Director of Sales

The Haven & The Laurels in the Village at Carolina Place • Charlotte, NC

13d • Onsite

About The Position

TerraBella Senior Living is seeking a second Director of Sales (DOS) for The Haven & The Laurels at the Village at Carolina Place. The DOS is responsible for managing the sales operations of the community, focusing on connecting with prospective residents through various communication platforms to inspire them to move into the community. The role involves converting leads into move-ins to achieve occupancy targets by utilizing industry trends and competitor knowledge to create successful sales tactics. Success is 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 a senior living setting preferred.

Responsibilities

• Interacts with all leads provided through multiple channels (advertising, public relations, referral, personal contact) and converts them into residents using professional selling skills and the sales process.
• Builds customer-focused relationships by advancing leads through the sales process and gaining customer commitment.
• Executes all facets of the Sales Playbook, including discovery, objection handling, and closing techniques, to achieve budgeted occupancy and net revenue.
• Manages sales tracking reports and provides daily updates and activity summaries to the Executive Director.
• Conducts weekly strategy and advisory meetings with the Executive Director.
• Communicates sales results to key stakeholders at least once a week.
• Conducts on-site walkthroughs of the community to ensure the tour path and model rooms are ready.
• 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 and maintains accurate records of all leads, prospects, and sales activities using a CRM.
• Collaborates with the Executive Director and marketing teams to develop marketing tactics for lead generation.
• Conducts quarterly competitive market research, including analysis of established and upcoming communities, product ranking, and reporting data into the competitive market analysis tool.
• Prepares general market analysis and develops methodologies for tracking prospective residents and referral sources.
• Identifies competitive opportunities and threats, presenting 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 (pricing, incentives, inventory management) to utilize to optimize net revenue and achieve budget.
• Uses selling skills with prospective residents to achieve "everyday matters" revenue optimization.
• Analyzes and interprets sales metrics to make recommendations on business operations to improve community NOI.
• Provides expert advice to prospective residents and internal/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 the ED and appropriate executive team members to expand the referral network.
• Properly documents 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.
• Coordinates with ED, BOM, and DHW to ensure the resident's Administrative Files are fully prepared according to state-specific regulatory requirements for timely lease signing.
• Keeps abreast of professional development in the field by reading, attending conferences, and training sessions.
• Acts professionally and honestly in the representation of the Community concept of senior living.
• Actively participates in all community leadership meetings and functions.
• Performs 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: Senior