach, and mentor sales professionals throughout the organization to achieve budgeted results.
- Holds regular calls and meetings with Regional Directors of Sales & Marketing and Welcome Center Advisors to ensure effective communication, collaboration, and team building.
- Spends quality time in the field providing guidance and support to regional and community-level members.
- Hires and retains talent that is aligned to the goals and mission of the organization.
- Builds strong collaborative teams and leads our values by example.
- Establishes clear goals and expectations for team that advance organizational goals.
- Provides constructive feedback to reinforce positive behaviors and redirect team members as needed.
- Encourages open dialogue with team members about growth and development opportunities to help them reach their full potential.
Develop, Design, Implement and Promote the Company's Sales Vision and Strategy - Develop and articulate a holistic national sales strategy that is aligned with business priorities to drive standards, ops excellence and sales enablement.
- Lead and activate a cross functional team to drive strategic focus and good outcomes.
- Ensure we have the right metrics and data that tell the story of how we are performing against sales.
- Understand business drivers and the ability to show connections between actions taken and results achieved.
- Analyze both internal and external reports to identify and take action on portfolio trends and to drive RDSM regional outcomes
- Responsible for the overall sales strategy plan for all service types, across the organization.
- Fosters and promotes a sales culture throughout the company.
- Supports business growth by enhancing brand equity, awareness and competitive positioning within the marketplace in partnership with marketing.
- Oversees the development and enhancement of CRM database to ensure alignment with sales processes, adopting from the field for data integrity, etc. for prospecting and retention.
- Develops and maintains programs for sales effectiveness including sales training and coaching.
- In partnership with marketing leadership, tracks and assesses metrics and success criteria for all sales programs and activities.
- Institutes controls to ensure that community level sales and marketing efforts are fully consistent with Five Star's overall sales and marketing plans.
- Establishes and maintains relationships with industry influencers and key strategic partners.
THE EXPERIENCES AND SKILLS YOU'LL BRING - Bachelor's degree in Marketing, Business or related field required.
- 10+ years sales and marketing experience senior living, multi-unit housing and hotel/hospitality, responsible for developing and effectively executing sales strategy at an enterprise level.
- 5+ years in a corporate-level leadership role for a large, national multi-unit operations; prior experience in a role preferred.
- 5+ years of direct management experience, leading a team of sales & marketing professionals.
- Exceptional track record of developing and implementing sales strategies in partnership with marketing leadership that have consistently met or exceeded planned objectives.
- Strong leadership and management skills and success in building and leading a results-driven team of sales professionals.
- Extremely effective public speaking and formal presentation skills.
- Solid data acumen, strategic planning, problem solving and relationship building skills.
- Strong communication, planning and organizational skills.
- Proven ability to work collaboratively with other department heads and team members at all levels of a complex matrixed organization to create a team-oriented environment.
- Highly effective time management skills and ability to multi-task efficiently.