Director of Sales

TerraBella Asheboro•Asheboro, NC

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 meet occupancy and revenue goals. The DOS uses industry trends and knowledge of local competitors to develop effective sales tactics. Performance is measured through sales conversions, revenue optimization, move-ins, and average daily occupancy. The role also develops referral networks, conducts competitive and market research, and collaborates with the Executive Director, marketing teams, and other stakeholders. The DOS oversees the resident move-in process, including assessments, paperwork, and coordination with community teams, and participates in leadership activities and 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 preferred.
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 residents using the community’s 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 targets.
Manage sales tracking reports, provide daily updates to the Executive Director, and communicate sales results to stakeholders.
Conduct weekly sales strategy and advisory meetings with the Executive Director.
Ensure community tour paths and model rooms are ready for prospective visitors through regular on-site walk-throughs.
Plan and execute local sales events to generate and convert leads.
Produce reports on sales activities, leads, move-ins, conversions, and other critical success factors.
Track leads and prospects and document sales activities accurately in 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, and 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.
Meet predetermined monthly sales goals and use pricing, incentives, and inventory management to optimize revenue and achieve budget.
Analyze sales metrics and recommend operational changes to improve community net operating income (NOI).
Advise prospective residents and internal and external business partners.
Develop a network of unpaid 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 activity 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 the move-in process to support a smooth transition.
Ensure required state 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 and support timely lease signing.
Stay current with professional development through reading, conferences, and training.
Represent the community and senior living concept professionally and honestly.
Participate in community leadership meetings and functions.
Perform other duties as assigned.