Director of Sales

TerraBella Rock Hill • Charlotte, NC

7d

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. The role uses industry trends and knowledge of local competitors to develop effective sales tactics. Performance is measured by sales conversions, revenue optimization, move-ins, and average daily occupancy. The position is located in Rock Hill, South Carolina, and includes an incentive bonus plan with earning potential discussed by the employer.

The DOS works closely with the Executive Director, marketing teams, clinical staff, and other community leaders. The role also oversees the resident move-in process, develops referral networks, monitors market conditions, and supports community leadership and professional development.

Requirements

• Bachelor’s degree in marketing, business, public relations, or a related field preferred.
• Proficiency in Microsoft Office, including Word, Excel, Outlook, and PowerPoint.
• Experience using sales CRM systems to track leads and sales activities.

Nice To Haves

• Two years of marketing or sales experience in a senior living setting preferred.

Responsibilities

• Engage with leads from advertising, public relations, referrals, and personal contacts, and convert 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 techniques, to achieve occupancy and net revenue goals.
• Manage sales tracking reports, provide daily activity updates to the Executive Director, and communicate sales results to stakeholders.
• Conduct weekly strategy and advisory meetings with the Executive Director.
• Conduct regular community walkthroughs to ensure tour paths and model rooms are ready for prospective visitors.
• Plan and execute local sales events to generate and convert leads.
• Pull reports on sales activities, leads, move-ins, conversions, and critical success factors.
• Track leads and prospects and accurately record sales activities in the 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 competitive positioning; report findings in the competitive market analysis tool.
• Prepare 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 achieve budget goals.
• Analyze sales metrics and recommend operational changes to improve community net operating income.
• 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 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 move-in packets with residents and/or families.
• Coordinate resident assessments 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, Business Office Manager, and Director of Health and Wellness to prepare resident administrative files in accordance with state-specific requirements and support timely lease signing.
• Maintain professional knowledge 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.

Benefits

• Competitive pay
• Medical insurance
• Dental insurance
• Vision insurance
• Life insurance
• Disability insurance
• Paid time off
• Paid holidays
• 401(k) with employer match
• Paid training
• Career growth opportunities
• Wellness-related benefits
• Employee Assistance Program (EAP)

What This Job Offers

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