Director of Sales

TerraBella Hermitage•Hermitage, TN

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 targets. The role uses industry trends and knowledge of local competitors to develop effective sales tactics. Success is measured by sales conversions, revenue optimization, move-ins, and average daily occupancy. The DOS manages the sales process and lead tracking, analyzes local market conditions, optimizes revenue, develops external referral networks, and coordinates the resident move-in process. The role also participates in community leadership and pursues 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, converting them into community residents using the sales process.
Build customer-focused relationships, advance leads through the sales process, and gain customer commitment.
Execute the Sales Playbook, including discovery, objection handling, and closing, to achieve occupancy and net revenue goals.
Manage sales tracking reports, provide daily updates to the Executive Director, and conduct weekly strategy and advisory meetings with the Executive Director.
Communicate sales results to key stakeholders at least weekly.
Conduct on-site community walkthroughs and 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 on 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 on established and upcoming communities, product rankings, and analysis; enter findings 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 the senior living industry and local market conditions to inform sales activity.
Meet monthly sales goals and select pricing, incentives, and inventory-management approaches to optimize net revenue and achieve budget.
Use selling skills to optimize revenue with prospective residents and analyze sales metrics to recommend operational improvements that may improve community NOI.
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 relevant 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 and oversee move-ins to support a smooth transition.
Ensure state-required 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.