Regional Director Sales

COMMUNITY NAME
Community Support Office

JOB OVERVIEW
The Regional Director of Sales & Marketing (RDSM) is responsible for sales & marketing support and analysis for the region as well as providing direct sales oversight for assigned focused communities. The RDSM will have a concentration on the overarching strategic priorities:

Attract, retain and develop top talent

Provide innovative, incomparable, outstanding and consistent care & services

Maximize profitability through revenue generation and expense control

Retain and enhance the Sunrise culture

Responsibilities include driving the selection and on-boarding process for the Directors of Sales (DOS), providing skills development to the DOS leader, providing sales management development to the Executive Directors (ED) and using external and internal data to assist the communities in creating and implementing effective sales and marketing strategies.

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:

People

Ability to attract, hire, retain and develop top talent.

Applies the DOS profile and selection process; is instrumental in selecting and onboarding DOS leaders.

Works effectively within a matrix organization

Guides the communities in proactively building relationships with internal and external business partners such as but not limited to team members, residents, family members, major referral sources in the service area and vendors

Supports the communities in proactively building, maintaining, and leveraging key relationships to achieve sales objectives

Coaches community teams to obtain a full understanding of customers’ needs, issues and expectations during the initial discovery period, and ensures they continue to validate and act on this information throughout the relationship

Influence and coach operations partners at the community and regional level

Proactively confronts and manages difficult issues, makes bold decisions with a sense of urgency.

Product & Profit

Applies knowledge of all Sunrise products and services including their individual features, and the benefits they bring to residents and family members.

Knowledge of current and evolving state/provincial laws and regulations which impact Sunrise’s move-in and move-out criteria.

Reinforces sales initiatives as communicated by the Vice President of Sales and Marketing.

Provides marketing leadership for quarterly / semi-annual marketing plan.

Conducts comprehensive sales reviews/site visits with communities in the region.

Understands & champions the Sunrise sales process, leverages multiple revenue drivers.

Drives implementation of External Business Development (EBD) strategy as designed in conjunction with VP, Director of Operations, Executive Director and Director Community Relations.

Creates winning market strategies that address lead generation, external business development, pricing, & competitive analysis which result in increased occupancy and revenue

Monitors and leverages business / financial intelligence reports for planning and strategic decision making.

Applies Sunrise budgeting and capital expenditure policies and procedures.

Understands the internal cost associated with all Sunrise programs and levels of service.

Collaborates with regional and community teams to generate options to achieve sales objectives, considering their impact on both the organization and the customer.

Understands competitive opportunities & threats,

Processes & submits expenses and budget data timely per Sunrise policies and internal business controls.

Training, Leadership & Team Member Development

Overall sales management of the region, including but not limited to: talent selection, on-boarding, development and coaching of Directors of Sales and Executive Directors

Actively develops high potential team member’s competence and confidence so that they may assume greater role of responsibility or scope while limiting risk to the organization

Partners in the delivery and participation in Sunrise University Training and self-study programs during the required timeframe,

Develops a working knowledge of State/Provincial regulations that impact move-in and move-out criteria, ensures compliance through supervising & coaching team members

Contributes to timely performance appraisals with meaningful conversations

Holds team accountable and corrects actions when necessary and documents

Other

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.

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.

Five (5) years sales management experience (or related experience with Sunrise); healthcare industry

Preferred.

Supervisory and management experience including hiring staff, coaching, performance management daily operations supervision, discipline, and counseling.

Demonstrates understanding of the overall senior care market and Sunrise’s unique niche in that market.

Possess a working understanding of day-to-day field community operations.

Overall knowledge of Profit & Loss (P&L) business management concepts.

Understands & demonstrates the Sunrise business model & value proposition as a management services company with fiscal accountabilities to multiple owners & stockholders.

Exceptional analytical skills with the ability to link information to action and results.

Able to travel in geographic area, ability to handle multiple priorities.

Ability to delegate assignments to the appropriate individuals based on their skills, roles, and interests.

Possess written and verbal skills for effective communication and the ability to facilitate group presentations

Demonstrate good judgment, problem solving and decision making skills.

Proficient in computer skills, Microsoft Office (Windows, Outlook, Excel) & Sunrise applications with the ability to learn new applications.

As applicable, Sunrise team members who drive a Sunrise vehicle must review and sign the Driver job description, understand the key essential duties for safety & regulatory compliance.

Ability to work weekends, evenings, flexible hours, available for our customers at peak service delivery days and times.

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