Director of Sales

City

Irvine

State

California

Job Location

Irvine Regional Office (Derian)

Position Type

Regular

JOB SUMMARY:

The Director of Sales will develop, implement, and drive sales strategies for one of the largest multifamily owners on the West Coast. Reporting directly to the Senior Director of Sales, this position will oversee the sales activity for around 26,000 units out of the entire Essex portfolio size of around 62,000 units.  They will lead a high-performing team responsible for converting inbound leads, implementing effective pricing strategies, and establishing an understanding of regional markets to optimize leasing performance. The primary objective of this person will be to increase and maximize occupancy levels and achieve revenue targets for the South region.  While achieving revenue targets, this person will also be responsible for developing leaders, building out our Irvine sales hub, and partnering closely with our Sales Enablement team to drive adoption of key tools and processes.   This position requires a proven track record in sales leadership, a strategic mindset and experience leading a large, sophisticated sales organization that led to associates consistently hitting their sales goals.  

WHAT YOU WILL DO:

• Provide visionary leadership to the sales team, fostering a culture of collaboration, innovation and continuous improvement.
• Drive the adoption and continuous improvement of our Sales Leadership Playbook.
• Partner with the Director, Sales Enablement and Director, Sales in the North to drive adoption of key tools and processes.
• Iterate on the strategies for how our central Flex team supports Collections throughout Southern California and drive continued high performance with that team.
• Lead the team through the expansion of our Irvine sales hub while working closely with the Portfolio Sales Managers in L.A. and San Diego on how their teams can be best supported.
• Develop, implement, monitor and analyze performance data and metrics for sales leaders and their teams that measure results such as conversion ratios, occupancy, and revenue. Take corrective actions as necessary to stay on track and ensure the team is as successful as possible. 
• Own CRM including product workflows and sales team adherence to policies and standard operating procedures 
• Maintain sales volume by tracking changing trends, customer preferences, economic indicators, competitors and supply and demand.
• Work with cross-functional leaders aligning them with budgeted revenue and occupancy targets. Ensure clear and effective communication of sales performance and partner with these other teams as needed in order to achieve the goals.
• Collaborate with the Marketing organization to effectively position the company and its communities against competitors as they develop branded and digital marketing campaigns.
• Closely partner with the Revenue Management team to devise focused sales initiatives for all communities and strategic action plans designed to enhance performance for underperforming assets. 

WHAT YOU WILL NEED:

• Bachelor’s degree required; advanced degree preferred.
• 7+ years of sales leadership experience, with 2+ years leading leaders in a multi-layered sales organization.
• Proven track record of success in senior sales leadership roles with a specific focus of managing inbound, B2C sales organizations with multiple layers of management that have consistently exceeded sales targets. 
• Experience in property management, real estate, or hospitality industries is required.
• Strong understanding of customer journey optimization and lead conversion techniques. 
• Strong strategic thinking skills with the ability to formulate and execute sales plans.  Experience in aligning sales objectives with overall business goals. 
• Exceptional leadership, communication and executive presence. Ability to present sales strategies, results, and forecasts clearly to executive leadership and stakeholders. 
• Demonstrated ability to recruit, lead and retain top sales talent. 
• Proficiency in leveraging data and analytics to make informed sales decisions.
• Experience leading with a heavy focus on coaching and development.

WHAT THE JOB REQUIRES:

• Work is primarily conducted in an office setting. Requires sitting at a desk or workstation for extended periods. Involves the use of standard office equipment such as computers, phones, and printers.
• Requires the ability to work Monday through Friday. Entails in-person office requirements for a minimum of 3 days per the Company's hybrid policy, located at Essex's corporate office in Irvine.
• Requires the ability to sit or stand for extended periods. Minimal physical effort in the day-to-day tasks.
• Requires flexibility to travel based on business needs, with occasional short-notice trips.

All full-time regular associates are offered competitive salaries, experience career growth, and are eligible for benefit packages that include medical, dental, vision, paid parental leave, 401k employer match, excellence rewards, wellness programs, and much more. With our Sunday property operations office closures, 10 paid holidays, and 15 PTO days, work/life balance is a priority! Additionally, most positions are eligible for a housing discount of 20%.

Essex provides great communities in which to live, work and invest. We are a purpose-driven company, and we pride ourselves on promoting an internal culture of growth and opportunity by engaging, enabling, and empowering our teams. Working at Essex is not a destination. It is a journey where you can confidently build your career.

The salary range for this position is $138,000.00 - $207,000.00 per year. New hires generally start between $138,000.00 - $172,000.00 per year. The final salary offer will be determined after reviewing relevant factors, including but not limited to skill sets; relevant experience; internal equity; and other business and organizational needs.

This role is also eligible to participate in Essex’s discretionary Annual Bonus program that is commensurate with the level of the position.