Director, Sales Strategy and Resident

Position: Director, Sales Strategy and Resident Experience
Job Description Mission:

As the Director, Sales Strategy & Resident Experience, you will contribute to Extendicare's purpose of Helping People Live Better by leading the regional sales function across a portfolio of retirement residences. Reporting to the Regional Director of Operations, you will provide direct leadership to residence-based sales professionals and work closely with Operations, Finance, and Marketing to maximize portfolio performance. This role is accountable for developing and executing Key Performance Indicators that achieve occupancy, rate, revenue, and NOI objectives.

Through your strategic thinking, operational execution, and coaching, you will build a culture of accountability and results while ensuring an exceptional experience for prospects, residents, and families.

Key Outcomes:
· Achieve portfolio occupancy, revenue, market rate, and NOI targets through the development and execution of regional sales, education, occupancy, pricing, and revenue strategies.
· Drive sustainable occupancy growth by increasing lead generation, conversion rates, and resident retention across the portfolio.
· Optimize pricing and revenue performance by maintaining competitive market positioning, managing resident rate increases, and ensuring optimal inventory management and suite utilization.
· Lead and develop a high-performing, accountable sales team that demonstrate Extendicare's Values and deliver results, including exceptional customer experience, and continuous quality improvement.
· Ensure consistent, exceptional customer experience throughout the sales journey, including seamless transitions from prospect to resident.

Key Responsibilities:

· Strategic Revenue & Occupancy Leadership Lead the development and execution of regional sales, training, occupancy, pricing, and revenue strategies across a portfolio of retirement residences.

Accountable for achieving portfolio occupancy, revenue, market rate, and NOI targets.

Analyze market trends, competitor activity, customer demographics, and performance metrics to identify growth opportunities.

Develop and implement strategic initiatives that increase lead generation, conversion rates, occupancy growth, and resident retention.

Partner with Operations and Finance to establish annual revenue targets, budgets, and forecasts..
· Pricing & Revenue Management Maintain accountability for portfolio pricing strategies and rate management.

Review and approve annual and interim resident rate increases in accordance with company policy and market positioning.

Conduct regular reviews of market rate competitiveness and recommend pricing adjustments to maximize revenue while maintaining occupancy objectives.

Collaborate with operations leaders to ensure optimal inventory management and suite utilization.
· Leadership & Team Developmento Provide direct leadership, training/coaching, development, and performance management to Sales Consultants and residence-based sales team.o Establish clear performance expectations and accountability measures for all sales team members.o Conduct regular business reviews, pipeline reviews, and sales performance coaching sessions.o Build and maintain a high-performance sales culture focused on results, customer experience, and continuous improvement.o Participate in recruiting, onboarding, training, succession planning, and talent development for the regional sales organization.
· Incentive Compensation Oversight Administer and oversee regional sales incentive programs.

Review and approve sales bonus payouts and incentive compensation based on established corporate objectives and performance criteria.

Ensure bonus programs drive desired occupancy, revenue, and customer experience outcomes while maintaining consistency and fairness…