pride in its 27% diversity of membership, far outpacing its sister denominations, with a goal of a Mosaic of membership by 2020 of 35%.  The ECC sponsors a number of affiliated ministries in addition to CRC, including hospitals and North Park University and Theological Seminary.  For more information on the ECC, visit www.covchurch.org.
 

The Opportunity:  National Director of Sales and Marketing
 
The National Director of Sales and Marketing is a newly created role for CRC.  As part of CRC’s Central Operations Team, this individual will serve as a vital resource to each of CRC’s campuses, serving as the key contact for each campus’ leadership and sales teams.  She/he will report to the Vice President of Sales and Marketing, and will directly supervise a team of two National Sales Managers.
 
CRC is looking for an experienced, strategic sales and marketing leader with proven sales experience with entrance fee based continuing care retirement communities (CCRC) to assist with the development of the national marketing and public relations strategies and ensure their effective implementation, thus achieving local and system-wide occupancy metrics.  She/he will be accountable for communicating all sales and marketing strategies to each campus, with the goal of earning a high level of credibility as an effective and responsive centralized resource for the entire organization.   It is imperative that the successful candidate contribute to fostering a work environment and culture that embodies the mission and values of CRC and the Evangelical Covenant Church.
 
Performance Objectives
 
General Leadership

• In collaboration with the VP Sales & Marketing and each campus, assist with the planning, developing, organizing, implementing, and directing of the system-wide sales and marketing function and evaluate its performance.
• As a key member of the CRC Operations Team, ensure optimal sales and marketing policies and procedures matching institutional philosophies are in place and that those policies and procedures remain current and in alignment with the current marketplace(s).
• Serve as an organizational resource by providing appropriate training and support to the staff, Operations Team, campus senior leaders, affiliate organizations, and others involved in sales and marketing.
• Participate  in the  development  of  the  organization's strategic  plans  and  programs serving  as a strategic  partner,  most  particularly  from  the  perspective  of  its  impact on  occupancy; translate the strategic and tactical business plans into sales and marketing strategic and operational plans.
• In collaboration with central office team, executive directors and sales and marketing directors, determine operating plan objectives, marketing goals and establish the campus and corporate marketing budget on an annual basis.
• Foster a culture of collaboration throughout CRC, encouraging cooperation and accountability.

 
Sales and Marketing Management & Implementation

• In collaboration with each campus, establish, support and monitor the effectiveness of marketing strategies and plans at individual campuses, programs and services to meet business and operating objectives.
  • Ensure effective communication of all sales and marketing strategies to each campus.
• Establish positioning strategies to assure future marketability of CRC.
• Build pipeline management strategies and install metrics and processes to increase activities and conversions, optimize utilization of the tracking system (currently AOD – Answers on Demand) and create compensation and succession strategies to improve sales team quality and performance.
• Maintain a visible presence (self and/or team) with each CRC campus, serving as a trusted advisor on all sales and marketing related matters, and ensuring that each has the resources needed to achieve occupancy goals.
• Assist with the development and direct the internal and external national and local marketing, advertising, and communications plans.
• Research, identify and secure national contracts with vendors for marketing, public relations and promotions services.  Coordinate vendor resources for the organization, its campuses, programs and services. 
• Oversee implementation of national lead tracking and data management program to support the national and campus sales goals. 
• Develop, implement and update the national branding image of CRC, its campuses, programs and services.  Identify and work with a variety of vendors to execute the branding image. 
• Assist with the development and help to communicate templates and tools to be used for competitive analysis, referral development programs, and marketing programs.

 
 
Staff and Performance Management

• Promotes growth and development of sales and marketing staff, including learning new skills and advancement opportunities both personally and professionally.
• Create the vision for, implement and evaluate training programs that will help to continually improve campus ability to meet marketing and sales goals.
• Participate in the selection, development and evaluation of campus sales and marketing professionals to ensure a high level of credibility.
• Develop, review, educate and implement policies and procedures related to marketing, public relations and admissions. 
• Monitor the occupancy and sales nationwide to identify support needs for each campus.  Identify support resources to campuses as needed. 
• Identify and participate in activities of the Evangelical Covenant Church to meet strategic business and missional goals of CRC.

 
The Qualified Candidate
 
The new National Director of Sales and Marketing will foster a workplace environment consistent with the vision, mission, and history established by CRC while simultaneously integrating sales and marketing policies and procedures to achieve occupancy goals and organizational revenue targets.  The successful candidate will have a demonstrated ability to develop sales and marketing plans with consistent practices, efficient operations, and streamlined processes across all entities of CRC – a multisite, multi-state organization.  S/he will provide evidence of leading strategic direction of all sales and marketing programs and policies leading directly to achievement of sales/occupancy goals. 
 
The ideal candidate will be a creative senior leader and expert in the field of sales and marketing, bringing knowledge of best practices and the ability to forge positive, trusting relationships between central office and campus staff. Sales and marketing experience in senior living, aging services, and healthcare settings is strongly preferred.  Familiarity with the Evangelical Covenant Church is ideal, but not required; however, active membership in a Christian faith is expected.
 
Specific Requirements Include:
 

• 10+ years related sales and marketing experience, with a minimum of 7 years in a sales and marketing leadership position.
• CCRC and/or multi-site sales and marketing experience strongly preferred;
  • Demonstrated passion for and commitment to the vision and mission of Covenant Retirement Communities, coupled with an executive level skill set.

• Committed to an active Christian faith life; ability to fully support the mission of the Evangelical Covenant Church; comfort with the intersection of faith life and professional objectives.
  • Proven ability to develop a highly productive, effective team by coaching staff, building teams and enhancing professionalism within the department.
  • Ability to relate to and interact with all levels of a highly diverse workforce from front line to c-suite as well as organizational trustees and board members.
  • Excellent interpersonal, oral and written communication skills with the ability to serve as the spokesperson for the department and a face of the central services sales and marketing team.
  • Team player who can give and take advice and support in order to ensure the fulfillment of CRC’s mission.
  • Entrepreneurial spirit, creative problem solver, and strong collaborator.
  • Excellent project management skills, with an ability to multitask, focus attention to detail while maintaining an understanding of the big picture of the organizational structure and goals.
• Ability to work outside standard work hours and to travel locally and nationally; a current driver’s license is required.

This position offers a competitive salary with strong benefits. Relocation assistance is offered and/or one can commute from a large metro-area with proximity to one of the clusters of communities.  All inquiries will be held in strict confidence.
To Apply
 
This search is being managed by Heather A. Eddy, CFRE, President and CEO of Alford Executive Search.  To apply, candidates must complete the online application at http://alfordexecutivesearch.applicantstack.com/x/openings and thereon submit their cover letter and resume.  Due to extremely high volume of applicants, no applications will be accepted via email. Questions may be addressed to Kelly Monahan at kmonahan@alfordexecutivesearch.com.
 
Alford Executive Search, a division of KEES (www.alfordexecutivesearch.com) is a retained search firm dedicated to providing recruitment services of exceptional quality and strengthening the not-for-profit community through professional staffing solutions.