Southwest Regional Director of Sales

General Purpose

The Regional Sales Director is a key leadership role responsible for overseeing and managing the sales performance within a designated region. The primary objective of the role is to coach, inspire, and support a team of local leadership, including the executive director and sales leader, to achieve targeted sales occupancy and revenue goals.

The Regional Sales Director plays a crucial role in driving sales success within the designated region. By providing guidance, support, and inspiration to the sales team, they contribute to achieving targeted sales goals and ensuring long-term business growth.

Essential Duties

BUILD SALES CULTURE

• Local Sales Culture - Work closely with local leadership teams to ensure each location has an optimized sales culture aligned with overall objectives, systems and resources and sales goals.
• Work with community sales director to "lead through influence"

KNOW YOUR NUMBERS

• Sales Strategy - Develop and implement effective sales strategies and tactics to drive occupancy and revenue growth in the region, aligning with overall company objectives.
• Goal Setting - Collaborate with the VP, RDO, executive director and sales team to set clear, challenging, and achievable sales targets, ensuring they are aligned with the overall sales goals and objectives.
• Performance Monitoring - Regularly monitor and analyze sales performance metrics, including revenue, sales activities, and pipeline management, to identify areas of improvement and take appropriate actions.
• Sales Forecasting - Work closely with the sales team to develop accurate sales forecasts and participate in the development of the annual sales budget.

SYNERGIZE THE SYNERGY TEAM

• Work closely with your Regional DDO and Regional Clinical Director to model leadership for the community team and collaborate on areas of improvement across all departments, set and take appropriate actions
• Sales Support - Collaborate with internal departments, such as marketing, product development, and customer service, to provide necessary support and resources to the sales team, ensuring smooth operations and customer satisfaction.

COACH SALES LEADERS INTO SALES CHAMPIONS

• Develop deep understanding of the Pillars of Success for the community sales director role
• Coach for Success - Establish a routine Coaching Call (weekly or EOW) with each sales leader to invest in, develop and support a high-performing sales team by providing guidance, coaching, and mentoring to ensure individual and team success.
• Relationship Management - Work closely with the sales team to show them how to build and maintain strong relationships with key customers, partners, and stakeholders to drive business opportunities and ensure customer satisfaction

SITE VISIT EXCELLENCE

• Work with RDO and PACS Senior Living sales leadership to establish regular cadence of site visits, being flexible as business needs change.
• Establish well thought out agenda following the site visit excellence checklist
• Performance Evaluation - Participate in regular performance evaluations and provide constructive feedback to the local leadership and sales team, identifying areas of improvement.

EQUIP AND EMPOWER COMMUNITY TEAMS

• Training and Development - Identify training needs and provide ongoing training and development opportunities to enhance the executive director and sales directors' sales skills and capabilities.
• Ambassador Training - Work with community ED to host routine Ambassador Training, ensuring all leadership team members, concierges and other team members are trained in customer service, excellent telephone etiquette, "walk in" and back up tour support.

MARKET INTEGLLIGENCE

• Market Analysis - Stay updated on market trends, competitor activities, customer needs, and pricing and provide insights to the sales team to drive strategic decision-making and effective sales approaches.
• Communicate identified trends and market changes with RDO and PACS Senior Living sales leadership

TRAVEL

• Employee must be able to travel a minimum of 50% to support assigned region.

SKILLS

• Demonstrated sales closing skills with a consistent record of high occupancy results.
• Collaborative team player able to establish effective working relationships with team members.
• Demonstrated experience in promoting a high level of customer service and hospitality towards and among all residents, associates, and visitors.
• Self-motivated to accomplish goals with a strong sense of accountability for results.
• Possess an appreciation of seniors and an understanding of the aging process.
• Must possess a general knowledge of laws and restrictions regarding Assisted Living, Memory Support and dependent Living (where applicable), as well as a solid understanding of opportunities and limits of other levels of care within senior living.
• Strong leadership and coaching skills with a track record of successfully managing and motivating sales teams.
• Excellent communication and interpersonal skills to effectively collaborate with internal and external stakeholders.
• Results-oriented mindset with a focus on achieving sales targets and driving revenue growth.
• Strong analytical and problem-solving abilities to identify sales opportunities and develop effective strategies.
• Proven ability to build and maintain relationships with clients, partners, and stakeholders.
• Willingness to travel within the region as required

Supervisory Requirements

• This position does not have any supervisory responsibilities.

Qualification

Education and/or Experience

Bachelor's degree in business administration, marketing, or a related field or combination of education and experience. Proven experience as a sales manager or in a similar role, preferably in the same industry or related field. Demonstrated sales closing skills with a consistent record of high occupancy results.

Language Skills

Ability to read technical procedures. Ability to read and comprehend policy and procedure manuals. Ability to effectively present information and respond to questions from managers, coworkers and families. Demonstrated experience in promoting a high level of customer service and hospitality towards and among all residents, associates, and visitors. Demonstrated communication excellence, verbally and in writing; comfortable presenting to large groups.

Mathematical Skills

Ability to apply concepts such as fractions, percentages, ratios and proportions to practical situations. Familiarity with sales performance metrics.

Reasoning Ability

Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.

Certificates, Licenses, Registrations

Not Required.

Physical Demands

To excel in this role, it is crucial for the employee to be prepared for the possibility of working with residents who may exhibit disruptive behaviors, including verbal or physical contact issues. The physical demands outlined below are indicative of those essential for job performance, and reasonable accommodations can be arranged to facilitate individuals with disabilities in carrying out these vital functions. In the course of performing job duties, the employee will routinely engage in activities such as sitting, standing, walking, using hands to handle and feel, reaching with hands and arms, talking, and hearing. Additionally, there may be occasional requirements for crouching and lifting items weighing up to 50lbs. The employee's specific vision abilities should encompass the capacity to see both near and far distances.

Work Environment

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

The noise level in the work environment is usually low to moderate.

PACS is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, protected veteran status, or any other legally protected status.