Sales Director

Commonwealth Senior Living; Norfolk (VA); On-site; USD 65,000 - 78,000; Full time

Job summary

Commonwealth Senior Living is seeking a Sales Director in Virginia to lead the CSL Selling with Noble Purpose process. You will manage census by building relationships with hospitals, physicians and referral sources, driving leads and move-ins, and collaborating across the organization to uphold an excellent community image.

The role emphasizes independent work, strong communication, and strategic planning to sustain occupancy and revenue, while representing CSL in a positive light to residents

Qualifications

• Bachelor's degree in healthcare field or at least two years of sales experience.
• Knowledge of the workings and operation of the long-term care industry.
• Genuine interest in improving the lives of seniors and families.
• Ability to work independently.
• Excellent verbal, written, public presenting and interpersonal communication skills.

Responsibilities

• Achieve community census goals and annual budget projections; generate leads, schedule tours, advance the sales process, and meet daily/weekly/monthly goals.
• Schedule Community Experiences with prospective residents, maintaining CSL's sales approach.
• Respond to walk-ins, phone inquiries and web leads timely and accurately; maintain/upkeep the sales database.
• Create and drive Quarterly Revenue Plans including lead generation, events, and referrals.
• Collaborate with Executive Director on lead base management and external business development.
• Maintain occupancy and revenue by executing the revenue plan and closing sales.
• Develop and nurture relationships with residents, families, and referral sources.
• Lead sales initiatives; coordinate with executives on next steps for uncertain leads.
• Engage with community and local agencies to build trust and referrals; participate in trade shows.
• Develop strategies to maximize admissions and establish CSL as an aging expert; daily referrals from hospitals and care providers.
• Schedule screenings to determine levels of care and required services; coordinate admissions with leadership.
• Keep abreast of regulations governing assisted living facilities and participate in weekly sales meetings.
• Contribute to quality improvement by addressing customer service issues; uphold company image.
• Maintain confidentiality and comply with Commonwealth Senior Living policies.

Job description

Pay range: $65,000 - $78,000 per year.

The Sales Director is responsible for leading the CSL Selling with Noble Purpose sales process of the community. He or she manages community census by initiating and nurturing relations with community organizations, hospitals, and other referral sources in order to generate leads and move-ins to the community. The Sales Director works closely with all levels of the organization to ensure the community’s image and reputation are stellar and works in line with company values to make the community the desired option for all prospective residents and their families.

Qualifications

Bachelor's degree in healthcare field or at least two years of sales experience.

Knowledge of the workings and operation of the long-term care industry.

Genuine interest in improving the lives of seniors and families.

Ability to work independently.

Excellent verbal, written, public presenting and interpersonal communication skills.

Culture Ambassador

Models the core values of the company:

• We Care About People
• We Do the Right Thing
• We are Passionate, Have Fun, and Celebrate Success
• We Speak Up! It's Our Responsibility
• We Take Ownership and Add Value
• We are Respectful

Ensures all personnel exemplify the core values of the company at all times.

Create and drive the sales culture.

Areas of Primary Responsibility

Achieve community census goals and annual budget projections. Specifically, generate leads, schedule tours, advance the sales process, and meet daily/weekly/monthly goals.

Schedules, organizes and conducts Community Experiences with prospective residents of independent and assisted living, memory care, strictly maintaining the integrity of our CSL established sales approach and process.

Responds and follows-up with all walk-ins, phone inquiries and web leads timely and appropriately and treats each inquiry with value. Ensure sales database is up-to-date and accurate. Complete input of all required information (leads and activity) timely and accurately.

Creates, plans and implements Quarterly Revenue Plans to include lead and move in analysis, strategic planning, lead generation, hot/closing and referral events such as but not limited to: educational series, themed events, house warming events, etc, following our CSL event standards.

Creatively collaborates with Executive Director on effective lead base management, personal connection/WOWs and effective external business development strategies.

Responsible for maintaining budgeted occupancy and revenue by executing the revenue plan, generating the number of qualified inquiries, referrals, tours and then effectively closing the sale.

Develops and maintains a good working relationship with residents, families, and an active referral base by advancing the relationship to result in direct referrals from consumers and professionals.

Capable of taking the lead with all sales that become uncertain and instructing the individual assisting with the lead on immediate next steps and strategies.

Has the directive to respectfully challenge and question the Executive Director and other managers regarding moving in and closing any sale effectively and timely. This also includes questioning any possible denials of admit or readmits.

Act as liaison between community and outside community. Work with local community agencies to earn trust and generate a positive image and encourage referral activities.

Participate in industry trade shows as appropriate.

Develop strategies to maximize admissions and establish CSL as an expert on aging, including daily contact with potential referral sources, including hospitals, physicians, insurers, case management companies and health care agencies.

Schedule screenings of potential residents with Executive Director and/or Resident Care Director; conduct screenings if needed to determine level of care, services required, equipment needs and insurance coverage, as indicated.

Coordinate admissions with Executive Director and Resident Care Director through impeccable organizational skills, data entry and weekly cadence of formal Sales Meetings.

Learn and maintain understanding of current regulations governing the operations of assisted living facilities. Attend and participate in weekly sales meetings.

Participate in quality improvement by identifying customer service issues and reporting these issues to the Executive Director.

Both advise and contribute to ensure community puts forth the best possible public image.

Maintain confidentiality of all pertinent information.

Complies with all Commonwealth Senior Living Policies.

Performs other duties as assigned.

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