Managing Director - Strategic Accounts - Senior Living

The Managing Director, Strategic Accounts -- Senior Living is responsible for owning and activating BluSky's Strategic Senior Living accounts nationally. This role drives revenue growth by converting national MSAs into repeatable, site-level revenue through disciplined account strategy, executive relationship development, and coordination with regional teams.

PRINCIPAL DUTIES & RESPONSIBILITIES

Strategic Account Growth (Nationally)

• Owns a defined portfolio of enterprise Senior Living accounts (top operators, REITs, and management groups)
• Develops and executes account plans aligned to sales, revenue, margin, and activation targets
• Drives MSA activation across properties, converting agreements into repeatable revenue
• Builds executive-level relationships across ownership, asset management, and operations
• Ensures consistent execution and client experience across markets

Strategic Account Ownership (Nationally)

• Owns and expands relationships across a defined portfolio of enterprise Senior Living accounts to drive revenue growth and market share.
• Identifies and prioritizes target accounts within the Senior Living sector and drives new logo acquisition and strategic account expansion.
• Manages a defined portfolio of target accounts and opportunities within CRM, maintaining disciplined pipeline visibility and forecasting.
• Builds a visible industry presence through active engagement in key Senior Living associations to strengthen brand positioning and access to decision makers.
• Leads strategic pursuit strategies and ensures timely follow-up and conversion of high-value opportunities across assigned accounts.
• Leverages national relationships to drive local activation in partnership with regional teams, ensuring enterprise strategies translate into site-level revenue.
• Partners with regional sales and operations teams to execute account plans and expand revenue across assigned portfolios.
• Leads development and presentation of enterprise-level proposals, including MSAs, renewals, and expansion opportunities.
• Maintains a disciplined sales cadence and pipeline aligned with revenue targets and strategic account plans.
• Maintains accurate and timely reporting of pipeline, opportunities, and account activity within CRM to support forecasting and performance management.
• Accountable for achieving annual revenue targets across assigned accounts, including growth, retention, and expansion.

Marketing (Nationally)

• Partners with leadership to define strategic association engagement and investment to maximize visibility and opportunity generation.
• Represents BluSky at key industry events and tradeshows, generating enterprise opportunities and strengthening executive relationships.

General Responsibilities (Nationally)

• Maintains deep knowledge of BluSky's service offerings and how they apply to Senior Living portfolios and risk profiles.
• Adheres to BluSky operating standards and contributes to continuous improvement of enterprise sales and account management practices.
• Delivers a consistent, high-quality client experience across all interactions and markets.
• Acts as a cultural leader, reinforcing accountability, collaboration, and performance across teams.
• Leads or supports strategic initiatives aligned with enterprise growth and vertical expansion.

SUPERVISORY RESPONSIBILITY

No direct reports; however, this role provides cross-functional leadership across regional sales and operations teams in support of strategic accounts.

QUALIFICATIONS & REQUIREMENTS

• 5+ years of experience in enterprise sales and/or account management within Senior Living, Commercial Real Estate, or related sectors, with a track record of driving national account growth.
• Existing relationships with national Senior Living operators, REITs, or management groups strongly preferred
• Experience managing strategic or national accounts across multiple geographies
• Willingness to engage in industry events and networking opportunities as required to support business development.
• Ability to travel 25--50% to support national account coverage and industry engagement.
• Proficiency in Microsoft Office and CRM platforms for pipeline and account management.
• Experience managing pipeline, forecasting, and account activity within CRM systems.
• Valid driver's license
• An outgoing, driven, tenacious, team-oriented attitude is a must!

EDUCATION

• Bachelor's degree in Business, Marketing, or related field preferred.

WORK ENVIRONMENT & PHYSICAL JOB DEMANDS

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. The noise level in the work environment is usually quiet.

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. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

The employee must occasionally lift and/or move up to 25 pounds. While performing the duties of this job, the employee is regularly required to sit; use hands and fingers, reach with hands and arms, talk and hear. The employee is required to regularly move and walk around the office.

TRAVEL

25-50% travel required. Some additional out-of-area and overnight travel may be expected for training or meetings.