Director of Sales

TerraBella Harrisburg•Harrisburg, NC

11d•Onsite

About The Position

TerraBella Senior Living is seeking a Director of Sales (DOS) to manage the sales operations of the community. The primary focus of the DOS is to connect with prospective residents through various communication platforms, inspiring them to move into the community. The DOS will engage with new and existing inquiries, aiming to convert leads into move-ins to meet occupancy targets. This role requires utilizing industry trends and knowledge of local competitors to develop successful sales tactics. Success will be measured by sales conversions, revenue optimization, move-ins, and average daily occupancy.

Requirements

Proficient in Microsoft Office (Word, Excel, Outlook, Power Point)
Experience working with sales CRM systems, tracking leads and sales activities.

Nice To Haves

Bachelor’s degree in marketing, Business, Public Relations, or related field preferred.
Two years in marketing/sales in senior living setting preferred.

Responsibilities

Interacts with all leads provided through multiple channels including advertising, public relations, referral, or personal contact and convert those leads into residents of the community using professional selling skills and our sales process.
Builds customer-focused relationships by advancing the lead through the sales process and gaining customer commitment.
Executes all facets of the Sales Playbook (Sales System) including proper discovery, overcoming objections, and closing techniques to achieve budgeted occupancy and net revenue.
Manages the sales tracking reports and provides daily updates and conveying all activities to the Executive Director.
Conducts weekly strategy and advisory meetings with the Executive Director.
Communicates sales results to key stakeholders a minimum of one week.
Consistently conducts on-site walk throughs of the community to ensure the tour path and model rooms are ready for company.
Plans and executes local sales events to generate and convert leads.
Pulls management reports on sales activities, leads, move ins, conversions, and critical success factors.
Tracks leads, keeping accurate records on all leads and prospects and all sales activities using a CRM.
Collaborate with Executive Director and marketing teams in developing marketing tactics to achieve lead goals.
Conducts quarterly competitive market research including established communities and new/upcoming communities, product ranking and analysis and accurately reports data into the competitive market analysis tool.
Prepare general market analysis and develop methodologies for tracking prospective residents and referral sources.
Identifies competitive opportunities and threats and presents strategic alternatives to the Executive Director and Regional Sales Leadership.
Demonstrates a strong understanding of the senior living industry and local market conditions.
Strives to meet predetermined monthly sales goals.
Determines which revenue drivers to utilize, including pricing, incentives, inventory management, to optimize net revenue and achieve budget.
Uses selling skills with prospective residents to achieve “everyday matters” revenue optimization.
Analyze and interpret sales metrics to make recommendations on business operations to improve community NOI.
Provide expert advice to both prospective residents and both internal and external business partners.
Identifies and develops an effective network of non-paid referral sources to generate leads and move-ins.
Plans and executes monthly presentations to professional referral sources.
Leads monthly referral development meetings with ED and appropriate executive team members for the purpose of utilizing all community resources to expand the referral network.
Properly document all networking and professional referral sources in the CRM.
Reviews and facilitates the Move-In Packet with the resident and/or family.
Facilitates and coordinates the Resident Assessment with the clinical team.
Oversees and manages the move-in process to ensure a smooth transition into the community.
Ensures all state mandated paperwork and forms are completed on or before the move-in date by the family and/or resident.
Coordinates with ED, BOM and DHW the resident’s Administrative Files to ensure it is fully prepared according to state specific regulatory requirements, so lease signing is on the scheduled date without delays.
Keeps abreast of professional development in the field by reading, attending conferences and training sessions.
Always acts professionally and honestly in the representation of the Community concept of senior living.
Actively participates in all community leadership meetings and functions.
Other duties as assigned.