Los Gatos Meadows

SUMMARY

The Director of Sales and Marketing Operations is responsible for leading the sales and marketing activities associated with the development and opening of a new community. This position will establish the community's presence in the market area, collaborate on and execute the pre-opening sales strategy, manage the sales team and staff working out of the Sales Gallery, build a qualified prospect pipeline, cultivate relationships with prospective residents and their families, and achieve occupancy and revenue objectives.

The Director will serve as a key member of the start-up team and will work collaboratively with executive leadership, enterprise marketing, operations, development, project management, culture and community, finance, IT and human resources to ensure the community is successfully positioned and prepared for opening.

The successful candidate will be an energetic, relationship-oriented sales professional with demonstrated experience in senior living, hospitality, start-up operations or another complex service environments. The individual must be comfortable building awareness from the ground up, leading the team, creating attachment to a new brand, developing referral relationships, and converting qualified prospects into residents.

Essential Responsibilities

• Collaborate on a pre-opening sales strategy, and managing the sales gallery during the development period implementing a comprehensive plan in alignment with the community's opening schedule, market positioning, pricing strategy, lead generation, and occupancy goals including establishing and monitoring monthly and quarterly sales goals leading up to project financing and continuing to opening.
• Develop sales forecasts and maintain an accurate prospect pipeline; establish key milestones and procedures for lead generation, tours/visits, deposits/reservations, retention, personalization and move-ins; use the CRM and adding professional insights, provide regular sales and market updates to executive leadership.
• Identify barriers to achieving sales and occupancy objectives and develop corrective strategies, monitor market conditions, competitive activity, pricing, product offerings, and customer preferences.
• Develop awareness and attachment in the local market, establishing the new community as a recognized and trusted senior living resource and option by developing relationships and maintaining a comprehensive databased of prospective residents, families, local civic leaders, professional advisors, physicians, care managers, discharge planners, real estate professionals, financial advisors, clergy, community organizations, and other referral sources.
• Conduct market outreach, networking, presentations, educational programs, and community events, identifying strategic partnerships and opportunities to expand the community's referral network and representing the organization at professional, civic, healthcare, and community events.
• Coach and develop the sales team to respond promptly and professionally to inquiries and referrals, conduct discovery calls, tours, presentations, and follow-up activities with prospective residents and families and develop individualized sales strategies based on each prospect's needs, preferences, financial considerations, and timing, keeping accurate and timely documentation in the CRM; ensure all marketing materials accurately reflect the community's services, amenities, pricing, availability, and opening schedule.
• Ensure a high-quality customer experience by ensuring that prospects and families experience meaningful and well-planned events, receive accurate information regarding services, accommodations, pricing, contracts, amenities, and community life, developing and implementing a sales tour experience that reflects the community's brand, culture, hospitality standards, and value proposition.
• Partner with operations to ensure a seamless transition from prospect to resident.

Requirements

Essential

• Bachelor's degree in marketing, business, healthcare administration, hospitality, communications, or related field preferred.
• Minimum of 5 years of progressive sales and marketing experience, preferably in senior living, healthcare, hospitality, real estate, or another relationship-based service industry.
• Demonstrated success in achieving sales goals and converting leads into customers or residents.
• Experience developing and managing a sales pipeline.
• Strong presentation, negotiation, communication, and interpersonal skills.
• Excellent organizational and follow-up skills.
• Proficiency with CRM systems, Microsoft Office, and digital marketing tools.
• Ability to work independently while collaborating effectively with a multidisciplinary team.
• Ability to work flexible hours, including occasional evenings and weekends for events and community outreach.

Preferred

• Experience with a new senior living community opening or major expansion project.
• Knowledge of senior living sales processes and the decision-making dynamics of older adults and their families.
• Experience with Independent Living, Assisted Living, Memory Care, Skilled Nursing, or Continuing Care Retirement Community models.
• Experience developing a market from the ground up.
• Experience managing a sales team.
• Knowledge of senior living pricing, contracts, entrance-fee structures, or residency agreements.

Compensation Disclaimer: The actual compensation offered will depend on a wide range of factors including, but not limited to, the selected candidate's knowledge, skills, experience, training, education, and licensure/certifications (as applicable).