Vice President of Sales - Sr Living

Benchmark Senior Living; Waltham (MA); On-site; USD 220,000 - 320,000; Full time

Job summary

Benchmark Senior Living seeks a dynamic Vice President of Sales to lead our portfolio’s sales organization, driving occupancy, move-ins and rate through strategic direction and high-performing teams.

The role partners with Marketing, Operations, Revenue Management, and Asset Management to convert demand into revenue while upholding Benchmark’s compassionate values and service excellence.

Qualifications

• Minimum of 10 years of sales experience, preferably in senior living, including several years leading multi-community or multi-region sales teams.
• Demonstrated record of achieving occupancy and move-in goals across a portfolio.
• Strong working knowledge of sales funnel metrics, CRM tools, and sales forecasting.
• Experience partnering with marketing, pricing, and operations teams to align strategy with organizational goals.
• Experience hiring, coaching, and managing leaders, including performance management and personnel actions.

Responsibilities

• Provide strategic direction, coaching, and accountability to regional sales leaders and community sales teams responsible for achieving census goals.
• Establish move-in, occupancy, and conversion goals by region, community, and sales counselor, and track performance against them on a regular cadence.
• Own the sales process from first inquiry through move-in, setting and enforcing standards for lead response time, follow-up, tour-to-move-in conversion, and the family experience.
• Monitor census trends, move-ins, move-outs, and pipeline health by community. Identify communities that are falling behind and step in early with clear recovery plans.
• Partner with Marketing on lead generation, lead quality, referral sources, messaging, and campaign results.
• Partner with Revenue Management and Asset Management on pricing, rate strategy, level-of-care pricing, and unit mix to balance occupancy and rate.
• Collaborate with Operations, Resident Care, Dining, and Programming leaders so the move-in experience is seamless and prospective residents and families see each community at its best.
• Deliver sales forecasts, pipeline reports, and performance updates to the COO and senior leadership to support strategic planning and budgeting.
• Develop and maintain sales policies, tools, and procedures that apply consistently across the portfolio.
• Recruit, develop, and manage regional and community sales leaders, including performance management and personnel actions for direct reports.
• Oversee sales training, onboarding, CRM use, and sales support and administration functions to build a consistent, skilled, and values-driven sales team.

Skills

Sales leadership

Pipeline management

Strategic planning

Team development

CRM proficiency

Cross-functional collaboration

Communication skills

Tools

CRM software

Job description

Benchmark Senior Living | Reports to the Senior Vice President of Sales

WHO WE ARE

Benchmark is a human connection company. We believe in the power of human connection to transform lives. Our mission is to deeply understand people, meet them where they are, and connect them to what is meaningful and possible at every stage of life.

Our values guide how we lead, how we serve, and how we sell:

• Called to Care: We lead with empathy and integrity. A move to senior living is one of the most important decisions a family will make, and we guide every family with patience, honesty, and respect.
• Better Together: We succeed as one team. Sales, Marketing, Operations, Resident Care, Dining, Programming, Revenue Management, and Asset Management work in partnership to serve residents and families.
• Be the Benchmark: We hold ourselves to the highest standard of excellence, accountability, and results, and we set the standard others are measured against.

POSITION SUMMARY

The Vice President of Sales is a senior executive accountable for the performance of Benchmark’s sales organization across the portfolio. This leader sets the sales strategy and execution standards that drive occupancy, move-ins, and rate, and ensures every prospective resident and family is met with empathy, expertise, and integrity.

The Vice President of Sales partners closely with Marketing, Operations, Revenue Management, and Asset Management to convert demand into move-ins and to deliver revenue and profit goals. This leader builds, develops, and holds accountable a high-performing sales team that lives Benchmark’s values every day.

KEY RESPONSIBILITIES

Sales Leadership and Performance

• Provide strategic direction, coaching, and accountability to regional sales leaders and community sales teams responsible for achieving census goals.
• Establish move-in, occupancy, and conversion goals by region, community, and sales counselor, and track performance against them on a regular cadence.
• Own the sales process from first inquiry through move-in, setting and enforcing standards for lead response time, follow-up, tour-to-move-in conversion, and the family experience.
• Monitor census trends, move-ins, move-outs, and pipeline health by community. Identify communities that are falling behind and step in early with clear recovery plans.

Cross-Functional Partnership

• Partner with Marketing on lead generation, lead quality, referral sources, messaging, and campaign results. Share conversion and move-in data with Marketing so investment is directed to the channels that perform.
• Partner with Revenue Management and Asset Management on pricing, rate strategy, level-of-care pricing, and unit mix to balance occupancy and rate.
• Collaborate with Operations, Resident Care, Dining, and Programming leaders so the move-in experience is seamless and prospective residents and families see each community at its best.

Planning, Reporting, and Policy

• Deliver sales forecasts, pipeline reports, and performance updates to the COO and senior leadership to support strategic planning and budgeting.
• Develop and maintain sales policies, tools, and procedures that apply consistently across the portfolio.

Talent and Team Development

• Recruit, develop, and manage regional and community sales leaders, including performance management and personnel actions for direct reports.
• Oversee sales training, onboarding, CRM use, and sales support and administration functions to build a consistent, skilled, and values-driven sales team.

QUALIFICATIONS

• Minimum of 10 years of sales experience, preferably in senior living, including several years leading multi-community or multi-region sales teams.
• Demonstrated record of achieving occupancy and move-in goals across a portfolio.
• Strong working knowledge of sales funnel metrics, CRM tools, and sales forecasting.
• Experience partnering with marketing, pricing, and operations teams to align strategy with organizational goals.
• Experience hiring, coaching, and managing leaders, including performance management and personnel actions.

REPORTS TO

Reports to Chief Operating Officer.

CORE COMPETENCIES

• Compassionate, credible leadership that reflects Called to Care in every family interaction.
• Ability to build collaborative relationships across departments, consistent with Better Together.
• Drive for results, with the discipline to set clear goals and hold teams accountable, consistent with Be the Benchmark.
• Ability to develop, coach, and mentor leaders and teams.
• Strategic thinking and the ability to set direction for the sales organization.
• Strong oral and written communication skills.
• Persuasive communication and relationship-building skills.
• Comfort using data to make decisions and coach teams.