Director of Sales

HarborChase of Daytona•Daytona Beach, FL

13d

About The Position

The Director of Sales manages occupancy development for the community and markets it through networking with residents, families, discharge planners, social service workers, local businesses, and other referral sources. The role maintains prospective-customer records and oversees each prospect’s progress from initial contact through closing and move-in. It requires thorough knowledge of the community, its services and benefits, competitors, current unit availability, and applicable senior-living regulations. The Director of Sales builds trusting relationships with prospective residents and families, helps them identify the option that best meets their needs, and works to close sales. The role coordinates assessments and move-in paperwork with community leadership and care teams, communicates move-in information to associates, and supports residents and families through the transition. It also provides direction and support to other sales staff and collaborates on inventory and resale priorities. The position reports sales activity and marketing-plan implementation, attends required meetings, completes reports, protects resident confidentiality, and performs other assigned duties, which may include on-call responsibility and Manager on Duty requirements. Evening and weekend availability may be necessary. The role also contributes to a safe and secure community environment and is expected to demonstrate the company’s CORE Values and teamwork philosophy.

Requirements

Bachelor’s degree in a related field required.
Proven sales track record, with effective selling and closing skills.
Two years of experience in the senior sales and marketing environment.
Strong leadership skills and at least two years of supervisory and management experience.
One to two years of related experience and/or training, or an equivalent combination of education and experience.
Experience using Microsoft Office and Outlook; midlevel typing skills required.
Ability to communicate effectively with management, associates, residents, family members, and outside contacts.
Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, and percentages, and to manage revenue and expense budgets.
Knowledge of current Federal and State laws pertaining to IL, AL, MC, and SNF communities, respectively.
Ability to make independent decisions.
Ability to present a warm, friendly, and caring manner on first impression.
Familiarity with and adherence to Fair Housing Act (FHA) and Americans with Disabilities Act (ADA) guidelines in sales presentations, marketing materials, and other aspects of the job.
Passion for working with and around senior citizens.
For Florida companies, successful completion of a Level 2 background screening through the Florida Care Provider Background Screening Clearinghouse.
Availability to work evenings and weekends if necessary.

Nice To Haves

Public relations experience preferred.

Responsibilities

Manage occupancy development and maintain a high level of occupancy.
Market the community and network with residents, families, discharge planners, social service workers, local businesses, and other referral sources.
Maintain accurate, up-to-date records of prospective-customer communications in the specified lead management system.
Oversee prospective customers from initial contact through closing and move-in.
Maintain knowledge of the community, its benefits and services, competitors’ selling points and rates, and current unit availability.
Build positive, trusting relationships with prospects by listening, understanding their needs, and asking questions.
Introduce prospective residents and family members to associates and other residents so they can experience the community.
Guide prospects toward decisions that fit their needs; address objections and work to close sales early and often.
Consistently meet sales, outbound-call, and appointment standards.
Report sales achievements, prospect status, and marketing-plan implementation to the Director of Sales and Marketing.
Provide move-in paperwork to families and ensure it is completed and returned on time.
Coordinate resident assessments with the Director of Resident Care, Director of Assisted Living, or Director of Memory Care, as required.
Inform associates of pending move-in dates and relevant resident information.
Support residents and families through the transition with ongoing, sensitive communication.
Provide direction and support to other sales staff in meeting or exceeding sales and move-in goals.
Coordinate with the Director of Sales and Marketing, when applicable, on inventory and sales issues to anticipate and prioritize resale of cancelled contracts.
Maintain and protect the confidentiality of resident information.
Carry out other duties assigned by the Director of Sales and Marketing or Executive Director, including any on-call or Manager on Duty requirements.
Attend required community meetings and complete required reports neatly and on time.
Work evenings and weekends if necessary.
Work safely and remain alert; take ownership of associate and resident safety.
Disclose medications that might impair the ability to perform the job safely or competently.
Lead by example, demonstrate CORE Values through servant leadership, encourage teamwork, and promote the company philosophy.
Participate in Life Enrichment activities when able and perform required duties promptly and predictably.
Learn how to report a missing person using the Safe Return program or equivalent and understand fire-evacuation steps.
Help maintain a safe and secure environment for community residents.