Director of Sales

Benton House of Douglasville•Douglasville, GA

12d

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 leads into move-ins to achieve occupancy targets. The role uses industry trends and knowledge of local competitors to develop effective sales tactics. Success is measured through sales conversions, revenue optimization, move-ins, and average daily occupancy. The DOS manages the sales process and lead records, monitors sales results, plans local sales events, and works with the Executive Director and marketing teams on strategies to achieve lead and occupancy goals. The role also conducts competitive market research, develops referral networks, and recommends revenue strategies based on sales metrics and local market conditions. The DOS coordinates key aspects of resident move-ins, including assessments, paperwork, administrative files, and communication with residents, families, and community teams. The position participates in community leadership meetings and maintains professional knowledge through development activities.

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 contact, and convert them into community residents using the sales process.
Build customer-focused relationships by advancing leads through the sales process and securing customer commitment.
Execute the Sales Playbook, including discovery, objection handling, and closing techniques, to achieve occupancy and net revenue targets.
Manage sales tracking reports, provide daily updates, and convey 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 community walk-throughs to ensure tour paths 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 records of sales activities, 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, product rankings, and market data; report findings using 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 pricing, incentives, and inventory management to optimize net revenue and meet budgeted sales goals.
Analyze sales metrics and recommend operational improvements to support community net operating income.
Advise prospective residents and internal and external business partners.
Develop a network of non-paid referral sources and 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 the resident and/or family and coordinate the Resident Assessment 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 according to state-specific requirements so lease signing occurs 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.