Director of Sales

POSITION 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 provide leadership and strategy that contribute to the success of the Essex portfolio.  The sales team is 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.  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. 

Please note that this job position entails in-person office requirements for a minimum of 3 days per week: Mondays, Tuesdays, and Wednesdays, located at Essex's corporate offices in Irvine, Woodland Hills, San Mateo, and Bellevue. 

KEY RESPONSIBILITIES 

Under the supervision and guidance of the Senior Director of Sales, the key responsibilities of this position include, but are not limited to the following: 

• Provide visionary leadership to the sales team, fostering a culture of collaboration, innovation and continuous improvement.    

• Align with the other Director of Sales to implement successful processes and mechanisms across the entire sales organization.   

• Develop and implement a strategic vision for sales operations that Implements best practices and leverage technology to streamline workflows and improve the overall customer experience    

• 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.   

• 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.   

 QUALIFICATIONS 

• 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.   

• 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. 

• Bachelor’s degree and advanced degree preferred.