Director of Sales

HarborChase, LLC.; Naperville, Northern (IL, KY); Hybrid; USD 90,000 - 130,000; Full time

Job summary

HarborChase, LLC. in Naperville, IL seeks a Director of Sales to drive occupancy growth in its senior living community. You will market the community, network with referral sources, discharge planners, and families to generate qualified leads and move-ins.

You will manage lead tracking, communicate with management, and coordinate assessments with resident-care leaders to ensure a smooth transition. A proven sales background, leadership experience, and knowledge of FHA/ADA considerations are

Qualifications

• Bachelor’s degree in related field required.
• Proven sales track record; effective selling and closing skills.
• Two (2) years in the senior sales and marketing environment.
• Public relations experience preferred.
• Strong leadership skills with at least two (2) years in supervising/management.
• One to two years related experience and/or training or equivalent combination of education and experience.
• Experience using Microsoft Office and Outlook; midlevel typing skills.
• Able to communicate effectively with all levels of management, associates, residents, family members, and outside contacts.
• Able to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages; able to manage revenue and expense budget.
• Knowledge of current Federal and State laws pertaining to IL, AL, MC, SNF communities respectively.
• Able to make independent decisions.
• Must convey warmth, friendliness and care on first impression.
• Familiarity with FHA and ADA guidelines in sales and marketing materials.

Responsibilities

• Maintains a high level of occupancy.
• Maintains up-to-date records of all communication with prospective customers using the lead management system.
• Oversees tracking of prospective customers from initial contact to close and move-in.
• Possesses and maintains strong knowledge of the community, its benefits, services, and competitors.
• Builds and maintains positive relationships with prospects and families.
• Guides prospects to decisions that fit their needs and aims to close early and often.
• Provides regular reports to Dir. of Sales & Marketing on sales progress and marketing plan implementation.
• Works with directors to schedule assessments and manage move-in paperwork.
• Ensures confidentiality of resident information and supports on-call responsibilities.

Skills

Proven sales track record

Leadership

Communication skills

Budget management

Microsoft Office

Public relations

Independent decision making

FHA/ADA compliance

Sales & marketing experience

Typing skills

Education

Bachelor’s Degree in related field

Tools

Microsoft Office

Outlook

Job description

Description

Position Summary

The Director of Sales is responsible for managing occupancy development of the community, actively marketing the community by networking in the local community with residents, families, discharge planners, social service workers, local community business organizations and other referral sources.

Essential Functions

• Maintains a high level of occupancy
• Maintains up-to-date records of all communication with prospective customers using the appropriate lead management system specified by the Regional Dir. of Sales and Marketing
• Overseas the tracking of prospective customer from initial contact through to close and move-in
• Possesses and maintains a strong knowledge of the community, its benefits, and the services provided
• Possesses and maintains a strong knowledge of all competitor’s unique selling points, services provided and rates
• Builds and maintains a positive and trusting relationship with prospects through listening and understanding needs and asking questions to acquire more information about specific situations
• Remains current on unit status and vacancy map
• Introduces prospective residents and family members to associates, as well as other residents providing opportunities for them to experience the benefits and warmth of the community
• Guiding the prospect to make the decision that best fits their individual needs
• Attempts to close early and often
• Is able to overcome objections and close the sale
• Meets sales, phone out and appointment standards on a consistent basis
• Provides regular reports to the Dir. of Sales & Marketing regarding sales achievements, status of interested prospects, and implementation of the marketing plan
• Provides the family with all move-in paperwork and ensures that it is completed and returned within the specific time frame prior to move-in
• Works with the Dir. of Resident Care, Dir. of Assisted Living or Dir. of Memory Care to schedule an assessment with the resident as required
• Informs all associates of the pending move-in date and the necessary information about the resident
• Assists the resident and their family with the transition process through on-going communication, sensitivity
• Provides direction and support to other sales staff in achieving and exceeding the community’s sales and move-in goals and reassurance
• Works with the Dir. of Sales & Marketing (if applicable) to establish exchange of information on inventory and other sales issues in order to anticipate and prioritize fast resale of cancelled contracts
• Maintains and protects confidentiality or resident information
• Carries out other duties as assigned by Dir. of Sales & Marketing or Executive Director including any on-call responsibility and MOD requirements
• Attends required community meetings and completes required reports in a neat and timely manner
• Availability to work evenings and weekends if necessary
• The ability to work in a safe and alert manner
• The ability to take ownership for associate’s safety and the safety of the residents
• Must disclose any medication that might impair associate’s ability to perform the job safely or competently.

Non-Essential Functions

• Leads by example exhibiting the CORE Values through servant leadership
• Encourages teamwork and promotes company philosophy
• Participates Life Enrichment activities when able
• Is prompt and able to perform the required duties of the position on a regular, predictable basis
• Becomes familiar and understands how to report a missing person using the Safe Return program or equivalent
• Becomes familiar and understands the steps for fire evacuation
• All associates are responsible for maintaining a safe and secure environment for all community residents

Requirements

Qualifications/Skills/Educational Requirements

• Bachelor’s Degree in related field required
• Proven sales track record; effective selling and closing skills
• Two (2) years in the senior sales and marketing environment
• Public relations experience preferred
• Strong leadership skills with a minimum of two (2) years experience in supervising and management
• One to two years related experience and/or training or equivalent combination of education and experience
• Experience using Microsoft Office and Outlook software. Midlevel typing skills required
• Able to communicate effectively with all levels of management, associates, residents, family members, and outside contacts
• Able to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, etc. Able to manage revenue and expense budget
• Knowledge of current Federal and State laws pertaining to IL, AL, MC, SNF communities respectively
• Able to make independent decisions
• Must be able to generate a warm, friendly and caring manner on first impression
• Must be familiar with and adhere to guidelines related to the Fair Housing Act (FHA) and the American with Disabilities Act (ADA) regulations in all aspects of the job including sales presentations and marketing materials
• Must possess a passion to work with and around senior citizens

Background Screening Requirement

In all Florida Companies, this position requires a Level 2 background screening through the Florida Care Provider Background Screening Clearinghouse. For more information regarding the Clearinghouse, disqualifying offenses, and exemption procedures, please visit: https://info.flclearinghouse.com