Director of Sales

TerraBella Senior Living, LLC; Knightdale (NC); On-site; USD 50,000 - 90,000; Full time

Job summary

An established industry player in senior living is seeking a dynamic Director of Sales to lead sales operations within their community. This role focuses on connecting with prospective residents through various communication platforms, utilizing industry trends to create effective sales strategies, and achieving occupancy targets. The ideal candidate will have a strong background in sales, excellent communication skills, and a passion for enhancing the lives of seniors. Join a dedicated team that values professional development and offers a comprehensive benefits package, including medical, dental, and a robust 401(k) plan. This is an exciting opportunity to make a meaningful impact in the senior living industry.

Benefits

Medical Insurance

Dental Insurance

Vision Insurance

Paid Time Off

401(k) Plan with Company Match

Employee Assistance Program

Accident Insurance

Qualifications

• Bachelor's degree preferred with 2 years in marketing/sales in senior living.
• Proficient in Microsoft Office and CRM systems for tracking leads.

Responsibilities

• Manage sales operations and connect with prospective residents to achieve occupancy targets.
• Conduct market research and develop sales strategies to optimize revenue.

Skills

Sales Skills

Customer Relationship Management

Market Analysis

Revenue Optimization

Communication Skills

Education

Bachelor's degree in marketing, Business, Public Relations, or related field

Tools

Microsoft Office

Sales CRM Systems

Job description

About TerraBella Senior Living
TerraBella Senior Living is the proud operator of more than 30 amenity-, care- and lifestyle-focused communities located throughout the Carolinas, Virginia, Kentucky, Georgia, and Tennessee. TerraBella communities together account for more than 2200 units and span a full spectrum of senior living and care options, including Active Independent Living, Assisted Living, Memory Care, and available, short-term Respite Care.

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 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.

Responsibilities

Sales

• Interacts 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.
• Builds customer focused relationships by advancing the lead through the sales process and gaining customer commitment.
• Executes all facets of the Sales Playbook (Sales System) including proper discovery, overcoming objections, and closing techniques to achieve budgeted occupancy and net revenue.
• Manages the sales tracking reports and provides daily updates and conveying all activities to the Executive Director.
• Conducts weekly strategy and advisory meetings with the Executive Director.
• Communicates sales results to key stakeholders a minimum of one week.
• Consistently conducts on-site walk throughs of the community to ensure the tour path and model rooms are ready for company.
• Plans and executes local sales events to generate and convert leads.
• Pulls management reports on sales activities, leads, move ins, conversions, and critical success factors.
• Tracks leads, keeping accurate records on all leads and prospects and all sales activities using a CRM.
• Collaborate with Executive Director and marketing teams in developing marketing tactics to achieve lead goals.

Market Conditions

• Conducts 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.
• Prepare general market analysis and develop methodologies for tracking prospective residents and referral sources.
• Identifies competitive opportunities and threats and presents strategic alternatives to the Executive Director and Regional Sales Leadership.
• Demonstrates a strong understanding of the senior living industry and local market conditions.

Revenue Optimization

• Strives to meet predetermined monthly sales goals.
• Determines which revenue drivers to utilize, including pricing, incentives, inventory management, to optimize net revenue and achieve budget.
• Uses 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

• Identifies and develops an effective network of non-paid referral sources to generate leads and move-ins.
• Plans and executes monthly presentations to professional referral sources.
• Leads monthly referral development meetings with ED and appropriate executive team members for the purpose of utilizing all community resources to expand the referral network.
• Properly document all networking and professional referral sources in the CRM.

Resident Move-In Process

• Reviews and facilitates the Move-In Packet with the resident and/or family.
• Facilitates and coordinates the Resident Assessment with the clinical team.
• Oversees and manages the move-in process to ensure a smooth transition into the community.
• Ensures all state mandated paperwork and forms are completed on or before the move-in date by the family and/or resident.
• Coordinates with ED, BOM and DHW the resident's Administrative Files to ensure it is fully prepared according to state specific regulatory requirements, so lease signing is on the scheduled date without delays.

Leadership and Development

• Keeps abreast of professional development in the field by reading, attending conferences and training sessions.
• Always acts professionally and honestly in the representation of the Community concept of senior living.
• Actively participates in all community leadership meetings and functions.
• Other duties as assigned.

Qualifications

• Bachelor's degree in marketing, Business, Public Relations, or related field preferred.
• Two years in marketing/sales in senior living setting preferred.
• Proficient in Microsoft Office (Word, Excel, Outlook, Power Point).
• Experience working with sales CRM systems, tracking leads and sales activities.

Benefits
In addition to a rewarding career and competitive salary, Discovery offers a comprehensive benefit package. Eligible 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.

EOE D/V