Director of Sales & Marketing

New Yesterday

JOB OVERVIEW The Director Sales & Marketing (DSM) is responsible for overseeing and supervising the sales and marketing operations. The DSM is delegated significant and discretionary powers for the marketing and sales planning and execution for the community. Individuals are expected to customarily and regularly exercise discretion and independent judgment in administering the business affairs of their community that relate to marketing and sales. The DSM takes the lead in assessing the local market and developing a marketing plan tailored to the particular geographic region in which the community is located and will be able to sell the community by advancing leads through the sales process with the objective of reaching and maintaining budgeted occupancy and revenue goals. RESPONSIBILITIES & QUALIFICATIONS
Essential Duties
As a part of the Sunrise team, supporting our Mission, Principles of Service and Core Values is a fundamental part of this job. Our foundational belief is the sacred value of human life. The unique responsibilities for this role include but are not limited to the essential functions listed as follows: Marketing and Sales
Study the market, create and implement a dynamic, successful Sales Plan. Adhere to the community marketing and sales budget. Use discretion and independent judgment in identifying referral sources and determining how much time to devote to particular marketing strategies. Develop strategy for each prospect from initial inquiry through the final decision. Plan each customer interaction and communicate plan that involves community team during customer presentations. Maintain a thorough working proficiency of Customer Relationship Management lead tracking database and documents all interactions with prospective residents, families, and professionals. Monitor effective computerized lead tracking system usage by the team. Keep all records current on a computerized lead tracking system. Build customer focused relationships by advancing the lead through the sales process and gaining customer commitment. Ensure that all team members in the community understand that sales is everyone’s responsibility and are knowledgeable and trained in their role of Marketing and Sales. Provide sales leadership by ensuring that all team members in the community understand that sales is everyone’s responsibility and are knowledgeable and trained in their role of Marketing and Sales. Conduct weekly strategy and advisory meetings with the Executive Director (ED) and update the Marketing Plan during ED/DOS meeting. Submit timely weekly Flash Reports (sales results). Set clear expectations for sales team; coach and provide regular, documented, feedback on performance. Driving Revenue
Strive to meet or exceed targeted occupancy and sales. Leverage multiple revenue drivers (pricing, inventory, services, that drive the top line. External Business Development
Generate leads and move-ins from targeted referral sources. Plan and execute regular or consistent presentations to professional referral sources. Identify referral sources through site specific research. Plan call objectives and ensure all members of the sales team do the same. Articulate the benefits of referring to Sunrise Senior Living. Lead the monthly Business Development Committee Meeting. Coach the sales team and help develop their external business development skills. Promote Sunrise Senior Living within the local community. Marketing Strategy
Create and update Quarterly Sales Plan at least once a week. Implement Marketing Plan and delegate duties to the sales team. Review the Sales and Marketing Plan weekly at required ED/DOS meeting. Conduct bi-annual competitive market research ranking and analysis and accurately report data on the competitor tracking form. Understand competitive opportunities and threats and present strategic alternatives to combat these to the ED and Regional Director of Sales. Demonstrate a strong understanding of the senior care market and Sunrise’s niche in that market, especially the local competitive environment. Demonstrate a thorough knowledge of each neighborhood and type of care offered at the community and is able to fill in for any Director of Sales position as needed. Resident Focus
Attend stand up meeting daily and learn about pertinent information and any residents’ physical and behavioral changes as well as sales and marketing inquiries. Financial Management
Assist in the presentation and value of Sunrise’s products and services for our residents, families, team members, and targeted referral sources. Understand and manage the department budget to include labor/labour and other expenses and understand its impact on the community’s bottom line. Review monthly financial statements and implement plans of action around deficiencies. Process and submit monthly expenses and budget data timely per Sunrise policies and internal business controls. Coordinate with the community team to achieve maximum staff economies and cross training when applicable. Understand the internal cost associated with all Sunrise resident care programs. Risk Management and General Safety
Partners with community leadership to ensure community is in compliance with national/provincial regulations pertaining to occupational health and safety requirements and promotion of Risk Management programs and policies; adherence to safety rules and regulations. Practices safety procedures at all times including Personal Protective Equipment (PPE), fire extinguishers, Safety Data Sheets (SDS) and Lockout Tagout. Training, Leadership, and Team Member Development
Manage the department, including but not limited to: recruiting, hiring, training, coaching, monitoring, and disciplining. Partner in the delivery and participation in Sunrise University Training and self-study programs during the required timeframe. Develop a working knowledge of state/provincial regulations and ensure compliance. Achieve the Team Member Engagement goals and actively lead in the Engagement Improvement Planning sessions. Complete team member staffing and scheduling according to operational and budgetary guidelines and community needs. Review daily timekeeping practices and payroll reports to ensure all hours worked are recorded and appropriately paid. Conduct timely performance appraisals with meaningful conversations. Hold team accountable and correct actions when necessary and document. Attend regular meetings; Stand Up, Cross Over, Department Head, Town Hall, Quality Improvement, and others as directed by the Executive Director. Keep abreast of professional developments in the field by reading and attending conferences and training sessions. Maintain compliance in assigned required training and all training required by state/province or other regulating authorities as applicable to this role to ensure that Sunrise standards are always met. Perform other duties as assigned. Core Competencies
Ability to handle multiple priorities Ability to delegate assignments to the appropriate individuals based on their skills, roles and interests Planning and negotiating skills Possess written and verbal skills for effective communication and the ability to facilitate small group presentations Competent in organizational and time management skills Demonstrate good judgment, problem solving, and decision-making skills Experience and Qualifications
College Degree preferred Successful marketing and sales experience Two (2) year supervisory and management experience including hiring staff, coaching, performance management daily operations supervision, discipline and counseling Demonstrates proficiency in computer skills, Microsoft Office (Windows, Outlook, Excel) and Sunrise applications with the ability to learn new applications Willingness to work independently with little to no day-to-day supervision As applicable, all Sunrise team members who drive a Sunrise vehicle must review and sign the Driver job description and understand the key essential duties for safety and regulatory compliance Ability to work weekends, evenings, and flexible hours and be available for our customers at peak service delivery days and times
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Location:
Fort Belvoir
Job Type:
PartTime

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