Community Sales Director

PACS Group; Berkeley (CA); On-site; USD 90,000 - 105,000; Full time

Job summary

The Arbor at Berkeley is seeking a Community Sales Director (CSD) to lead and grow sales within the community. You will oversee strategy, coaching, and execution to achieve occupancy targets while delivering exceptional hospitality and service to families and residents.

Responsibilities include driving census growth, managing leads and pipeline, and partnering with the Executive Director to set ambitious sales targets.

Qualifications

• Bachelor's degree in business administration, marketing, or a related field.
• Proven experience as a director of sales or in a similar role with high occupancy results.

Responsibilities

• Oversee and manage sales performance within the community to achieve targeted occupancy and revenue goals.
• Lead through influence and drive a proactive sales culture.
• Develop and implement sales strategies to grow occupancy and revenue.

Skills

Senior living sales

Close move-ins

CRM follow-up

Pipeline management

Lead generation

Relationship building

Education

Bachelor's degree in business/marketing or related field

Tools

CRM system

Job description

Community Sales Director

Location: The Arbor at Berkeley

Time Type: Full time

Job Description

Community Sales Director

The Arbor at Berkeley is seeking a Community Sales Director (CSD) who has had success in connecting with families and their loved ones as they navigate one of the most important transitions of their lives!

A candidate who can move quickly in a fast-paced environment, follow up consistently, build trust with families, and create a strong first impression of the community will be successful. The ideal candidate should be polished, organized, proactive, and comfortable balancing relationship-building with strong sales accountability.

A summary of knowledge, skills, and abilities held by our next Community Sales Director:

• Senior living sales experience preferred, ideally in Assisted Living and Memory Care
• Strong ability to conduct tours, follow up with leads, and close move-ins
• Comfortable working with families during emotional and time-sensitive decisions
• High-energy, positive, engaging, and hospitality-focused
• Strong CRM follow-up and pipeline management skills
• Ability to build referral relationships and represent the community in the local market
• Experienced in driving census growth and support a strong sales culture

The job description below outlines that the CSD is responsible for driving and sustaining census growth, generating qualified leads, converting leads to move-ins, tracking sales metrics, supporting smooth move-in experiences, and serving as a brand ambassador in the local market.

Pay range: $90,000-$105,000, commensurate with experience, and bonus earning potential.

Working days / hours: Tuesday through Saturday, standard business hours, with flexibility for tours, events, family meetings, and occasional weekend needs based on community activity.

General Purpose

The Community Sales Director is a key leadership role responsible for overseeing and managing the sales performance within a community. The primary objective of the role is to achieve targeted sales occupancy and revenue goals. The Community Sales Director plays a crucial role in driving sales success within the community. By providing guidance, support, and inspiration to the local teams, they contribute to achieving targeted sales goals and ensuring long-term business growth.

Working days / hours

Tuesday through Saturday, standard business hours, with flexibility for tours, events, family meetings, and occasional weekend needs based on sales activity.

Essential Duties

• Community Sales Culture – Work closely with the Executive Director to ensure the community has an optimized sales culture aligned with overall objectives, systems and resources and sales goals.
• Work to “lead through influence”
• Sales Strategy - Develop and implement effective sales strategies and tactics to drive occupancy and revenue growth in the community.
• Goal Setting - Collaborate with the Executive Director to set clear, challenging, and achievable sales targets.
• Performance Monitoring - Regularly monitor and analyze sales performance metrics, including revenue, sales activities, and pipeline management, to identify areas of improvement and take appropriate actions.
• Sales Forecasting - Develop accurate sales forecasts and collaborate with the Executive Director in the development of the annual sales budget.
• Sales Support - Collaborate with internal departments to provide necessary support and resources to the team, ensuring smooth operations and customer satisfaction.
• Market Analysis - Stay updated on market trends, competitor activities, customer needs, and pricing and provide insights to the leadership team to drive strategic decision-making and effective sales approaches.
• Communicate identified trends and market changes with Executive Director.
• Ambassador Training – Work with Executive Director (ED) to host routine Ambassador Training, ensuring all leadership team members, concierges and other team members are trained in customer service, excellent telephone etiquette, “walk in” and back up tour support.

Skills

• Demonstrated sales closing skills with a consistent record of high occupancy results.
• Collaborative team player able to establish effective working relationships with team members.
• Demonstrated experience in promoting a high level of customer service and hospitality towards and among all residents, associates, and visitors.
• Self-motivated to accomplish goals with a strong sense of accountability for results.
• Possess an appreciation of seniors and an understanding of the aging process.
• Must possess a general knowledge of laws and restrictions regarding Assisted Living, Memory Support, and Independent Living (where applicable), as well as a solid understanding of opportunities and limits of other levels of care within senior living.
• Strong leadership and coaching skills with a record of successfully managing and motivating others.
• Excellent communication and interpersonal skills to effectively collaborate with internal and external stakeholders.
• Results-oriented mindset with a focus on achieving sales targets and driving revenue growth.
• Strong analytical and problem-solving abilities to identify sales opportunities and develop effective strategies.
• Proven ability to build and maintain relationships with clients, partners, and stakeholders.
• Senior living sales experience preferred, ideally in Assisted Living and Memory Care
• Strong ability to conduct tours, follow up with leads, and close move-ins
• Comfortable working with families during emotional and time-sensitive decisions
• High-energy, positive, engaging, and hospitality-focused personality
• Strong CRM follow-up and pipeline management skills
• Ability to build referral relationships and represent the community in the local market
• Someone who can help drive census growth and support a strong sales culture

Supervisory Requirements

This position may have supervisory responsibilities that will be given at the discretion of the Executive Director.

Qualification

Education and/or Experience

Bachelor's degree in business administration, marketing, or a related field or combination of education and experience preferred. Proven experience as a director of sales or in a similar role, preferably in the same industry or related field. Demonstrated sales closing skills with a consistent record of high occupancy results.

Language Skills

Ability to read technical procedures. Ability to read and comprehend policy and procedure manuals. Ability to effectively present information and respond to questions from managers, coworkers, and families. Demonstrated experience in promoting a high level of customer service and hospitality towards and among all residents, associates, and visitors. Demonstrated communication excellence, verbally and in writing, comfortable presenting to large groups.

Mathematical Skills

Ability to apply concepts such as fractions, percentages, ratios and proportions to practical situations. Familiarity with sales performance metrics.

Reasoning Ability

Ability to solve practical problems. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.

Certificates, Licenses, Registrations

Not Required.

Physical Demands

To excel in this role, it is crucial for the employee to be prepared for the possibility of working with residents who may exhibit disruptive behavior, including verbal or physical contact issues. The physical demands outlined below are indicative of those essential for job performance, and reasonable accommodations can be arranged to facilitate individuals with disabilities in carrying out these vital functions. While performing job duties, the employee will routinely engage in activities such as sitting, standing, walking, using hands to handle and feel, reaching with hands and arms, talking, and hearing. Additionally, there may be occasional requirements for crouching and lifting items weighing up to 50lbs. The employee's specific vision abilities should encompass the capacity to see both near and far distances.

Work Environment

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. The noise level in the work environment is typically low to moderate.

Additional Information

Note: Nothing in this job specification restricts management’s right to assign or reassign duties and responsibilities to this job at any time. Critical features of this job are described under various headings above. They may be subject to change at any time due to reasonable accommodation or other reasons. The above statements are strictly intended to describe the general nature and level of the work being performed. They are not intended to be construed as a complete list of all responsibilities, duties, and skills required of employees in this position.

We are an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, protected veteran status, or any other legally protected status.