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About DiscoverySenior Living

Discovery Senior Livingis a family of companies that includes Discovery Management Group, IntegralSenior Living, Provincial Senior Living, Morada Senior Living, TerraBellaSenior Living, LakeHouse Senior Living, Arvum Senior Living, DiscoveryDevelopment Group, Discovery Design Concepts, STAT Marketing, and Discovery AtHome. With three decades of experience, the award-winning management team hasbeen developing, building, marketing, and managing diverse senior-livingcommunities across the United States. By leveraging its innovative“Experiential Living” philosophy across a growing portfolio in excess of 350communities and over 35,000 homes in nearly 40 states, and 19,000 dedicatedemployees, Discovery Senior Living is a recognized industry leader for performance,innovation and lifestyle customization and, today, ranks among the 2 largestU.S. senior living operators.

Discovery Senior Living is adding an Area Vice President - Sales Programs to our leadership team at our home office in Bonita Springs, FL.

This is not a remote opportunity.

POSITION SUMMARY

The Area Vice President (AVP) Sales Programs is responsible for leading the sales programs and special projects to advance the overall sales efforts of the department. The primary responsibility of this position is to directly lead and manage the sales training initiatives, the sales contact center, sales analysis and all sales programs that provide support of sales initiatives. This position is designed to work closely with multiple stakeholders in overseeing sales programs, revenue generation and special projects to ensure they meet established standards of performance and achieve established guidelines. This position reports to the VP of Sales and directly manages the Sales Training and Development Director, Sales Contact Center Manager and Senior Sales Analyst.

Responsibilities:

Leads Sales Contact Center

• Coaches Sales Contact Center Manager (SCCM) and on occasion directly coaches Inside Sales Specialist to deliver an exceptional phone and Live Chat experience for the prospective resident to move each prospect along the sales continuum.
• Manages SCCM to meet budgeted expenses while providing the proper coverage in the center.
• Guides SCCM to meet revenue targets and assures accurate and complete community charge backs.
• Partners with SCCM to monitor call and Live Chat volume to create a staffing model that maximizes efficiency and effectiveness.
• Along with SCCM, develops goals and objectives for the inside sales specialist to achieve.
• Works closely with SCCM to analyze contact center data to continuously improve the operations and sales results.
• Collaborates with SCCM to continuously improve the Sales Contact Center processes and offerings.
• Report regular updates, as agreed upon, to the VP of Sales, SVP of Marketing & Sales and other Senior Leaders.

Sales Training and Development

• Collaborates with RDS to evaluate sales talent and make recommendations on hiring, training, coaching, and termination.
• Coaches the Sales Training and Development Director to advance sales training initiatives in support of the regional and community sales efforts.
• Assist with new SLC onboarding at the home office and tracking progress of the SLCs with the Regional Directors of Sales through the first 90 days to ensure expected progress of the new SLC onboarding checklist.
• Provides guidance and support to Sales Training and Development Director on accurate completion of Sales Talking Points, Quick Reference Guides and Monthly Skills Focus.
• Partners with Sales Training and Development Director to create training projects that promote the learning and advance sales skill levels.
• Monitor sales training initiatives to ensure completion with established timelines.

  Sales Programs & Projects 

• Design new sales programs to increase organic revenue and expand new revenue streams for Discovery Senior Living.
• Perform as sales point person in managing outside CRM vendor.
• Provide ownership as sales lead for all sales functions related to new acquisitions.
• Lead multiple sales programs including the Home Sellers Assistance, New Resident Moving, Be Our Guest, and Seasonal Sales Programs.
• Project lead for new sales projects.
• Act as point person and works closely with Business Intelligence in the evaluation and completion of ‘Value Pricing’ at all communities.
• Promotes the completion of multiple discipline programs such as Flex Choice.

  Quality Assurance

• Lead quality assurance initiatives as assigned, leading the Sales Training and Development Director to design QA programs including the mystery shop program and CRM data integrity.
• Prepare and analyze quality reports to present proposed solutions to the Regional Director of Sales and VP of Sales.
• In conjunction with the Sales Contact Center manager, review inbound sales calls to continuously improve the new inquiry experience and upgrade internal processes.
• Create, design and implement quality assurance programs at both the home office and community sales level to advance a more robust sales programing.

  Revenue Generation and Sales Expansion

• Lead the development, evaluation, and methods of data collection for deep analysis.
• Review sales reports of metrics and analyze to create recommendations to the appropriate stakeholders to expand revenue.
• Direct and lead multiple projects to completion independently across multiple departments.
• Utilize metrics and results to identify and address sales opportunities to develop solutions to increase sales.
• Engage with key stakeholders to operationalize Sales KPIs to build the correct measurement tools to guide decision making.
• Lead the Pricing Analyst to achieve desire outcomes through the complete and accurate Value Pricing process.
• Ensure Pricing Analyst has properly engaged with the community and regional leadership to complete the Value Pricing by community.
• Collaborate with Business Intelligence leaders to continuously improve to grow sales and revenue.
• Ensures all newly acquired communities complete the Value Pricing exercise within 60 days of acquisition.

  Qualifications:

• Bachelor’s Degree in business, marketing, or related field.
• Master’s in Business Administration, preferred.
• 5 – 7 years’ sales leadership.
• 5 - 7 years Senior Living sales experience.
• Project management experience desired.

Benefits:

In addition to a rewarding career and competitive salary, Discovery offers a comprehensive benefit package.

Eligible team members are offered a comprehensive benefit package including medical, dental, vision, life and disability insurances, paid time off and paid holidays. Team members are eligible to participate in our outstanding 401(k) plan with company match our Employee Assistance Program and accident insurance policies.

Thank you for your interest in Discovery Senior Living careers. If you have any questions about the position you are applying for, please contact the community directly. 

No agencies, please. We do not accept any unsolicited resumes from agencies under any circumstances. We receive inquiries from agencies daily. Agencies should not direct any inquiries or emails to hiring managers. Thank you.

EOE D/V