Key Responsibilities
1. Sales Strategy Development: In collaboration with VP of Sales, creates and executes sales strategies tailored to the region’s market conditions and business objectives. This includes setting sales goals, forecasting, and planning to meet revenue targets.
2. Team Leadership: Managing and mentoring the regional sales team. This includes recruiting, training, and motivating new and existing sales professionals, as well as conducting performance evaluations in collaboration with executive directors and the VP of Sales.
3. Market Analysis: Analyzing market trends, customer needs, and competitive landscape within the region to identify opportunities and threats. This data is used to adjust strategies and improve sales performance.
4. Client Relationship Management: Identifies, explores, researches, and executes potential strategic partnerships with acute and post-acute providers (SNF, home health, hospice, and non-medical providers. Building and maintaining strong relationships with key clients and stakeholders. This includes negotiating contracts, addressing client issues, and ensuring high levels of customer satisfaction.
5. Performance Monitoring: Tracking and analyzing sales performance metrics to evaluate the effectiveness of sales strategies and team performance. Implementing corrective actions as needed to ensure goals are met. Conducts mystery shops as needed.
6. Budget Management: Overseeing the regional sales budget, including managing expenses and allocating resources effectively to maximize return on investment. Oversees move-in goals to achieve budget.
7. Collaboration: Working closely with other departments such as operations (community level and corporate), marketing, product development, and customer service to align sales efforts with overall business strategies and ensure a cohesive approach to achieving company goals.
8. Reporting: Providing regular reports and updates to senior management on sales performance, market conditions, and team progress. This includes highlighting successes and identifying areas for improvement.
9. Process Improvement, Development and Implementation: Able to determine the needs and objectives of a process, design and develop standard operating procedures, and determine resources needed for implementation. Collaborate with other Regional Directors and VP of Sales on process updates and development. Plan and provide necessary training for team to ensure they understand and can effectively carry out new process. Collaborates with marketing team to identify marketing automation needs and sales tools to enhance and optimize sales processes.
10. Product Knowledge. Is the expert in the products represented in the region they support. Understand dynamic customer base and successfully pivots approach as appropriate.
Skills and Qualifications
- Sales Experience: Extensive experience in sales, with a proven track record of achieving sales targets and managing teams. Experience in senior living beneficial.
- Leadership Skills: Strong leadership and team management skills, including the ability to inspire, coach, and develop sales talent.
- Analytical Skills: Ability to analyze market data, sales metrics, and performance reports to make informed decisions.
- Communication Skills: Excellent verbal and written communication skills, essential for building relationships with clients and collaborating with internal teams.
- Strategic Thinking: Capability to develop and implement effective sales strategies that align with the company's overall goals.
- Problem-Solving: Strong problem-solving skills to address challenges and obstacles that may arise in the sales process
