The Senior Director, Growth and Retention position for Sodexo Senior Living will provide sales oriented leadership in the process of working with the senior living systems operations team in retention, resale, and cross-selling sales processes. This position provides unbiased analysis of operational risks and challenges, and strategic planning to retain and grow business. This position directly supports the Clients for Life processes through on-site effectiveness review, management development, and planning.
Must have experience working with C-suite senior executives on a regular basis and working with complex, long term projects (6-18 months to close). Cross selling current enterprise-wide clients as well as new business development (hunter) experience is critical. Must have sales experience in senior living or health care services with solid relationships working with C-Suite executives. Must have strong financial acumen and the ability to create an exceptionally well written, customized short and long term retention plans.
Essential Functions of Position:
Re-Sale Processes
Acts as the CEO of resale processes for current clients with gross profit that have requested proposals from competitors, to include self-op, as an alternative to their support needs. The process is completed in accordance with the and Senior Living Sales protocol.
Provides consulting support to all resale processes
Evaluates current client for life information, and develops, with operations team, action plans to correct deficiencies.
Ensures proposals meet clients for life criteria.
Evaluates and analyzes financial and other data to effectively develop proposals or other required sales documents.
Responsible for coordination and production of contract document. Will determine and define with the operations team the contract execution processes.
Tracks all resale processes in CRM reviews with Sales Vice President during routine funnel review
Retention Processes
Maintains pro-active business relationships in pre-selected facilities with senior customer management (CEO, COO, CFO). The list of selected communities to be developed with Presidents and RVP's and reviewed at all President business reviews.
Supports the development and administration of proactive risk assessment processes, utilizing early warning factors, to determine the accounts degree of risk.
Provides quarterly risk assessments to Presidents, RVP's and DM's, and works with the operations teams to develop retention strategies.
Evaluates current client for life information, and develops, with operations team, action plans to correct deficiencies.
Supports the operations team in development of alternate contract models to better meet client needs and business objectives.
Conducts unbiased business evaluations to help the operations team better understand how customers and/or competition might view our services.
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