Director of Sales

Position Summary

The Director of Sales (DOS) manages the sales operations of the community. The focus of the DOS is connecting with prospective residents through multi‑communication platforms to inspire prospective residents to move into the community. The DOS connects with new inquiries and existing inquiries to convert these leads into move‑ins to achieve occupancy targets. Success of the DOS is measured in multiple ways, including sales conversions, revenue optimization, move‑ins, and average daily occupancy.

Salary and commission earning potential up to $95K+ annually based on performance.

Responsibilities

• Interacts with all leads provided through multiple channels including advertising, public relations, referral, or personal contact and convert those leads into residents of the community using professional selling skills and our sales process.
• Builds customer focused relationships by advancing the lead through the sales process and gaining customer commitment.
• Executes all facets of the Sales Playbook (Sales System) including proper discovery, overcoming objections, and closing techniques to achieve budgeted occupancy and net revenue.
• Manages the sales tracking reports and provides daily updates and conveying all activities to the Executive Director.
• Conducts weekly strategy and advisory meetings with the Executive Director.
• Communicates sales results to key stakeholders at least once a week.
• Consistently conducts on‑site walk throughs of the community to ensure the tour path and model rooms are ready for company.
• Plans and executes local sales events to generate and convert leads.
• Pulls management reports on sales activities, leads, move‑ins, conversions, and critical success factors.
• Tracks leads, keeping accurate records on all leads and prospects and all sales activities using a CRM.
• Collaborates with Executive Director and marketing teams in developing marketing tactics to achieve lead goals.

Market Conditions

• Conducts quarterly competitive market research including established communities and new/upcoming communities, product ranking and analysis and accurately reports data into the competitive market analysis tool.
• Prepares general market analysis and develops methodologies for tracking prospective residents and referral sources.
• Identifies competitive opportunities and threats and presents strategic alternatives to the Executive Director and Regional Sales Leadership.
• Demonstrates a strong understanding of the senior living industry and local market conditions.

Revenue Optimization

• Strives to meet predetermined monthly sales goals.
• Determines which revenue drivers to utilize, including pricing, incentives, inventory management, to optimize net revenue and achieve budget.
• Uses selling skills with prospective residents to achieve “everyday matters” revenue optimization.
• Analyzes and interprets sales metrics to make recommendations on business operations to improve community NOI.
• Provides expert advice to both prospective residents and both internal and external business partners.

External Business Development

• Identifies and develops an effective network of non‑paid referral sources to generate leads and move‑ins.
• Plans and executes monthly presentations to professional referral sources.
• Leads monthly referral development meetings with ED and appropriate executive team members for the purpose of utilizing all community resources to expand the referral network.
• Properly documents all networking and professional referral sources in the CRM.

Resident Move‑In Process

• Reviews and facilitates the Move‑In Packet with the resident and/or family.
• Facilitates and coordinates the Resident Assessment with the clinical team.
• Oversees and manages the move‑in process to ensure a smooth transition into the community.
• Ensures all state mandated paperwork and forms are completed on or before the move‑in date by the family and/or resident.
• Coordinates with ED, BOM and DHW the resident’s Administrative Files to ensure it is fully prepared according to state‑specific regulatory requirements, so lease signing is on the scheduled date without delays.

Leadership and Development

• Keeps abreast of professional development in the field by reading, attending conferences and training sessions.
• Always acts professionally and honestly in the representation of the Community concept of senior living.
• Actively participates in all community leadership meetings and functions.
• Other duties as assigned.

Qualifications

• Bachelor’s degree in marketing, Business, Public Relations, or related field preferred.
• Two years in marketing/sales in senior living setting preferred.
• Proficient in Microsoft Office (Word, Excel, Outlook, PowerPoint).
• Experience working with sales CRM systems, tracking leads and sales activities.

Benefits

For eligible employees, we offer a comprehensive benefits package that includes competitive pay, medical, dental, vision, life and disability insurance, paid time off and holidays, a 401(k) with employer match, paid training and career growth opportunities, wellness‑related benefits, and additional support through our Employee Assistance Program (EAP).

Equal Opportunity Employer

We are proud to be an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all team members. EOE D/V

Important Job Information

This job description outlines the general nature and level of responsibilities for this role and is not an exhaustive list of all duties. Qualified individuals with disabilities, as defined by the ADA, must be able to perform the essential job functions with or without reasonable accommodation, as determined on a case‑by‑case basis.

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