Regional Director of Sales

About LakeHouse Senior Living:

LakeHouse Senior Living, proudly part of the Discovery Senior Living family of operating companies, manages care- and lifestyle-focused senior living communities in Indiana, Illinois, Wisconsin, Pennsylvania, Ohio, and Michigan. Our company, which was built on our “Pillars of Excellence,” employs thousands of vital Team Members and is committed to providing a positive work environment and culture that recognizes their value in providing excellent care for our residents.

POSITION SUMMARY

The Regional Sales Director (RSD) leads community sales teams’ productivity and census building for Discovery Senior Living (DSL). The RSD is responsible for planning, reporting, goal setting, sales process optimization, sales training, CRM training, sales program implementation, and sales compensation administration. The RSD partners with regional and local leadership in the recruiting, selection, and onboarding of sales talent. The RSD is responsible for increasing the effectiveness and performance of the sales team. Reporting to the Sr. Director of Corporate Sales, the RSD works closely with community Executive Directors, Regional Directors of Operations, and corporate team members to focus on the appropriate priorities to ensure the objectives and goals are achieved within the community sales team (Senior Lifestyle Counselors and Coordinators). The RSD role does not manage the SLCs directly but uses influential leadership in partnering with the Executive Director at each community to maximize the productivity of their SLCs.

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Overall responsibility for achieving sales move-in and occupancy budgeted plans for each community.
• Maintains knowledge of daily census reporting for all communities; tracks reporting of sales activities and conversion ratios for SLCs.
• Develops sales strategies to meet or exceed predetermined sales goals.
• Reports on all activities and results to regional operations leaders and the Sr. Director of Corporate Sales weekly, reviewing these reports with EDs and SLCs regularly.
• Coaches, trains, and assists with the management of the Senior Lifestyle Counselors (SLC), Coordinators, and associated sales staff.
• Motivates the sales staff (SLCs) through effective leadership and positive reinforcement.
• Interviews and screens SLC candidates to ensure those hired meet success criteria and standards for the role.
• Performs community site visit audits and assessments of all sales processes.
• Demonstrates proficiency in all aspects of the CRM system and trains SLCs and marketing coordinators.
• Manages the mystery shopping and competitive shopping program.
• Listens to recorded inbound sales calls to coach sales staff at each community.
• Provides Manager on Duty sales training for each community.
• Maintains accurate competition reports for each community and advises DSL leadership on changing conditions.
• Assures full accuracy and integrity in daily, weekly, and monthly sales reporting.
• Educates all new and existing SLCs and Coordinators to the standards of the SLC handbook.
• Visits communities in their region regularly to observe individual and group dynamics.
• Assists sales team with implementation of sales and marketing programs/strategies.
• Supports the design and development of educational modules to enhance professional selling skills for each SLC.
• Establishes and maintains compensation plans and yearly renewals for appropriate sales staff.
• Ensures that all quarterly competitive analysis plans from SLCs are kept up to date.
• Ensures that each Sales Coordinator supports the SLCs efficiently and fairly.
• Other duties as assigned by Supervisor.

Educational Requirements and Experience:

• Bachelor’s degree in Business Administration, Public Relations/Communications, Marketing, or related field.
• Five years of selling experience in a dynamic environment; senior living experience is a plus.
• At least three years of experience in a multi-community/regional sales manager role with supervisory experience.

Benefits:

In addition to a rewarding career and competitive salary, Discovery offers a comprehensive benefit package, including medical, dental, vision, life and disability insurances, paid time off, and paid holidays. Team members are eligible to participate in our outstanding 401(k) plan with company match, our Employee Assistance Program, and accident insurance policies.

No agencies, please. We do not accept any unsolicited resumes from agencies under any circumstances. Thank you.

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