Regional Director of Sales

Job Description

Job Description

Pay starting at $160,000+ per year

This role will cover Arizona, Nevada, Mississippi and Idaho

As a leader in the senior housing industry since 1984, GRACE MANAGEMENT, INC. manages and markets seniors housing in multiple states and is headquartered in Maple Grove, MN.

About Grace Management, Inc.
Grace Management, Inc. is a national leader in senior living, managing communities across the country that offer independent living, assisted living, and memory care. We’re proud to foster a people-centered culture rooted in compassion, connection, and service. At Grace, you’re more than an employee — you’re part of a team dedicated to making a meaningful difference in the lives of residents and their families every day.

Why Grace Management?

Our tagline says it all: It’s not like home. It is home. We’re a mission-driven company dedicated to creating meaningful experiences for residents, families, and team members — and we’re looking for someone who can help bring that story to life in a bold and innovative way. We believe the quality of our communities starts with the people who support them, which is why we’re committed to help nurture a strong sense of belonging and professional growth.

Full-time benefits include:

• PTO (Paid Time Off) and Holiday Pay : Take advantage of paid time off to maintain a healthy work-life balance.
• Daily pay : Get paid daily, providing you with financial flexibility and control over your earnings.
• Health/Dental Insurance
• 401K with discretionary employer match : Plan for your financial future with our 401k program.
• Life Insurance : Company paid life insurance
• Short and long-term disability : Financial security while you recover from an injury that puts you out of work
• Referral Bonuses : Refer qualified candidates and earn rewards
• Tuition Reimbursement : Invest in your education with our support
• Employee Assistance Program : Connecting our employees with resources for handling personal challenges

Summary of Duties of the Regional Director of Sales

The Regional Director of Sales position provides oversight and direction for the Sales & Marketing functions of a region of communities assigned within the Grace Management, Inc. portfolio. The Regional Director of Sales must have the ability to influence, lead, and coach sales teams to successful occupancy and revenue results. The Regional Director of Sales must possess excellent time management skills as well as be self-directed and resourceful. The geographic footprint of the organization is expansive, and this position requires extensive travel.

Essential Functions of the Regional Director of Sales

• Train, coach, lead, and develop Sales Teams to achieve and exceed budgeted occupancy and revenue by community and within assigned portfolio.
• Guide and support the recruitment, hiring, and performance management of community Sales Teams.
• Conduct and document timely in person and virtual sales onboarding training of new Sales Team members as well as Executive Directors.
• Train, continually model, and hold Sales Teams accountable for The ENGAGE Experience™ Sales Process and KPI achievement.
• Analyze and interpret sales and marketing data to develop strategies for successful results. • Communicate clear expectations for Sales Team performance, monitor KPI results, and address timely as warranted.
• Complete KPI results review summary for assigned portfolio.
• Ongoing direction and coaching of Sales Teams in local lead generation strategies and implementation, including but not limited to business development, on-site and off-site events, Good Neighbors, and direct mail campaigns.
• Ongoing modeling and coaching of Sales Teams in lead nurturing and closing sales, including but not limited to modeling and shadowing lead calls and visits as well as utilization of Mystery Shops as a coaching tool.
• Guide communities on timely completion of Semi-Annual Strategic Plans as well as Competitive Marketing Analysis. Monitor to ensure implementation of all strategies, analyze effectiveness of strategies, and adjust as warranted.
• Work proactively with community Sales Directors and Executive Directors in anticipating sales and marketing challenges and collaborating on the development and implementation of solutions.
• Ensure each community features model apartments by style and product type as warranted and within the GMI Model Apartment Guidelines. Purchase and/or order furniture and décor as needed.
• Ensure each community features virtual tour(s), update periodically based upon renovations or other updates as well as market changes.
• Establish a thorough, working knowledge of base rates and care costs within assigned portfolio.
• Support and implement rate analysis/revenue management process with support from SVP of Sales & Marketing and VP of Sales Performance. Provide expert recommendations for potential incentive rates based upon competitive market conditions as well as occupancy and revenue goals. Implement annual market rate increases as well as periodic market rate increases based upon occupancy, product, and unit style.
• Support and provide final approval for community advertising and marketing materials created locally. Ensure GMI’s Brand Style Guide is adhered to as well as inclusion of Equal Housing Opportunity icon and license numbers as applicable and required.
• Support and ensure Sales Teams utilize GMI Sales & Marketing Partners including but not limited to WelcomeHome, Triad, HeartLegacy, Further, and HomeJab.
• Complete community visits based upon need. Ensure community visits are purposeful with an agenda to include the goals of the visit. Provide postvisit summary within two business days.
• Provide expertise and guidance related to each community’s marketing budget, including local advertising and networking opportunities.
• Verify accuracy and approve monthly commissions for Sales Teams timely.
• Demonstrate a high level of organization, attention to detail, and ability to meet deadlines.
• Maintain resident, associate, and community confidentiality and adhere to Residents Rights.
• Build strong, trusting relationships with Executive Directors, Sales Teams, Regional Directors, and National Directors.
• Support the mission, vision, and culture of the organization through positive communication and leadership.
• Additional tasks and duties as assigned.

Knowledge, Skills, Abilities, and Experience

• Bachelor’s Degree in Marketing, Business, Communications, or related field is strongly preferred; equivalent combination of education and experience is required.
• Minimum of five years of relevant senior living industry experience with proven results.
• Minimum of two years of multi-site sales and marketing management experience with proven track record of achieving and exceeding occupancy and revenue goals.
• Proficient in computer utilization including Windows, Office, Word, Excel, Outlook, and CRM database systems.
• Demonstrate excellent oral and written communication skills and proficiency with email processes and etiquette.
• Demonstrate a positive attitude and interpersonal skills to work with various people including associates, residents, families, and professionals.
• Promote positive work environment that emphasizes teamwork.
• Respond positively to constructive feedback by listening to supervisor, customers, and peers and utilize it to improve performance.
• Ability to independently travel frequently throughout region assigned with overnight stays.
• Adherence to the Grace Management, Inc. Sales & Marketing Manual, all Policies and Procedures, and Associate Handbook.
• Completion of drug testing and criminal background check upon hire and upon request of supervisor or Grace Management, Inc. Human Resources.

There is no greater way to elevate your career than by contributing your passion and skill to a senior living community. Grace Management, Inc. is committed to helping nurture a sense of belonging by helping you grow professionally. The quality of our communities is determined by the quality of our employees.