Director of Sales-Senior Living Job at Design Environments
Role: Director of Sales – Senior Living
Reports To: Chief Growth Officer
Studio Location: Greensboro, NC
Position Location: Anywhere
Company Overview
Design Environments is a leading national interior design and interior architecture company that provides interior design, furniture, fixture and equipment procurement services, project management and warehousing and installation services to its clients.
Headquartered in Marietta, GA, the company has design studios and offices in Chicago, Boston, San Francisco, and Greensboro, NC. The company is the culmination of five acquired companies by Blackford Capital based in Grand Rapids, MI over the past five years. Recently in September 2022 the companies were consolidated and rebranded as Design Environments. The company services the hospitality, senior living, multi-family housing, single family housing, and student housing market verticals.
One of the company’s primary target markets for accelerated growth is in the senior living market that includes continuing care retirement communities (CCRC), multi-family communities, and medical office buildings in the upper midscale segment of the market. The interior design and furniture, fixture, and equipment (FFE) industry are competitive. The company differentiates itself from its competitors by delivering innovative solutions with a concierge level of service. The company’s long-term success has come from the relationships it has built and by delivering results that exceed our client’s expectations.
Purpose of the Role
As one of the fastest growing markets, the company is putting a tremendous amount of focus on the senior living space. As baby boomers age, they seek housing solutions that provide the health and community services that are critical to their well-being. Design Environments is an expert in the development and renovation of senior living properties. The company is planning to aggressively grow its interior design and furnishings procurement business and needs an experienced, driven, relationship-oriented business development professional to lead these exciting growth plans.
As the Director of Sales, you will develop key relationships which will lead to incremental new business across the senior living market segment. The expectation is to be working with the highest-level decision makers and leverage your industry insights and prior project success.
Role Key Metrics
- Number of closed contracts – measured monthly, quarterly, and annually
- Contract value of projects closed
- Project gross margin
- New customer acquisition and targeted geographic penetration
- Increase share of “wallet” from existing clients
Essential Job Responsibilities
- Proven entrepreneurial self-starter who can build on existing relationships and establish new accounts.
- Expands the profile and reach of the company and its brand across the country.
- Identifies client’s objectives and configures solutions to meet client’s needs.
- Coordinate internally with the estimating, design, and operations teams to develop mutually beneficial proposals.
- Coordinate and / or complete RFQs.
- Partner with the project management team to ensure the client’s needs are being met and fostered.
- Provide timely and ongoing communication to clients on project status.
- Gather useful market information and intelligence from customers, competitors, and market experts to identify strategic opportunities and to create differentiated solutions.
- Make and give presentations to prospective clients and internal management.
- Represent the company at industry trade shows and become the “face” of Design Environments in the industry.
- Join management in meetings with current clients to work to transition existing relationships.
- Identify and develop strategic partnerships.
- Expand Design Environments into new geographic markets.
- Build and maintain the project opportunity pipeline.
- Communicate weekly on the progress on customer opportunities using CRM and other agreed upon methods.
- Meet monthly with the executive team to discuss market dynamics, future opportunities, and current project pipeline.
Required Skills
- Demonstrated success in selling complex projects and services.
- Exceptional verbal, presentation, and written communication skills.
- Existing experience with the commercial design industry and methodologies.
- Ability to read and have a general understanding of architectural drawings.
- Ability to build and maintain long term relationships.
- Ability to think strategically and create a plan to achieve the objectives of the role.
- Understanding of and ability to plan and calculate profit margins.
- Critical thinking skills to propose mutually beneficial solutions.
- Proficiency with word processing, excel spreadsheet and presentation software.
- Ability and willingness to travel for meetings with prospective and existing clients.
- Demonstrated ability to be a team player and work collaboratively with internal teams.
Experience:
- Bachelor’s Degree in Business Administration or Marketing preferred.
- 5+ years of senior living / CCRC selling experience.
- 10+ years of commercial development / interior design selling experience.
- Proven history of meeting and exceeding sales goals.
Compensation:
- Competitive base salary.
- Incentive compensation plan.
- Paid time off.
- Health care benefits.
- 401(k) with company match.
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