Regional Director Of Sales

Position Summary: Deliver enrollment and revenue goals throughout region by working closely with the National Sales Director and Regional Vice President. Grow, train, and motivate great Directors of Admissions and Outreach (DAO/DO) and Directors of Outreach (DO) while advising and coaching anyone involved in the enrollment and sales process. Utilize the unique strengths of each DAO/DO together with the vision and goals of that role, in order to drive campus enrollment and awareness in each community that will roll up to great performance in the region.

Candidate must reside in or be willing to relocate to Fusion southwest or mid-atlantic states. In order to apply, applicants must be in good standing and must obtain written full support from their direct manager.

Your Day to Day

Proactive communication, motivation, and accountability:

• Get to know each DAO/DO, their talents and skills, backgrounds, and what motivates them. Understand, develop, and work on a professional development plan to build around their strengths and opportunities for growth; incorporate their 1-, 3-, 5-, and 10-years professional plans.
• Collaborate with the DAO’s/DO’s HOS on their school’s unique enrollment goals. Focus on the DAO/DO impact on those objectives.
• Ensure strong Salesforce management, usage, and compliance to systems. Follow admissions and sales processes and provide ongoing training/coaching to DAO/DO to ensure effective Salesforce use for every campus.
• In order to drive a powerful presence in the community that results in professional referral growth YOY for each campus, work on annual plan of outreach with each DAO/DO-HOS team. Quarterly review of progress and adjustments to overall annual outreach that drives campus-level and regional enrollment success.

Coach, mentor, train, and develop DAO/DO’s in region:

• Shadow, co-pilot, or lead outreach (at least twice per year per DAO/DO) to coach, train, and mentor using our sales philosophy.
• Train and develop leaders involved in the enrollment process with HOS, AD, and DAO/DO in partnership with the District Vice President by shadowing at least 2X per year.
• Evolve and deliver written feedback (using epic coaching form) on outreach and enrollment meetings least 2X per year. Identify 1-3 positive and encouraging attributes/skills and 1-3 opportunities for growth and improvement.
• Lead and build sales training for national and sales support calls. Ensure triangle training is happening on campus (RDOS participation encouraged). Deliver significant contributions to messaging and sales playbook; actively participate in the evolution of our training and systems (add videos, MP3’s, various training tools used in the field).
• Review key metrics provided by FEG/Fusion Leadership to understand necessary adjustments in enrollment and sales activity. Provide strategic guidance to leaders in the field using key metrics.
• Partner with and regularly review key metrics with DVP to ensure HOS/DAO/DO are hitting agreed upon targets.
• Create a DAO/DO bench. Seek to hire from within and partner with DVPs and HOS to develop potential DAO/DO.

Team building, meetings, budgets, and recruitment:

• Publish a six month forward looking schedule that includes two quarterly meetings for each region of DAO/DO team (led by RDOS), help with the annual DAO/DO summit/breakout during EPIC! Summit or other relevant annual meetings.
• Focus on maintaining and improving team morale.
• Actively contribute to hiring and training efforts in partnership with National Sales Director.
• Continually seek improvements in any/all enrollment and sales systems and processes.
• Provide input on budgets, reviews, calculating bonuses, and other relevant items that impact the DAO/DO role.
• Ongoing work on national DAO/DO bench to backfill for any turnover due to role vacancy.

Serve as a partner to the District Vice President:

• Weekly review of each school’s key metrics: identify celebrations, enrollment trends, and highlight key issues and challenges.
• Weekly review with the DVP to ascertain action steps and strategic focus for schools within the region.
• Review monthly data to help campus leadership teams understand budgets, actuals, and forecasting. Assist in forecasting and help campuses understand performance to forecast.
• Discuss key metrics monthly to review recent history and have the DAO/DO report on action plans moving forward. (enrollment activity, outreach activity, professional referrals, IVIR conversion percentages, etc.).