Director of Sales(Broker) (FT)

Heritage at Brentwood•Cupertino, CA

7h•$91,728 - $123,261

About The Position

When you work at THE FORUM, you have a front-row seat to the amazing life stories of the wisest people on earth. What's more, you are part of an extraordinary company one that's investing in the future of senior living by investing in you. Don't just do a job. Be part of an extraordinary life! THE FORUM is recruiting for a hospitality focus Director of Sales to join our Team! The Director of Sales is a licensed California Real Estate Broker responsible for planning, developing, directing, and coordinating all aspects of independent living sales. This includes direct personal sales, oversight of team sales performance, real estate brokerage functions, contract and closing review, and compliance with applicable laws and Life Care Services (LCS) Sales First standards. This position leads a consultative sales process that combines real estate expertise with the ability to sell a senior living lifestyle, guiding older adults and their families through complex financial, emotional, and timing-based decisions.

Requirements

Active California Real Estate Broker license required.
Bachelor’s degree preferred or equivalent experience in real estate and sales leadership.
Proven experience in direct sales, contract negotiation, and closing transactions.
Demonstrated success managing and coaching a sales team.
Strong working knowledge of real estate regulations impacting senior housing.
Excellent verbal and written communication skills; effective with individuals and groups.
Proficient in Microsoft Office and CRM/sales systems.
Ability to balance compliance-driven real estate responsibilities with relationship-based selling.

Nice To Haves

Bachelor’s degree with emphasis in marketing/sales preferred.
Minimum five (5) years’ experience in marketing and sales and/or knowledge of senior living industry
Management experience preferred.

Responsibilities

Responsible for meeting personal and team sales performance goals by actively managing sales activity to ensure occupancy and closing targets are achieved.
Maintains an active personal sales pipeline and participates directly in prospect engagement, tours, negotiations, and closings as needed.
Utilizes Direct Sales Performance Indicators (DSPI) to establish goals, monitor productivity, and identify strengths or areas requiring improvement.
Ensures all prospect inquiries are managed appropriately, with timely follow-up and consistent communication in accordance with designated timeframes and LCS Sales First protocols.
Prepares and maintains accurate and timely sales reports, forecasts, and pipeline data.
Stays informed of relevant operational, competitive, and company information in order to respond effectively to a prospect and their family inquiries.
Provides leadership and direction for all independent living sales activity to support sustained occupancy and revenue performance.
Applies strategic and consultative sales techniques aligned with market conditions, inventory levels, and community objectives.
Ensures consistent execution of LCS Sales First standards and sales quality assurance expectations.
Maintains effective communication with the Executive Director and community leadership regarding sales performance, risks, and opportunities.
Supervises and coaches Sales Counselors, Real Estate Agents, Relocation Coordinators, and other assigned sales-related staff.
Sets clear performance expectations, sales goals, and accountability standards for the sales team.
Actively engages in coaching to strengthen sales effectiveness, closing skills, customer experience, and compliance.
Oversee staffing schedules to meet business needs, including evenings, weekends, and holidays as required.
Serves as Broker of Record for Rancho San Antonio Retirement Housing Corporation or works closely with the designated Broker of Record.
Oversee all real estate listings, pricing strategy, negotiations, escrow coordination, and closings.
Reviews and approves all contracts, addenda, disclosures, and closing documents to ensure accuracy, regulatory compliance, and risk mitigation.
Develops and maintains policies, procedures, and systems for reviewing, overseeing, inspecting, and managing real estate transactions, including document review, filing, and retention.
Supervises employed real estate agents and ensures all licenses are current and compliant.
Adheres to California real estate law, Fair Housing requirements, and the Realtor® Code of Ethics and Standards of Practice.
Ensures timely and accurate data entry into C3 Leads, C3 LinC, Salesforce, and other community-specific sales systems.