Divisional Director of Sales

Job Summary

Leads sales effectiveness for a segment of a Division, working in partnership with the Division VP of Sales.

Manages a team of District Directors of Sales (DDSs), who in term provide overall sales management and coaching to an assigned team of community-based Sales Associates.

Responsible and accountable for meeting and exceeding the occupancy and revenue goals of the assigned Districts.

Oversees sales talent onboarding, development and performance management for their DDS direct reports.

Ensures consistent execution of company sales support systems, programs, tools, and processes with their assigned Districts

Essential Functions
1.

Leads all assigned District Directors of Sales in their responsibilities for driving sales performance across their team of Sales Associates.

Monitors occupancy trends and ensures consistent execution of sales activities to achieve and exceeds all occupancy and revenue goals for assigned Districts.
2.

For their assigned Districts, ensures alignment between District Sales and Operations leaders around competitive positioning, business development and lead generation plans.

Coordinates efforts across assigned Districts to provide optimum results without duplication of resources.
3.

Leads and develops the team of assigned DDSs in achievement of their sales and team development goals.

Coaches assigned DDSs around areas of improvement related to their sales teams.
4.

Works closely with Division VP of Sales to execute consistent sales effectiveness programs and policies in such areas as coaching, sales process, reporting, incentives, and training.

Provides input and feedback for improvement or streamlining of these elements.
5.

Oversees sales forecasting for their assigned Districts, providing accurate information for planning, budgeting and sales performance.
6.

Monitors the effective onboarding of new sales hires within their Districts, working in partnership with Learning and Development and Human Resources.

Ensures assigned DDSs monitor skill and knowledge growth of new hires during the onboarding period and beyond.
7.

Provides performance measurement and performance management for their assigned DDSs.

Develops annual goals for each DDS and continuously monitors performance, providing feedback and coaching as needed.
8.

Assesses the skills and abilities of sales staff within their assigned Districts.

Reviews and analyzes coaching site visits and other reports to ensure accuracy of information and to make recommendations for necessary improvement actions.
9.

Performs ride along visits with the DDSs to observe site visits and associated coaching.

Regularly visits communities in order to ensure execution of the sales programs and strategies to achieve and maintain full occupancy.
10.

Ensures sales compensation and commission plans and policies are consistently administered across the assigned Districts.

Works with DDS team to identify potential use of other recognitio...