Director of Sales

divh2Director Of Sales/h2pIntegral Senior Living (ISL) proudly manages care and lifestyle-focused Independent Living, Assisted Living and Memory Care communities across California and surrounding areas serving thousands of residents and families throughout the region. Guided by our foundational Culture Keepers, we cultivate purpose-driven environments where residents thrive and Team Members feel valued, empowered, and supported./ppAs part of one of the largest senior living organizations in the nation, our communities have earned Great Place to Work certifications from 20222026. At ISL, purpose fuels every role, culture inspires every team, and continuous growth shapes every career. We continually aspire and invest in learning and development opportunities that support our team members professional growth, ensuring every team member has the tools to build a meaningful and rewarding career./ppSign-on/Stay-on Bonus!/ppThe 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, 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./ppResponsibilities/ppSales/pulliInteracts 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./liliBuilds customer focused relationships by advancing the lead through the sales process and gaining customer commitment./liliExecutes all facets of the Sales Playbook (Sales System) including proper discovery, overcoming objections, and closing techniques to achieve budgeted occupancy and net revenue./liliManages the sales tracking reports and provides daily updates and conveying all activities to the Executive Director/liliConducts weekly strategy and advisory meetings with the Executive Director./liliCommunicates sales results to key stakeholders a minimum of one week./liliConsistently conducts on-site walk throughs of the community to ensure the tour path and model rooms are ready for company./liliPlans and executes local sales events to generate and convert leads./liliPulls management reports on sales activities, leads, move ins, conversions, and critical success factors./liliTracks leads, keeping accurate records on all leads and prospects and all sales activities using a CRM./liliCollaborate with Executive Director and marketing teams in developing marketing tactics to achieve lead goals./li/ulpMarket Conditions/pulliConducts 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./liliPrepare general market analysis and develop methodologies for tracking prospective residents and referral sources./liliIdentifies competitive opportunities and threats and presents strategic alternatives to the Executive Director and Regional Sales Leadership./liliDemonstrates a strong understanding of the senior living industry and local market conditions./li/ulpRevenue Optimization/pulliStrives to meet predetermined monthly sales goals./liliDetermines which revenue drivers to utilize, including pricing, incentives, inventory management, to optimize net revenue and achieve budget./liliUses selling skills with prospective residents to achieve everyday matters revenue optimization./liliAnalyze and interpret sales metrics to make recommendations on business operations to improve community NOI./liliProvide expert advice to both prospective residents and both internal and external business partners./li/ulpExternal Business Development/pulliIdentifies and develops an effective network of non-paid referral sources to generate leads and move-ins./liliPlans and executes monthly presentations to professional referral sources./liliLeads monthly referral development meetings with ED and appropriate executive team members for the purpose of utilizing all community resources to expand the referral network./liliProperly document all networking and professional referral sources in the CRM./li/ulpResident Move-In Process/pulliReviews and facilitates the Move-In Packet with the resident and/or family./liliFacilitates and coordinates the Resident Assessment with the clinical team./liliOversees and manages the move-in process to ensure a smooth transition into the community./liliEnsures all state mandated paperwork and forms are completed on or before the move-in date by the family and/or resident./liliCoordinates with ED, BOM and DHW the residents Administrative Files to ensure it is fully prepared according to state specific regulatory requirements, so lease signing is on the scheduled date without delays./li/ulpLeadership and Development/pulliKeeps abreast of professional development in the field by reading, attending conferences and training sessions./liliAlways acts professionally and honestly in the representation of the Community concept of senior living./liliActively participates in all community leadership meetings and functions./liliOther duties as assigned./li/ulpQualifications:/pulliBachelors degree in marketing, Business, Public Relations, or related field preferred./liliTwo years in marketing/sales in senior living setting preferred./liliProficient in Microsoft Office (Word, Excel, Outlook, Power Point)/liliExperience working with sales CRM systems, tracking leads and sales activities./li/ulpBenefits/ppIn addition to a rewarding career and competitive salary, Discovery offers a comprehensive benefit package./ppEligible team members are offered a comprehensive benefit package including medical, dental, vision, life and disability insurances, paid time off and paid holidays. Team members are eligible to participate in our outstanding 401(k) plan with company match our Employee Assistance Program and accident insurance policies./ppEOE D/V/p/div