Director of Sales

TerraBella Asheboro•High Point, NC

About The Position

The Director of Sales (DOS) manages sales operations for the TerraBella Asheboro community. The role connects with prospective residents across multiple communication platforms and converts inquiries into move-ins to achieve occupancy targets. The DOS uses industry trends and knowledge of local competitors to develop sales tactics. Success is measured through sales conversions, revenue optimization, move-ins, and average daily occupancy. The posting states that base pay plus commission potential is up to $95,000 and mentions an additional bonus plan. The DOS works with the Executive Director, marketing teams, clinical staff, and other community leaders to manage lead conversion, market analysis, revenue optimization, referral development, and resident move-ins. The role also participates in leadership meetings and ongoing 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 preferred.
Two years of marketing or sales experience in a senior living setting preferred.

Responsibilities

Engage leads from advertising, public relations, referrals, and personal contacts, converting them into community residents through professional selling skills and the established sales process.
Build customer-focused relationships, advance prospects through the sales process, and gain customer commitment.
Execute the Sales Playbook, including discovery, objection handling, and closing techniques, to achieve occupancy and net revenue goals.
Manage sales tracking reports, provide daily updates, convey sales activities to the Executive Director, and communicate sales results to key stakeholders.
Conduct weekly strategy and advisory meetings with the Executive Director.
Conduct on-site walkthroughs to ensure the tour path and model rooms are ready for visitors.
Plan and execute local sales events to generate and convert leads.
Generate management reports covering sales activities, leads, move-ins, conversions, and critical success factors.
Track leads and prospects, maintain accurate sales activity records, and use a CRM.
Collaborate with the Executive Director and marketing teams to develop tactics for achieving lead goals.
Conduct quarterly competitive market research, including analysis of established and upcoming communities and product rankings, and enter data into the competitive market analysis tool.
Prepare general 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 senior living and local market conditions to inform sales activity.
Work toward monthly sales goals and select revenue drivers, including pricing, incentives, and inventory management, to optimize net revenue and achieve budget.
Use selling skills to optimize revenue with prospective residents.
Analyze sales metrics and recommend operational improvements to increase 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 execute monthly presentations for professional referral sources.
Lead monthly referral development meetings with the Executive Director and appropriate executive team members to expand the referral network.
Document networking activities 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 and manage 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 ensure resident administrative files meet state-specific requirements and lease signing can occur as scheduled.
Maintain professional development by reading, attending conferences, and participating in training sessions.
Represent the community and the senior living concept professionally and honestly.
Participate in community leadership meetings and functions.
Perform other duties as assigned.