Regional Sales and Revenue Director

The Regional Sales Director works under the direction of the Senior Vice President of Revenue Management.  The position is responsible for maximizing revenue performance of assigned properties through collaboration with property operations, corporate and asset management functions by identifying issues impeding performance, sharing best practices that drive performance and facilitating activities in order to maximize leasing effectiveness.  Frequent travel between properties within the division and to the corporate offices is required.

The successful candidate will embody and work to reinforce MAA’s Core Values.  Those values include:

• Appreciating the uniqueness of each individual
• Communicating openly and with integrity
• Embracing opportunities
• Doing the right thing at the right time for the right reasons

Duties and Responsibilities

• Collaborates with divisional, regional and property operations management to identify and resolve issues impeding revenue performance and maximization.  Provides guidance on the appropriate use of specials, lead management, leasing effectiveness, and other factors impacting revenue performance.  Walks major competitors for customer traffic and reviews amenities and delivery of new supply in the market to provide perspective on price setting implications.
• Tracks occupancy, leasing performance and lost opportunity through reporting and assessment tools; works with property management to develop plans centered on maximizing leasing effectiveness and minimizing lost opportunity.
• Monitors sales performance in the areas of staffing, shopping reports, closing ratios, and inventory management to provide awareness of and solutions to potential issues.  Provides focused support, coaching and development to under-performing properties.
• Coordinates with corporate revenue management to identify and address concerns with market comparisons, weighting and price points; participates in monthly pricing meetings.  Identifies and analyzes market conditions for optimal pricing strategies. Provides pricing support in developing and executing budgets for rent growth and concession usage. Collaborates with multi-site operations and property management to positively affect leasing and pricing performance.
• Collaborates with corporate marketing to maximize lead generation opportunities.
• Advises property management on revenue growth importance and opportunity with that of traffic generation, occupancy, pricing and expense efficiencies.
• Liaises with corporate management to assist with issue resolution and performance improvement associated with customer service and call center vendor partners
• Works with property management, leasing staff and corporate management to promote and maximize the effectiveness of leasing award programs.
• Reviews all leasing office and property exterior signage and helping properties place orders while on site
• Support onsite teams with outreach sales, negotiating and activating on local sponsorships
• Provides input on training needs for teams and individuals impacting revenue performance.  Assists regional training team to identify areas of concern and develop instructional content to optimize sales effectiveness.
• Travels frequently by personal motor vehicle or commercial airline for property site visits, training and corporate meetings and events. 
• Performs other related duties as assigned to meet the needs of the business. 

Required Qualifications

• Bachelor’s degree in business, marketing, communications or a related field required
• 5-7 years of sales and/or marketing experience required
• Experience with advertising and multiple marketing channels required
• Valid driver’s license from state of residence required

Preferred Qualifications

• Experience in leasing, property management, hospitality or a related field preferred
• Sales training design, development and presentation experience preferred

Knowledge, Skills, and Abilities

• Knowledge of consultative sales techniques, training and coaching applications to leasing
• Knowledge of advertising principles and practices
• Knowledge of adult learning principles and practices
• Ability to travel frequently (up to 75% of the workweek), including overnight
• Knowledge of multifamily housing marketing channels
• Knowledge of Fair Housing laws and state and local landlord-tenant laws
• Analytical skills used in assessing situations, problem solving, and identifying solutions
• Verbal and written communication skills, including presentations to groups
• Ability to effectively organize projects and processes
• Ability to adapt to change and operate with flexibility
• Ability to operate independently and effectively with broad goals and objectives

Physical and Environmental Requirements

• The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.
• While performing the duties of this job, the employee is regularly required to talk or hear. The employee frequently is required to stand; walk; use hands to finger, handle or feel; and reach with hands and arms.  The employee must have the visual acuity, depth perception, and manual dexterity to operate a motor vehicle. 
• This position requires the ability to occasionally lift office products and supplies, up to 20 pounds without assistance and up to 50 pounds with assistance from a device or another person. 
• This job operates in a professional office environment with frequent travel by car and/or commercial airline.  This role routinely uses standard office equipment such as computers, phones, photocopiers, filing cabinets and fax machines.

Disclaimer

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.