Job Description
About Discovery Senior Living Discovery Senior Living is a family of companies that includes Discovery Management Group, Integral Senior Living, Provincial Senior Living, Morada Senior Living, TerraBella Senior Living, LakeHouse Senior Living, Arvum Senior Living, Discovery Development Group, Discovery Design Concepts, STAT Marketing, and Discovery At Home. With three decades of experience, the award-winning management team has been developing, building, marketing, and managing diverse senior-living communities across the United States. By leveraging its innovative “Experiential Living” philosophy across a growing portfolio in excess of 350 communities and over 35,000 homes in nearly 40 states, and 19,000 dedicated employees, Discovery Senior Living is a recognized industry leader for performance, innovation and lifestyle customization and, today, ranks among the 2 largest U.S. senior living operators. The Sales Specialist will support the Regional Director of Sales, Regional Director of Operations and Community Executive Directors by working at various Discovery communities in their effort to achieve greater community occupancy and sales goals. The goal of this position is to support a community during an SLC vacancy and/or work with a community that has occupancy and census challenges to increase occupancy. This position is currently searching for candidate within the ATL & CHI metro region with easy access to an airport. POSITION SUMMARY The Assistant Vice President of Sales (AVP Sales) is responsible for driving enterprise sales performance through leadership, coaching, and execution of sales strategies across assigned regions. This role partners with DSL Sales Leadership to ensure alignment with company initiatives, optimization of sales systems, and achievement of occupancy and revenue goals. ESSENTIAL DUTIES AND RESPONSIBILITIES The following duties are normal for this position. This list is not to be construed as exclusive or all inclusive. Other duties may be required and assigned. Overall responsibility of achieving sales move-in and occupancy budgeted plan for each community; Maintains knowledge of daily census reporting for all communities; weekly and accurate tracks reporting of sales activities, conversion ratios for RDSs and DOSs ( Directors of Sales ) as well as the reporting of Critical Success Factors. 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 as well as reviewing these reports with EDs and Directors of Sales on a regular basis and on every community visit. Coaches, trains, and assists with the management of the DOS, Coordinators and associated sales staff. Coaches for improved performance as necessary to achieve goals. Motivates the regional and community sales staff through effective leadership and positive reinforcement to enhance our culture and improve employee retention. Interviews and screens SLC candidates to ensure those hired meet success criteria and standards for the role. Performs community site visit audits and assessment of all sales processes. Demonstrates proficiency in all aspects of the CRM system/ BI and be able to train RDSs 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 has a complete knowledge of market conditions and competition, as to advise DSL leadership on changing conditions; displays understanding of the organizations “value pricing” program and collaborates with DSL leadership to track and adjust pricing as is necessary. Assures full accuracy and complete integrity in daily, weekly and monthly sales reporting. Reviews and approves commission reports for payment. Educates all new and existing RDSs, DOSs and Coordinators to the standards of the SLC handbook. Ensures ongoing compliance. Visits communities in their region on a regular basis to observe individual and group dynamics. Assists sales team with implementation at community level with sales and marketing programs/strategies. Supports the design and development of educational modules to enhance professional selling skills for each RDS/ DOS to improve the overall effectiveness of their sales approaches. Establishes and maintain compensation plans and yearly renewals for appropriate sales staff. Ensures that all quarterly competitive analysis plans from DOSs are kept up to date an