VP Regional Sales Director

May 2, 2024

Job Description: Regional VP Sales Director

Job Summary

The Regional VP Sales Director role has oversight of the overall sales and marketing efforts for a region of Aegis Living communities. The intention is to achieve optimal census and revenue targets through the following sales related activities: providing strategic sales direction, coaching and training, assisting with proactive business development and holding Marketing Directors accountable through tracking sales activities and results. The Regional Sales Director will have a dotted line accountability of the Marketing Directors as well as Area Marketing Directors within a defined region of Aegis Living communities. The Regional Sales Director is a member of the Regional Sales team, contributing both sales and community marketing knowledge.

Job Duties & Functions:
• Oversight of Marketing Directors and Area Marketing Directors at communities within the defined region, partnering with the General Managers
• Build strong General Manager and Operations partnerships to help set Marketing Directors up for success; resolve community level sales issues brought forth in partnership with the Operations team
• Work closely with Marketing Directors to achieve budgeted sales KPI’s to include: census, sales conversion targets and community fees/rent and care revenue
• Monitor move-in/move-out pace to ensure communities are achieving census targets
• Ability to articulate and analyze trends, provide accurate forecasts, report financial performance of communities within the region
• Work with Marketing Director to monitor the competition and become the community AL/LN expert
• Evaluate pricing strategies and recommend pricing changes when necessary, in conjunction with the Operations and Finance teams
• Evaluate and coach Marketing Directors as part of talent development, defining clear performance and developmental plans, through collaboration with General Managers
• Schedule regular site visits to communities to ensure consistency in sales best practices and achievement of sales metrics and goals
• Continuously coach and train on the sales processes consistent with Aegis philosophy
• Assist with on-boarding and training of new Marketing Directors and General Managers
• Assist in developing and implementing strategic sales action plans and sales related activities
• Understand rental agreements and be able to negotiate terms and conditions
• Attend and/or conduct daily/weekly/monthly meetings and any other functions required by management
• Participate in senior leadership meetings and Blue Moon ownership meetings as necessary
• Develop a full working knowledge of operations, nursing and care in the community, with the ability to articulate and understand during the sales process
• Maintains professional working relationship and promotes open lines of communications to achieve initiatives with other internal departments
• Travel will entail the following: community visits, care shifts, outside sales calls, industry events
• Facilitate initial leads for communities in the pre-opening phase prior to the assignment of a Marketing Director or open Marketing Director positions
• Assist in conducting proactive outreach to the local community residents, leaders and organizations, referral partners, local physicians, hospitals, skilled nursing facilities

Education and Experience:
• At least 10 years of sales experience, experience working in a service-related industry desired, experience working in hospitality sales and/or health care sales is a plus
• At least 5 years sales experience managing a regional sales team desired
• A 4-year college degree and at least 2 years of related experience; or a 2-year college degree and at least 4 years of related experience
• Must possess highly developed verbal and written communication skills to frequently negotiate, sell and influence other internal personnel
• Must have thorough experience with professional selling skills with a consistent track record of achieving targeted sales results and exceeding goals
• Must be proficient in general computer knowledge, primarily with Microsoft Office products and various CRM tools
• Must be able to work independently and simultaneously manage multiple tasks, strong organizational and presentations skills
• Must be able to work with and understand financial information and data
• Must have the ability to travel locally to attend industry events and networking events, conduct outside sales calls
• Must have a valid driver’s license in the applicable state
• Must be willing to take a 2-step TB test