A Place for Mom

Returning Candidate?

Senior Manager of Partner Development

Senior Manager of Partner Development

Job ID 
2017-2717
# of Openings  
1
Job Location(s) 
US-Anywhere East (remote)
US-Anywhere West (remote)
Category 
Management

More information about this job

Overview

The Senior Manager of Partner Development role is a field-based sales management position.  This position contributes to the achievement of the company’s revenue goals through managing, motivating, and coaching Partner Development Managers and Partner Onboarding Coordinators. The Partner Development Manager (PDM) is a business development representative responsible for adding to the network of partner communities for A Place for Mom within their designated territory.  The Partner Onboarding Coordinator (POC) is responsible for onboarding those new partners effectively to meet company revenue goals.

 

The Senior Manager of Partner Development is responsible for maximizing the effectiveness of the sales force by determining training needs and developing new approaches, tools, and techniques to solve those needs, as well as provide ongoing coaching and mentoring. 

Responsibilities

Key Responsibilities

  • Work with the Director of Partner Development to define appropriate territories and set appropriate quarterly goals, quotas and incentives for the PDMs.
  • Work with the Director of Partner Development to develop appropriate sales materials and tools for the PDMs.
  • Ensure the PDMs’ consistent, correct and complete utilization of their CRM (SFDC).
  • Work with each PDM to create and document a unique quarterly strategic sales plan to increase new partner communities in their assigned territory.
  • Provide ongoing coaching and mentoring to PDMs to ensure execution and implementation of the quarterly sales plan.
  • Create and deliver sales programs and tools to assist PDMs with advancing their sales skills.
  • Work with the Director of Partner Development to set appropriate monthly goals, quotas and incentives for the POCs.
  • Work with the Director of Partner Development to refine and optimize the Onboarding materials and methodologies used by the POCs.
  • Ensure the POCs’ consistent, correct and complete utilization of their CRM (SFDC).
  • Provide ongoing coaching and mentoring to assist POCs with questions from new partners to ensure low attrition rates.
  • Create and deliver training programs and tools for POCs designed to assist new partners with time required for ramp-up.
  • Regularly monitor sales calls and provide constructive feedback to members of the team.
  • Work with specific senior living organizations as assigned for the purpose of adding them to the network of APFM communities.
  • Remain current on state and local regulatory issues in order to evaluate prospective and current partners and advise senior management on identified issues.
  • Attend in-person visits to communities with PDMs as needed and to assigned senior living organizations.
  • Attend company meetings as scheduled.
  • This job will require 65% in office and 35% travel.
  • Other tasks as assigned.

Qualifications

Required Skills and Competencies

  • 3+ years’ successful experience as a sales manager
  • Preference for senior living industry experience, within or outside of APFM.
  • Proven abilities to coach and manage direct reports to assist them in meeting quota requirements.
  • Proven ability to create and deliver sales tools and training programs.
  • Documented history of ability to develop and maintain good working relationships in a multi-stakeholder sale.
  • Experience working in a metrics driven environment required.
  • Proven ability to build long-term relationships of professional credibility and trust.
  • Ability to solve personnel issues timely and with professionalism.
  • Asks for help when needed to solve problems but is independent in running the day to day sales operations.
  • Promotes a positive and energetic sales atmosphere with the team.
  • Leads by example and upholds the ethical standards of the company and ensures each team member is in compliance.
  • Ability to deliver results and meet critical deadlines while working in a highly independent environment.
  • Strong communication skills with both internal and external stakeholders at all levels.
  • Ability to use tact and initiative and exercise sound discretion and make sound independent decisions, within general policy, procedural and legal guidelines.
  • Strong computer skills necessary, including Word, PowerPoint, and Excel.

 

Education Requirements

Bachelor’s degree preferred.

 

Compensation

The position is a salaried, exempt position.