Director of Sales

HarborChase of Palm Beach Gardens•Palm Beach Gardens, FL

18h

About The Position

The Director of Sales manages development of community occupancy by marketing the community and building relationships with residents, families, discharge planners, social service workers, local businesses, and other referral sources. The role oversees prospective customers from initial contact through closing and move-in, maintains knowledge of the community and its competitors, and guides prospects toward decisions suited to their needs. The Director of Sales supports sales staff, coordinates move-in assessments and paperwork, communicates pending move-ins to associates, and helps residents and families through the transition process. The position also maintains prospect records, reports sales activity, attends required meetings, and may have on-call and manager-on-duty responsibilities. Evening and weekend availability may be necessary.

Requirements

Bachelor’s degree in a related field.
Proven sales track record with effective selling and closing skills.
Two years of experience in a senior sales and marketing environment.
At least two years of experience in supervision and management.
One to two years of related experience and/or training, or an equivalent combination of education and experience.
Experience using Microsoft Office and Outlook; midlevel typing skills.
Ability to communicate effectively with all levels of management, associates, residents, family members, and outside contacts.
Ability to calculate figures and amounts including discounts, interest, commissions, proportions, and percentages, and to manage revenue and expense budgets.
Knowledge of current federal and state laws pertaining to IL, AL, MC, and SNF communities, respectively.
Ability to make independent decisions.
Ability to present a warm, friendly, and caring manner on first impression.
Familiarity with and adherence to Fair Housing Act and Americans with Disabilities Act guidelines in sales presentations and marketing materials.
Passion for working with and around senior citizens.
For positions in Florida companies, completion of a Level 2 background screening through the Florida Care Provider Background Screening Clearinghouse.

Nice To Haves

Public relations experience preferred.

Responsibilities

Maintain a high level of community occupancy.
Keep current records of communications with prospective customers in the specified lead management system.
Oversee prospective customers from initial contact through closing and move-in.
Maintain strong knowledge of the community, its benefits and services, as well as competitors’ selling points, services, and rates.
Build trusting relationships with prospects by listening, understanding their needs, and asking questions.
Stay current on unit status and the vacancy map.
Introduce prospective residents and family members to associates and residents so they can experience the community.
Guide prospects toward decisions that best meet their individual needs; attempt to close early and often, overcome objections, and close sales.
Consistently meet sales, outbound phone, and appointment standards.
Report sales achievements, prospect status, and marketing plan implementation to the Director of Sales & Marketing.
Provide move-in paperwork to families and ensure it is completed and returned within the required timeframe.
Coordinate resident assessments with the Director of Resident Care, Director of Assisted Living, or Director of Memory Care as required.
Inform associates of pending move-in dates and relevant resident information.
Support residents and families through the transition with ongoing, sensitive communication.
Provide direction and support to sales staff to help meet or exceed community sales and move-in goals.
Work with the Director of Sales & Marketing, when applicable, to exchange information about inventory and sales issues and prioritize resale of cancelled contracts.
Maintain and protect the confidentiality of resident information.
Carry out other duties assigned by the Director of Sales & Marketing or Executive Director, including on-call and manager-on-duty requirements.
Attend required community meetings and complete required reports neatly and on time.
Work safely and attentively, take ownership of associate and resident safety, and disclose medications that could impair safe or competent job performance.
Lead by example through the company’s CORE Values and servant leadership; encourage teamwork and promote company philosophy.
Participate in Life Enrichment activities when able and perform duties promptly and predictably.
Learn how to report a missing person using the Safe Return program or equivalent and understand fire evacuation procedures.
Help maintain a safe and secure environment for community residents.
Be available to work evenings and weekends if necessary.