Director of Sales & Marketing

Elegance Senior Living•Delray Beach, FL

About The Position

The Director of Sales & Marketing is responsible for maintaining and improving the occupancy level of the community in accordance with marketing and business plans. This role involves managing the sales process, assisting prospective residents, and developing relationships with referral sources. The position also focuses on managing community inventory, increasing revenue, and representing the community through various outreach activities. Additionally, the Director partners with management to develop and execute marketing plans, monitors sales performance, and utilizes lead management systems to maximize sales effectiveness.

Requirements

Utilizes established sales processes, systems, and forms for sales to perform job duties, track information, compile data and reports, and achieve desired community occupancy goals.
Responds promptly to every telephone call, email, and Internet or in-person inquiry.
Completes weekly follow-up calls, letters, and tours as defined by the community marketing plan.
Tracks and records pre-residency steps to facilitate communication.
Manages the business development activities noted above in the absence of business development associates.
Provides information and conducts presentations about community services and programs, market advantages, availability, and other relevant information to meet the needs of prospective referral sources and community groups.
Uses relevant community knowledge and research to plan, coordinate, and implement monthly prospect and/or referral source activities and events as specified by management and the community marketing plan.
Follows up and executes sales process with all leads from events.
Researches and provides recommendations for content and delivery of brochures, flyers, press releases and other forms of media that promote community services.
Provides frequent sales performance issue information to management.
Inputs all sales and marketing activities in a timely manner and according to systems standards.

Responsibilities

Maintains and/or improves upon the occupancy level of the community in accordance with the marketing and business plans.
Manages the sales process by assisting prospective residents, their family members, and/or advisors in the decision-making process by understanding their needs and educating them about the community’s services and programs.
Coordinates and completes all activities needed for a sale and converts deposits to move-ins, including visiting the prospect’s home, health care providers, or other locations to conduct initial assessments or sales presentations and ensuring that the required forms are completed by the prospect, his/her physician and family prior to the move in.
Keeps management and other key associates abreast of the status of all prospective move-ins.
Contacts local sources including legal and financial professionals, senior organizations, appropriate special interest groups, hospital discharge planners, skilled nursing facilities, retirement communities, clergy, medical insurance providers, and other local community contacts that are not part of the business development coordinator/director referral contacts.
Develops and maintains relationships with and generates leads through residents, family, and professional referral sources on a weekly basis.
Effectively manages community inventory and looks for opportunities for increasing revenue and creating other revenue streams.
Represents the community and increases awareness through participation in outside events, professional groups, and community involvement in the local market.
Assists management with resident retention through new resident welcome events, resident referral programs, outside community visits to current hospitalized residents, and other programs as outlined in the marketing plan or by the Regional Director of Sales and Marketing.
Partners with management to develop and execute marketing plans and achieve community occupancy goals.
Monitors conversion ratios regarding sales performance and business development calls to direct referral sources and collects and analyzes data to prepare weekly and monthly reports.
Maintains working knowledge of lead management systems and uses them to maximize sales effectiveness.
Performs other duties as assigned.