Responsible for driving occupancy through a relationship-centered sales approach that prioritizes connection, discovery, and personalized guidance. This role leads the full sales cycle, from initial inquiry through move-in, while creating an experience that reflects a commitment to hospitality and excellence The Director of Sales plays a crucial role in driving the occupancy and revenue growth of the community by developing and implementing effective sales strategies. The Director of Sales builds relationships with the adult children of prospective residents, with seniors themselves, and with professional referral sources. The Director of Sales is responsible for all phases of the sales process to ensure that the community achieves and maintains its budgeted occupancy and revenue growth. The Director of Sales' goal is to ensure the community maintains high occupancy rates and achieves its monthly sales targets and overall census.
Essential Duties and Responsibilities:- Sales Strategy Development: Develop and implement a comprehensive sales strategy to attract and convert potential residents into permanent occupants. This includes identifying target markets, setting sales goals, and creating action plans to achieve them.
- Relationship Building: Build and maintain strong relationships with potential residents, families, and referral sources such as healthcare professionals, social workers, and local community organizations. Act as a trusted advisor, addressing their concerns and promoting the benefits and unique features of the community.
- Team Leadership: Lead and motivate the AL sales team, providing guidance, coaching, and training to ensure their success. Set clear performance expectations, monitor progress, and provide regular feedback to drive individual and team performance.
- Marketing and Promotions: Collaborate with the marketing team to develop and execute effective marketing campaigns and promotional activities. Utilize various channels, including digital marketing, social media, print media, and internal and external community events to raise awareness and generate leads. Responsible for 2-3 days of external marketing per week.
- Sales Performance Monitoring: Track and analyze sales data, occupancy rates, and market trends to assess the effectiveness of sales strategies. Identify areas for improvement, implement corrective actions, and generate weekly reports for Regional and Corporate team.
- Budget Management: Develop and manage the sales department budget, ensuring the effective allocation of resources for sales activities, marketing initiatives, and staff development programs.
- Market Research: Stay updated on industry trends, competitor activities, and changes in the senior living market. Use market research and customer feedback to identify new business opportunities, enhance service offerings, and stay ahead of the competition.
Complete quarterly competitive analysis reports.- Collaboration: Collaborate with other departments within the community to ensure a seamless experience for residents and their families. Foster a team-oriented environment to maximize resident satisfaction and retention.
- Generate and complete tours.
- Maintain referral trackers, reports, and/or CRMs.
- Complete move in paperwork and procedures as per policy.
- Work closely with the VP of Sales & Marketing in the development and execution of the sales strategy.
- Attend weekly marketing meeting at the community.
- Weekly conference calls with the VP of Sales & Marketing.
Required Knowledge, Skills, and Abilities:- Must have excellent organizational skills.
- Must be an effective time manager and multi-tasker.
- Must demonstrate exceptional verbal and written communication skills.
- Strong leadership, team management, and interpersonal skills.
- Must be customer service oriented.
- Must be an active listener.
- Must have computer skills and knowledge of databases.
- Must have knowledge of electronic health records.
- Knowledge of medical terminology.
Requirements:- A minimum of two years of sales and marketing experience in the senior care industry.
- Proven track record of meeting or exceeding sales targets, event planning, referral source development, and successful sales process.
- Bachelor's degree in business, Marketing, or related field preferred.
Work Environment:- Must be able to work flexible hours if needed to accommodate needs of the community.
- Must be familiar with all Levels of Care; Independent Living, Assisted Living, Memory Care, Skilled Nursing, Rehabilitation, and Long-Term Care.
Physical Demands: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.
- Must be able to lift a minimum of 20 lbs.
- Walking, standing, pushing, pulling, stooping, bending, stretching, and typing
