Area Sales Manager

Community Name

Raleigh Metro Area

Job Overview

The Area Manager of Sales (AMS) is responsible for sales & marketing support and analysis for a portfolio of communities as well as providing direct sales support as an acting director of Sales (DOS) for when a position is open in the portfolio. The AMS will have a concentration on the overarching strategic priorities:

• Attract, retain and develop top talent
• Provide innovative, incomparable, outstanding and consistent care & services
• Maximize profitability through revenue generation and expense control
• Retain and enhance the Sunrise culture

In markets without an Area Manager of Business Development (AMBD), the AMS will maintain professional relationships in the community, develop sales strategies, and achieve sales targets.

Responsibilities include driving the selection and on-boarding process for the Directors of Sales (DOS), providing skills development to the DOS leader, providing sales management development to the Executive Directors (ED) and using external and internal data to assist the communities in creating and implementing effective sales and marketing strategies.

Core competencies include: Building Trust, Communicating with Impact, Developing Strategic Working Relationships, Influencing Others, Building the Sales Organization, Change Leadership, Coaching the Sales Team, Business Acumen, Driving for Results, Guiding Sales Opportunities, and Sales Disposition.

Responsibilities & Qualifications

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed throughout this job description are representative of the knowledge, skills, and abilities required.

College degree preferred

Five (3 - 5) years sales management experience (or related experience with Sunrise); healthcare industry preferred

Emerging analytical skills with the ability to link information to action and results

Able to travel in geographic area

Ability to handle multiple priorities

Ability to delegate assignments to the appropriate individuals based on their skills, roles and interests

Possess written and verbal skills for effective communication and ability to facilitate group presentations

Competent in organizational, time mgmt. skills

Demonstrate good judgment, problem solving and decision making skills

Proven ability to work without daily supervision in a home-office environment

Proficient in computer skills, Microsoft Office (Windows, Outlook, Excel) & Sunrise applications with the ability to learn new applications

As applicable, Sunrise team members who drive a Sunrise vehicle must review and sign the Driver job description, understand the key essential duties for safety & regulatory compliance

Ability to work weekends, evenings, flexible hours, available for our customers at peak service delivery days and times

Job Responsibilities:

Sunrise Senior Living operates a number of different brands of communities for seniors. As a result, this position's area of responsibility may differ among the various brands and states. Despite the differences in responsibilities between the brands and states, the following are a core set of duties common to this position.

Essential Duties: People

• Ability to attract, hire, retain and develop top talent
• Understands and applies the DOS profile and selection process; is instrumental in selecting and onboarding DOS leaders
• Works effectively within a matrix organization
• Guides the communities in proactively building relationships with internal and external business partners
• Demonstrates an understanding of the strategic importance of customer relationships; supports the communities in proactively building, maintaining, and leveraging key relationships to achieve sales objectives
• Defines and develops key macro referral sources and maintains relationships with key area referral sources within their assigned area that have the ability to refer to multiple communities
• Identifies, targets, and generates consistent and continuous referral stream from qualified referral sources as a result of an effective and systematic external business development strategy yielding both census and revenue growth
• Coaches community teams to obtain a full understanding of customers' needs, issues and expectations during the initial discovery period, and ensures they continue to validate and act on this information throughout the relationship
• Knows and lives the Sunrise Mission, Principles of Service and Core Values; demonstrates serving leadership and acts as a role model
• Ability to influence and coach operations partners at the community and regional level
• Leads with authority, conviction and ethical fortitude
• Proactively confronts and manages difficult issues. Makes bold decisions with a sense of urgency

Essential Duties: Product

• Possess a working understanding of day to day field community operations
• Demonstrates understanding and applies knowledge of all Sunrise products and services including their individual features, and the benefits they bring to residents and family members
• Knowledge of current and evolving state/provincial laws and regulations which impact Sunrise's move-in and move-out criteria
• Demonstrates understanding of the overall senior care market and Sunrise's unique niche in that market
• Reinforces sales initiatives as communicated by the Vice President of Sales and Marketing
• Provides marketing leadership for quarterly / semi-annual marketing plan
• Conducts comprehensive sales reviews/site visits with communities in the region

Essential Duties: Profit

• Understands & champions the Sunrise sales process
• Understands & leverages multiple revenue drivers
• Overall knowledge of Profit & Loss (P&L) business management concepts
• Drives implementation of External Business Development (EBD) strategy as designed in conjunction with VP, Director of Operations, Executive Director and Director of Sales
• Creates winning market strategies that address lead generation, external business development, pricing, and competitive analysis which result in increased occupancy and revenue
• Understands & demonstrates the Sunrise business model & value proposition as a management services company with fiscal accountabilities to multiple owners & stockholders
• Monitors and leverages business / financial intelligence reports for planning and strategic decision making
• Applies Sunrise budgeting and capital expenditure policies and procedures

Essential Duties: Training, Leadership and Team Member Development

• Overall sales management of the region, including but not limited to: talent selection, on-boarding, development and coaching of Directors of Sales and Executive Directors
• Actively develops high potential team member's competence and confidence so that they may assume greater role of responsibility or scope while limiting risk to the organization
• Partners in the delivery and participation in Sunrise University Training and self-study programs during the required timeframe
• Develops a working knowledge of State/Provincial regulations that impact move-in and move-out criteria, ensures compliance through supervising & coaching team members
• Contributes to timely performance appraisals with meaningful conversations
• Holds team accountable and corrects actions when necessary and documents

About Sunrise

Ready to take the next step and make a bigger impact than you ever imagined? As part of our team, you will help brighten the future for everyone at Sunrise and beyond. That is why we make it a priority to celebrate the unique ways you bring moments of togetherness and joy to everyone you serve. And when combined with the support, benefits, and growth opportunities we offer, the result is a career that PositivelyShines with everything you need to reach your goals at work and in your life.

We also offer benefits and other compensation that include:

• Medical, Dental, Vision, Life, and Disability Plans
• Retirement Savings Plans
• Employee Assistant Program / Discount Program
• Paid time off (PTO), sick time, and holiday pay
• myFlexPay offered to get paid within hours of a shift
• Tuition Reimbursement
• In addition to base compensation, Sunrise may offer discretionary and/or non-discretionary bonuses. The eligibility to receive such a bonus will depend on the employee's position, plan/program offered by Sunrise at the time, and required performance pursuant to the plan/program.
• Some benefits have eligibility requirements

Apply today to learn why Sunrise Senior Living is a certified Great Place to Work