Regional Director of Sales – Southeast US Region

The Regional Director of Sales (DOS) – Southwest US Region manages the sales process for a group of communities in an assigned geographic region ensuring that company sales goals are met. The DOS works with the Vice President of Operations (VPO), General Managers (GMs) and Community Relations Directors (CRDs) to develop and execute on sales and marketing plans with the goal of optimizing revenue through occupancy and rate management. Adheres to the customer service philosophy by providing excellent customer service to team members, residents and their families as defined by Merrill Gardens policy.

Essential Duties and responsibilities

Sales Management

• Accountable for oversight of the sales process with the goal of achieving budgeted revenue, specifically via occupancy and rate management.
• Assures competitive shops / market analysis are accurate and reported on time and conducts competitive shops as needed. Makes recommendations and develops strategy for each community’s market position based on competitive shops. Aids in the development (and execution) of sales and marketing plans with each local team.
• Monitors CRDs to determine effectiveness of implementation of strategies and tactics. Is responsible to make any necessary changes to plans.
• Monitors CRM database to ensure it is accurate and viable.
• Reports progress of goals to Senior Management, VP of Operations and General Managers of the assigned region.
• Responsible for ensuring that reports are accurate and received by deadlines.
• Responsible for recommendations to Vice President of Sales and Senior Vice President on rate and incentive programs.
• Uses report data to monitor progress and set weekly goals to achieve success.
• Own referral agency contracts and vendor relationships.
• Own commission calculations and structures.

Training

• Accountable for training GMs and CRDs in the Company way of planning and managing the sales and marketing process.
• Oversees all competitive shops and teaches CRDs how to use competitive shop information in their sales process and strategy development.
• Coaches GMs and CRDs in the development of sales and marketing plans.
• Trains GMs and CRDs on how to overcome objectives and close a sale.
• Encourages participation in professional development activities.

Corporate Liaison

• Represents Merrill Gardens to community staff.
• Represents Merrill Gardens in the market areas where communities are located.
• Recruits new CRDs and works with VP of Operations on other key hires at community level as requested.
• Attend local, national and regional networking events.

Job Qualifications

Education:

• College degree preferred.

Experience:

• Must have 5-7 years of sales and/or sales management experience.
• 1-2 years of management experience preferred.
• Industry experience preferred.

Travel:

• Local and National travel is required 50-75% of the time.

Job Type: Full-time

Additional Compensation:

• Bonuses

Work Location:

• Multiple locations
• Fully Remote
• On the road

Benefits:

• Health insurance
• Dental insurance
• Vision insurance
• Retirement plan
• Paid time off