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Director, Regional Sales - Alberta, Career Opportunity in Calgary, Alberta

Job description

Reporting to the Vice President, Operations and Sales, The Director, Regional Sales is responsible for driving sales performance (occupancy and revenue) within the retirement residences in their assigned region.  Balancing working from their home office and traveling throughout the region, the incumbent will be working closely with the Sales Consultant and their supervisor (the General Manager of the home) in each residence to coach and support performance and results.  The Director drives all sales functions in the assigned region to increase revenue and achieve optimal occupancy.  He or she is responsible for recruitment and performance management of sales consultants, understanding the competitive marketplace, achieving quarterly and annual sales goals, and formulating innovative strategies to increase revenue and occupancy.

The responsibilities will include but are not limited to:

  • Working to ensure that Sales Consultants are accountable for maintaining optimal occupancy equal to or better than that approved in the operating budget;
  • Ensuring that Sales Consultants meet their expected sales activity metrics and ratios, that they are proficient in and effectively utilize Chartwell’s sales tools and processes;
  • Planning and prioritizing regional coverage – working from home office or in the residences in a way that balances travel and face time support with virtual leadership (by phone/email);
  • Demonstrating effective sales coaching using various leadership techniques for key activity areas: sales planning, activity management, face-to-face selling skills;
  • Providing Subject Matter Expertise in the discipline of sales and being a role model for Chartwell’s Sales Process when educating, coaching and developing sales consultants;
  • Interpreting metrics to drive results; identifying trends and working with Sales Consultants to interpret and integrate into residence-specific plans;
  • Seeking market intelligence in order to customize solutions and ensuring a strategic approach to business planning;
  • Ensuring full delivery of Chartwell’s sales strategy to increase market share for the organization’s product and service offerings;
  • Liaising with corporate office teams and residences to ensure that national programs are being communicated, implemented and utilized.  Addressing concerns regarding these programs and executing solutions;
  • Actively managing sales talent by partnering with each residence General Manager for all recruitment campaigns and on-boarding of Sales Consultants, and by providing sales-specific coaching and development planning;
  • Partnering with the General Managers in the annual performance review process for Sales Consultants.

The ideal candidates will possesses:

  • 3 to 5 years of progressive management experience in sales including territory management;
  • Experience in the seniors housing or hospitality industry (preferred);
  • Experience working in a sales environment to identify sales trends and achieve established sales targets;
  • Experience interacting with mature adults and seniors in a related setting in a management capacity (preferred);
  • Post-secondary diploma or degree from a recognized institution in marketing, business administration, or a related field;
  • Results Driven: focused on Accountability for Results, with exceptional territory management skills;
  • Strong focus on exemplary customer service and superior communication skills (written, oral, and presentation);
  • Demonstrated business acumen and decision making skills;
  • Deep understanding of the sales process and marketing intelligence;
  • Strong leadership skills with the ability to drive results effectively through people; conflict resolution skills;
  • Budget and Analytical skills:  effectively uses data and metrics; proficiency with MS Office;
  • Interpersonal skills to interact effectively and build relationships with individuals at all levels of the organization, both in the field and at corporate office;
  • Ability to communicate and adhere to Chartwell’s vision, mission, and values;
  • A valid provincial driver’s license and access to a vehicle;
  • The ability to participate in extensive travel.
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