Director of Sales

TerraBella Rock Hill•Rock Hill, SC

About The Position

The Director of Sales (DOS) manages a senior living community’s sales operations, connecting with prospective residents through multiple communication channels and converting inquiries into move-ins to achieve occupancy and revenue goals. The role uses knowledge of industry trends and local competitors to develop effective sales tactics. Performance is measured through sales conversions, revenue optimization, move-ins, and average daily occupancy. The DOS also develops referral relationships and local marketing activities, analyzes market conditions and sales metrics, and coordinates the resident move-in process with community and clinical staff. The position participates in community leadership activities and pursues relevant professional development.

Requirements

Proficiency in Microsoft Office, including Word, Excel, Outlook, and PowerPoint.
Experience working with sales CRM systems and tracking leads and sales activities.

Nice To Haves

Bachelor’s degree in marketing, business, public relations, or a related field.
Two years of marketing or sales experience in a senior living setting.

Responsibilities

Engage leads from advertising, public relations, referrals, and personal contacts, and convert them into community residents using the sales process.
Build customer-focused relationships by advancing prospects through the sales process and gaining their commitment.
Execute the Sales Playbook, including discovery, objection handling, and closing techniques, to meet occupancy and net revenue goals.
Manage sales tracking reports, provide daily updates, and communicate sales activities to the Executive Director.
Conduct weekly strategy and advisory meetings with the Executive Director and communicate sales results to key stakeholders.
Conduct on-site walkthroughs to ensure tour routes and model rooms are ready for visitors.
Plan and execute local sales events to generate and convert leads.
Prepare management reports covering sales activities, leads, move-ins, conversions, and critical success factors.
Track leads and prospects and maintain accurate sales activity records in a CRM.
Collaborate with the Executive Director and marketing teams to develop tactics that achieve lead goals.
Conduct quarterly competitive market research, including analysis of existing and upcoming communities and product rankings, and report findings in the competitive market analysis tool.
Prepare market analyses and develop methods for tracking prospective residents and referral sources.
Identify competitive opportunities and threats and present strategic alternatives to the Executive Director and Regional Sales Leadership.
Use knowledge of the senior living industry and local market conditions to guide sales activities.
Meet monthly sales goals and use pricing, incentives, and inventory management to optimize net revenue and achieve budget.
Analyze and interpret sales metrics and recommend operational changes to improve community NOI.
Advise prospective residents and internal and external business partners.
Develop a network of non-paid referral sources to generate leads and move-ins.
Plan and deliver monthly presentations to professional referral sources.
Lead monthly referral development meetings with the Executive Director and appropriate executive team members.
Document networking and professional referral sources in the CRM.
Review and facilitate the Move-In Packet with residents and/or families.
Coordinate resident assessments with the clinical team.
Oversee the move-in process to support a smooth transition into the community.
Ensure state-mandated paperwork and forms are completed by the resident and/or family on or before move-in.
Coordinate with the Executive Director, BOM, and DHW to prepare resident administrative files in accordance with state-specific requirements so lease signing can occur as scheduled.
Pursue professional development through reading, conferences, and training sessions.
Represent the community and senior living concept professionally and honestly.
Participate in community leadership meetings and functions.
Perform other duties as assigned.