Director of Sales

Experience Senior Living; North Bethesda (MD); On-site; USD 110,000 - 125,000; Full time

Job summary

Experience Senior Living's The Reserve at Strathmore Square is preparing to open in March 2028, and we seek a Director of Sales to lead pre-opening sales and marketing efforts, building market awareness and referral relationships to drive early occupancy.

The role shapes the community's sales culture from the ground up, overseeing strategy, CRM setups, tours, and collaboration with development, construction, and operations to align milestones and opening timelines.

Qualifications

• Experience in senior living including assisted living and memory care.
• Blue-sky sales experience in Senior Living.
• Bachelor's degree or equivalent experience preferred.
• Strong relationship selling and closing abilities.
• Excellent verbal and written communication in English.

Responsibilities

• Lead all pre-opening sales and marketing initiatives and achieve pre-leasing goals.
• Build relationships with local referral sources and community partners.
• Collaborate with development, construction, and operations for milestones.
• Develop sales systems, CRM processes, and collateral.
• Manage annual community sales and marketing plan and ROI analysis.
• Track move-ins, move-outs, and referral activity.

Skills

Relationship selling

Closing

Motivational interviewing

Communication skills

Customer service

Team player

Sales planning

Education

Bachelor's degree or equivalent experience

Tools

MS Outlook

MS Word

MS Excel

MS PowerPoint

Job description

Experience Senior Living is excited to introduce The Reserve at Strathmore Square scheduled to open in March 2028. As we progress through the final stages of development, we are seeking a Director of Sales to lead and execute pre-opening sales and marketing efforts. This role will be instrumental in building market awareness, establishing referral relationships, and driving initial occupancy prior to opening and beyond. The Director of Sales will play a key role in shaping the community's sales culture from the ground up.

Pre-opening / development-focused responsibilities:

• Lead all pre-opening sales and marketing initiatives, including market analysis, pricing recommendations, sales strategy development, and achievement of pre-leasing goals.
• Establish and cultivate strong relationships with local referral sources, influencers, and community partners to build brand presence and a robust sales pipeline prior to opening.
• Collaborate closely with development, construction, and operations teams to align sales efforts with project milestones, model readiness, and opening timelines.
• Support the development of sales systems, CRM processes, collateral, and tour experiences, ensuring readiness for transition into stabilized operations

Responsibilities:

• Meet or exceed monthly company/community sales standards
• Primary focus on "sales zone" activities including face to face-including client home visits, voice to voice, creative follow up and purposeful planning for effective execution
• Respond to telephone, email-online, & in-person inquiries, remotely and in real time where possible, and conduct walk-in and scheduled tours with prospective residents or interested parties
• Accurately maintain the community's database by collecting and entering information about new inquiries and referral sources and recording consistent and appropriate follow up communication with inquiries, prospective residents & influencers, and referral source contacts
• Develop and maintain relationships with potential referral sources and conduct on-going field visits
• Qualify all current and potential referral sources, effectively matching our services to their needs, thus maximizing referral potential
• Research and maintain current information on local competition and new services and competitors entering the marketplace
• Create and oversee the annual community sales and marketing plan. Analyze data related to the return on investment and suggest changes in strategies or services to respond to changing market conditions. Oversee advertising and collateral
• Accurately track move-ins, move-outs, transfers, and quantity vs. quality of referral activity, determining appropriate follow-up actions
• As necessary, assist the team in completing the necessary move-in paperwork ensuring a smooth transition for the resident and acting in compliance with company policies and appropriate State Licensing regulations
• Provide regional management with necessary paperwork and reports to actively monitor sales efforts
• Attend and participate in core sales training events and maximize techniques to grow census/revenue
• Provide opportunities for greater community members and prospects to visit and tour the community by promoting appropriate unique events
• Monitor and manage the budget of the department
• May perform other duties as assigned

Requirements

• Experience in senior living, including assisted living and memory care environments required
• Blue-sky sales experience in Senior Living is required for this role
• Bachelor's degree or equivalent experience and education preferred
• Background in sales or leasing in the health care or senior living industry helpful
• Creative and "out of the box" thinker desired
• Expertise in "relationship selling" and a demonstrated ability to close
• Experience with motivational interviewing techniques preferred
• Must demonstrate competence in the following areas:
• Ability to connect and build trust with clients and their circle of influence
• Ability to understand and manage emotions arising from client situations
• Ability to guide clients toward solutions
• Experience in a customer service-oriented setting necessary
• Demonstrated ability to work in a team environment
• Ability to show sincerity and empathy
• Effective verbal and written communication skills are required, including the ability to communicate openly, honestly, and responsibly with others
• Ability to read, speak, and understand the English language
• Ability to work nights, weekends and holidays required
• Proficient in Microsoft Outlook, Word, Excel, and PowerPoint
• Must possess a current driver's license
• Connect and help residents transition from home to community through thoughtful engagement at every level of interaction
• Ability to work varied schedules to include weekends, evenings, and holidays

Benefits

We offer a full benefits package that includes medical, dental, vision, STD/LTD, life and voluntary life, 401k with employer matching, paid holidays, and up to 20 days PTO in the first three years.

Compensation: $110,000 - $125,000/year