Regional Vice President of Sales

Job Summary / Position Overview :

The Regional Vice President of Sales & Marketing is a highly motivated sales professional focused on driving occupancy and revenue in the region they support.

The VPSM will develop and cultivate strong relationships with the teams they support and the discipline partners they align with in order to achieve Arbor company goals and objectives.

The VPSM will work closely and under the guidance of the Senior Vice President of Sales and Marketing on company initiatives, assigned projects, programs and efforts to provide the sales force with the best tools, resources and processes to achieve occupancy and revenue goals.

The VPSM will also oversee and guide the sales mentor program

Key Duties and Responsibilities :

The Vice President of Sales & Marketing duties consist of the following :

• Develop plans and strategies for census and revenue growth as well as achieving company sales goals
• Create a culture of success and goal achievement
• Act as a mentor and resource for SCCs
• Mentor and train Senior Care Counselors and Executive Directors using the CRM and other resources to oversee and supervise sales and marketing operations
• Take a lead support role in assessing the local market and developing a marketing plan tailored to the region / community supported to enable the ability to sell the community by advancing leads through the sales process with the objective of reaching and maintaining budgeted occupancy and revenue goals
• Review marketing budgets and understand / influence the spending to ensure dollars are allocated appropriately to meet occupancy goals
• Observe SCC performance : lead database callouts, tours, retours, EBD visits
• Provide constructive feedback to SCCs to improve sales performance
• Create sales performance improvement plans as necessary
• Conduct thorough site visits to include but not limited to community walk through, enter and exit with Executive Directors to give support and gain understanding of their needs, review pre-call plans for top 10 and hot leads as well as recent and scheduled EBD visits, marketing plan execution, review of site visit report and analytical reports from Vitals such as the Occupancy Trend and Productivity reports
• Work with Executive Directors on apartment readiness, apartment inventory mix, model rooms and community appearance
• Ensure All Star Line Up sheets are done and executed each day
• Gold Star First Impressions program is in place
• Arbor Move In checklist is being used by all departments to ensure smooth move ins.
• Provide and support sales training of community department heads
• Evaluate competitive landscape visiting competitors at least 1 time per year; ensure CMA’s are completed accurately
• Work with Operations Partners to create and implement pricing strategies that reflect market intel and drive occupancy and revenue growth
• Recruit, interview and support hiring of SCCs using the established process and assessment
• Manage newly hired SCCs progress through the on-boarding checklist, assign to a mentor, enroll in Vitals training and Perspectives sales training
• Create an environment of partnership between ED and SCC at the community level to promote sales productivity and sales talent retention
• Provide recognition of outstanding SCC performance
• Maintain a positive relationship with all support partners leveraging each other’s expertise to remove obstacles
• Partner with the community team and marketing support team to ensure proper branding and messaging of Arbor materials is used to support lead generation and occupancy growth
• Maintain a relationship of trusted advisor, partner and collaborator with all ownership groups

Success in this role is measure by :

• Meeting established metrics and goals expectations for the communities they support
• Synergy and collaboration efforts within the community / discipline support partners
• Increased occupancy and revenue; achieving / exceeding budgeted occupancy / revenue
• Positive brand reputation in marketplace
• Controlled SCC turnover
• Effectively rolling out initiatives with buy in from all interested parties

Qualifications :

• Bachelor’s degree is preferred
• At least two years’ experience in multi-site senior living sales with a proven track record of success in growing occupancy, revenue and metrics
• Ability to develop creative and strategic plans that incorporate outreach development and purposeful event planning
• Lead management practices that net advancing the sales process to meet occupancy goals
• Awareness of issues and trends affecting the industry
• Basic knowledge of computer systems particularly Outlook, Excel and Word and use of a CRM system

The Arbor Company , based in Atlanta, GA, manages more than 40 senior living communities in ten states with more in the pipeline.

In business for over 30 years, we have established a national reputation as a leader in senior care independent living, assisted living, and memory care.

We are a fast-paced and growing company that thrives on a culture of deep mutual respect and accountability. The tenure of our executive team, including community-based leaders, is exceptional.

We are dedicated to the seniors we serve, their families, and to each other. Our culture is unparalleled and a terrific fit for self-motivated, creative, and dedicated leaders with a passion for senior care.