Area Director of Sales

TerraBella Senior Living•Roanoke, VA

5d•Hybrid

About The Position

TerraBella Senior Living is seeking an Area Sales Manager (ASM) to lead sales efforts in an assigned territory. The ASM will report to the Regional Director of Sales (RDS) and work directly with Executive Directors, Senior Lifestyle Counselors (SLCs), and Senior Lifestyle Coordinators. This role focuses on the productivity of community sales teams and census building, supporting the RDS in planning, sales reporting, goal setting, sales process optimization, event planning, CRM training, and program implementation to increase the effectiveness and performance of the sales team. The ASM uses influential leadership to partner with Executive Directors to maximize the productivity of community sales teams, without directly managing SLCs.

Requirements

Bachelor’s degree in Business Administration, Public Relations/Communications, Marketing or related field
Three years selling in a senior living environment.

Nice To Haves

Sales experience in multi-community/regional role a plus.

Responsibilities

Achieve sales move-in and occupancy budgeted plans for each community.
Maintain knowledge of daily census reporting for all communities.
Support weekly and accurate tracking of sales activities and conversion ratios for SLCs.
Report on all activities and results to the RDS weekly.
Review reports with EDs and SLCs regularly and during community visits.
Coach, train, and assist with the management of Senior Lifestyle Counselors, Coordinators, and associated sales Coaches for improved performance.
Motivate sales staff through effective leadership and positive reinforcement.
Provide input in the interviewing and screening of SLC candidates.
Perform community site visit audits and assessments of all sales processes.
Keep SLC and coordinator sales process manuals up to date and accurate.
Demonstrate proficiency in all aspects of the CRM system and train SLCs and marketing coordinators.
Maintain accurate competition reports for each community and possess a complete knowledge of market conditions and competition.
Advise DSL leadership on changing market conditions.
Display understanding of the organization’s “value pricing” program to provide correct sales talking points.
Educate new and existing SLCs and Coordinators on the standards of the SLC role and ensure ongoing compliance.
Visit communities in the assigned area as scheduled by the RDS.
Assist sales teams with the implementation of sales and marketing programs/strategies at the community level.
Lead weekly sales calls with the RDS to review the sales board and weekly sales activity at each community.
Collaborate with the Sales Training & Development Director to ensure proper knowledge and ability in Vitals, sales board, and sales processes.
Ensure compliance that all quarterly competitive analysis plans from SLCs are kept up to date, in accordance with the RDS.
Perform other duties as assigned by the RDS.