Director of Sales

HarborChase of Palm Coast • Palm Coast, FL

5h • Onsite

About The Position

The Director of Sales is responsible for managing the occupancy development of the community. This involves actively marketing the community by networking with residents, families, discharge planners, social service workers, local community business organizations, and other referral sources. The role requires maintaining a high level of occupancy, tracking prospective customers from initial contact through move-in, and possessing a strong knowledge of the community, its benefits, services, and competitor offerings. Building and maintaining positive relationships with prospects, understanding their needs, and guiding them to make informed decisions are crucial. The Director of Sales must be adept at overcoming objections, closing sales, and meeting sales, phone outreach, and appointment standards consistently. They will provide regular reports to the Director of Sales & Marketing, manage move-in paperwork, coordinate assessments with care directors, and inform associates of pending move-ins. This role also involves assisting residents and families with the transition process, providing direction and support to other sales staff, and collaborating with the Director of Sales & Marketing on inventory and sales issues. Maintaining resident information confidentiality and performing other assigned duties, including on-call responsibilities and MOD duties, are also part of the role. The position requires attending community meetings, completing reports promptly, and being available to work evenings and weekends as necessary. Ensuring a safe and alert work environment, taking ownership of associate and resident safety, and disclosing any medication that might impair job performance are essential.

Requirements

• Bachelor’s Degree in related field required
• Proven sales track record; effective selling and closing skills
• Two (2) years in the senior sales and marketing environment
• Strong leadership skills with a minimum of two (2) years experience in supervising and management
• One to two years related experience and/or training or equivalent combination of education and experience
• Experience using Microsoft Office and Outlook software. Midlevel typing skills required
• Able to communicate effectively with all levels of management, associates, residents, family members, and outside contacts
• Able to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, etc. Able to manage revenue and expense budget
• Knowledge of current Federal and State laws pertaining to IL, AL, MC, SNF communities respectively
• Able to make independent decisions
• Must be able to generate a warm, friendly and caring manner on first impression
• Must be familiar with and adhere to guidelines related to the Fair Housing Act (FHA) and the American with Disabilities Act (ADA) regulations in all aspects of the job including sales presentations and marketing materials
• Must possess a passion to work with and around senior citizens
• In all Florida Companies, this position requires a Level 2 background screening through the Florida Care Provider Background Screening Clearinghouse.

Nice To Haves

• Public relations experience preferred

Responsibilities

• Maintains a high level of occupancy
• Maintains up-to-date records of all communication with prospective customers using the appropriate lead management system specified by the Regional Dir. of Sales and Marketing
• Overseas the tracking of prospective customer from initial contact through to close and move-in
• Possesses and maintains a strong knowledge of the community, its benefits, and the services provided
• Possesses and maintains a strong knowledge of all competitor’s unique selling points, services provided and rates
• Builds and maintains a positive and trusting relationship with prospects through listening and understanding needs and asking questions to acquire more information about specific situations
• Remains current on unit status and vacancy map
• Introduces prospective residents and family members to associates, as well as other residents providing opportunities for them to experience the benefits and warmth of the community
• Guiding the prospect to make the decision that best fits their individual needs
• Attempts to close early and often
• Is able to overcome objections and close the sale
• Meets sales, phone out and appointment standards on a consistent basis
• Provides regular reports to the Dir. of Sales & Marketing regarding sales achievements, status of interested prospects, and implementation of the marketing plan
• Provides the family with all move-in paperwork and ensures that it is completed and returned within the specific time frame prior to move-in
• Works with the Dir. of Resident Care, Dir. of Assisted Living or Dir. of Memory Care to schedule an assessment with the resident as required
• Informs all associates of the pending move-in date and the necessary information about the resident
• Assists the resident and their family with the transition process through on-going communication, sensitivity
• Provides direction and support to other sales staff in achieving and exceeding the community’s sales and move-in goals and reassurance
• Works with the Dir. of Sales & Marketing (if applicable) to establish exchange of information on inventory and other sales issues in order to anticipate and prioritize fast resale of cancelled contracts
• Maintains and protects confidentiality of resident information
• Carries out other duties as assigned by Dir. of Sales & Marketing or Executive Director including any on-call responsibility and MOD requirements
• Attends required community meetings and completes required reports in a neat and timely manner
• Availability to work evenings and weekends if necessary
• The ability to work in a safe and alert manner
• The ability to take ownership for associate’s safety and the safety of the residents
• Must disclose any medication that might impair associate’s ability to perform the job safely or competently
• Leads by example exhibiting the CORE Values through servant leadership
• Encourages teamwork and promotes company philosophy
• Participates Life Enrichment activities when able
• Is prompt and able to perform the required duties of the position on a regular, predictable basis
• Becomes familiar and understands how to report a missing person using the Safe Return program or equivalent
• Becomes familiar and understands the steps for fire evacuation
• All associates are responsible for maintaining a safe and secure environment for all community residents

What This Job Offers

• Job Type: Full-time
• Career Level: Manager