Sales Enablement Specialist

POSITION SUMMARY

The Sales Enablement Specialist is responsible for leading the collaboration with other sales team members to track the performance and provide insight into trends affecting the company. This position will be responsible for developing an extensive understanding of target prospects and the markets in where DSL operates to achieve sales growth and net operating income (NOI) targets. This position is designed to partner with multiple stakeholders to plan business and sales tactics and produce accurate forecast of all sales initiatives. This position requires 10%-20% of travel.

ESSENTIAL DUTIES AND RESPONSIBILITIES

The following duties are normal for this position. This list is not to be construed as exclusive or all inclusive. Other duties may be required and assigned.

SALES METRICS

• Collect and analyze data to identify sales opportunities, assist with revenue driving strategies, and provide insight on market conditions.
• Analyze business results and work with the sales team and other departments (Marketing, Business Intelligence, Finance and Operations) to increase the prospect base, identify strengths and weaknesses in current business tactics, and provide suggestions for improvements, as necessary.
• Using established metrics, design and deliver predictive models for sales activities and move ins. 
• Develop, evaluate, and improve methods of data collection and analysis.
• Prepare complex reports of metrics and analysis and communicate findings and recommendations to the appropriate stakeholders. 
• Manage multiple projects to completion with minimal guidance and with collaboration across multiple disciplines. 
• Identify opportunities and collaboratively develop solutions with the appropriate stakeholders.
• Develop and maintain sales analytics reports and dashboards to provide actionable insights that support data-driven decision-making for the sales and executive leadership teams.
• Partner with sales leadership to define and operationalize key Sales KPIs to build measurement and tracking tools to put data at the center of decision making. 
• Create compelling presentations and effectively communicate findings on key trends, insights, and implications while aligning stakeholders on action plans.
• Generate ad hoc reporting for Sales & Marketing.
• Recommend new processes and improvement opportunities to maximize sales revenues and sales team’s productivity.
• Sales Conversion Hub optimization
• Be CRM expert to identify needs and enhancements
• Organizational and administrative support for sales leadership and partnerships

REVENUE OPTIMIZATION

• Lead all pricing programs to achieve desired outcomes through the complete and accurate value pricing process:
  • Collaborate with Regional Director of Sales to determine pricing priorities.
  • Support the collection of data to determine views, distance, and amenity coding for the purpose of accurately pricing a community.
  • Review with local community sales team and Executive Director to solicit feedback.
• Working closely with key stakeholders to design and develop a dynamic pricing model for each floor plan for implementation across all communities.
• Partnership with senior sales leadership on monthly commissions.
• Evaluation of incentive usage and prospect acceptance to determine future incentive use.
• Generate analytics to support the revenue optimization program, including the use of incentives, and specialized pricing.
• Consult with all key stakeholders to lead the cyclical adjustments to market rates.
• Work closely with Training Director in creating sales training and talking points to explain pricing differentiator with prospects and their influencers.
• Act as pricing project lead for all newly acquired communities in completing the value pricing exercise.

COMPETITION

• Assess all Competitive Market Analysis and partner with RDS to ensure complete and accurate information.
  • Participate with 3rd party competitive shops with outside vendor, creating the questions, responses, and action items.
• Consistently gather and explore 3rd party data (NIC) to evaluate occupancy rates versus DSL communities.
• Contribute to the Business Intelligence competitive evaluations of the bubble charts and differentiation between lifestyle options and apartment types.

FINANCIAL / BUDGET

• Actively participate in the budget process to calculate planned market rate adjustments to maximize revenue.
• Create evaluation tools of the monthly Executive Financial Report and write an executive summary of sales financial results.
• Partner with finance stakeholders to produce financial proformas for potential projects, including new builds and changes to lifestyle options.

SALES ACCELERATION

• Lead National DSL Sales Programs. Track ADO metrics to evaluate effectiveness.
• Act as partner to Mystery Shop company and support the following efforts:
  • Updated list to be shopped.
  • Enhance program annually.
  • Communicate outcomes to field.
• Lead the following programs to identify needs and increase usage:
  • Veteran Program
  • Move Program
  • Post Tour Survey Program
  • Financial Assistance Program
  • Veteran Program
  • HomeSeller Program
• Lead creation/execution of future acceleration programs.
• Support creation/execution of future sales resources for regional and community teams.
• Support planning/execution of RDS and national sales meetings.
• Lead virtual Sales Acceleration trainings.
• Host and present at in-person sales trainings as needed.
• Other duties as assigned.

QUALIFICATIONS

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skills, and abilities required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Educational Requirements and Experience:

• Bachelor’s Degree in business, finance, or related field.
• Four years in a business analyst role.
• Multifamily or Senior Living experience a plus. 

Knowledge, Skills and Abilities:

• Language Ability:
  • Ability to communicate effectively in writing and verbally at all levels of the organization.
  • Ability to read and interpret documents, including procedural manuals and training materials.
  • Ability to write reports and correspondence communication.
• Mathematical Skills:
  • Ability to add, subtract, multiply, and divide in all units of measure, using whole numbers, common fractions, and decimals. 
  • Ability to compute ratios, percentages, and comparisons to properly evaluate data. 
• Cognitive Abilities:
  • Ability to apply common sense understanding to carry out instructions furnished in written, oral, or diagram form.
  • Ability to deal with problems involving several concrete variables in standardized situations.
• Computer Skills:
  • Ability to use Microsoft Windows, preferably Microsoft 2010 or higher, including Word, Outlook, and advanced Excel skills. 
  • Ability to learn and effectively use customer relationship management software. 
  • Ability to learn and effectively use a learning management system.
• Competencies:
  • Strong project management skills to successfully complete projects.
  • Exceptional communication skills to convey updates and initiatives to key stakeholders.
  • Ability to facilitate and present learning information to a wide range of audiences.
  • Detail oriented and excellent organizational, time management and follow-through skills.
  • Must demonstrate good judgment and decision-making skills.
  • Commitment to supports organizational goals and values. 

ENVIRONMENTAL ADAPTABILITY

• Works indoors in a climate-controlled setting.
• Travel up to 20% of the time as needed to successfully complete all essential duties and responsibilities.

PHYSICAL REQUIREMENTS

The physical demands described below are representative of those that must be met by an individual to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this Job, the employee is regularly required to sit and talk or hear. The employee is frequently required to stand; walk and use hands to finger, handle, or feel. The employee is occasionally required to reach with hands and arms and stoop, kneel, crouch, or crawl. The Team Member must regularly lift and /or move up to 10 pounds and occasionally lift and/or move up to 25 pounds. Specific vision abilities required by this job include close vision.