Director of Sales

TerraBella Senior Living proudly serves thousands of residents and families offering a full range of lifestyle and care options including Active Independent Living, Assisted Living, Memory Care, and short‑term Respite. With a foundation rooted in purpose, hospitality, and connection, TerraBella fosters communities where both residents and Team Members thrive.

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 multiple communication platforms to inspire them to move into the community. The DOS connects with new inquiries and existing inquiries with the goal of converting these leads to move‑ins to achieve occupancy targets. Utilizes industry trends and knowledge of local competitors to create successful sales tactics. The success of the DOS is measured in multiple ways, including sales conversions, revenue optimization, move‑ins, and average daily occupancy.

Responsibilities
Sales

Interact with all leads from multiple channels (advertising, public relations, referral, or personal contact) and convert those leads into residents of the community using professional selling skills and our sales process.

Build customer‑focused relationships by advancing the lead through the sales process and gaining customer commitment.

Execute all facets of the Sales Playbook (Sales System) including proper discovery, overcoming objections, and closing techniques to achieve budgeted occupancy and net revenue.

Manage the sales tracking reports and provide daily updates to the Executive Director.

Conduct weekly strategy and advisory meetings with the Executive Director.

Communicate sales results to key stakeholders at least once a week.

Consistently conduct on‑site walk‑throughs of the community to ensure the tour path and model rooms are ready.

Plan and execute local sales events to generate and convert leads.

Pull management reports on sales activities, leads, move‑ins, conversions, and critical success factors.

Track leads, keeping accurate records of all leads and prospects and all sales activities using a CRM.

Collaborate with the Executive Director and marketing teams to develop marketing tactics to achieve lead goals.

Market Conditions

Conduct quarterly competitive market research including established and new/upcoming communities, product ranking and analysis, and accurately report data into the competitive market analysis tool.

Prepare general market analysis and develop methodologies for tracking prospective residents and referral sources.

Identify competitive opportunities and threats and present strategic alternatives to the Executive Director and Regional Sales Leadership.

Demonstrate a strong understanding of the senior living industry and local market conditions.

Revenue Optimization

Strive to meet predetermined monthly sales goals.

Determine which revenue drivers to utilize, including pricing, incentives, inventory management, to optimize net revenue and achieve budget.

Use selling skills with prospective residents to achieve everyday‑matters revenue optimization.

Analyze and interpret sales metrics to make recommendations on business operations to improve community NOI.

Provide expert advice to both prospective residents and both internal and external business partners.

External Business Development

Identify and develop an effective network of non‑paid referral sources to generate leads and move‑ins.

Plan and execute monthly presentations to professional referral sources.

Lead monthly referral development meetings with the ED and appropriate executive team members to utilize all community resources and expand the referral network.

Document all networking and professional referral sources in the CRM.

Resident Move‑In Process

Review and facilitate the Move‑In Packet with the resident and/or family.

Facilitate and coordinate the Resident Assessment with the clinical team.

Oversee and manage the move‑in process to ensure a smooth transition into the community.

Ensure all state‑mandated paperwork and forms are completed on or before the move‑in date by the family and/or resident.

Coordinate with the ED, BOM and DHW the resident's Administrative Files to ensure they are fully prepared according to state‑specific regulatory requirements, so lease signing is on the scheduled date without delays.

Leadership and Development

Keep abreast of professional development in the field by reading, attending conferences and training sessions.

Always act professionally and honestly in the representation of the Community concept of senior living.

Actively participate in all community leadership meetings and functions.

Perform other duties as assigned.

Qualifications

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

Two years in marketing/sales in a 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

Application Note
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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