Director of Sales

HarborChase of Naperville•Naperville, IL

20h

About The Position

The Director of Sales manages occupancy development and actively markets the community by building relationships with residents, families, discharge planners, social service workers, local businesses, and other referral sources. The role oversees prospective customers from initial contact through move-in, maintains knowledge of the community and competitors, and works to meet sales and move-in goals. It also supports prospective residents and their families through the decision and transition process, provides direction to other sales staff, and coordinates with community leaders on assessments, move-ins, inventory, and sales issues. The position requires maintaining accurate lead records, tracking occupancy and unit availability, meeting sales and appointment standards, reporting sales progress, and completing required move-in paperwork and reports. The Director of Sales attends community meetings, protects resident confidentiality, follows safety procedures, and may have on-call or manager-on-duty responsibilities. Evening and weekend availability may be necessary.

Requirements

Bachelor’s degree in a related field.
Proven sales track record with effective selling and closing skills.
Two years of experience in a senior sales and marketing environment.
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.
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 independent living, assisted living, memory care, and skilled nursing communities, as applicable.
Ability to make independent decisions.
Ability to make a warm, friendly, and caring first impression.
Familiarity with and adherence to Fair Housing Act and Americans with Disabilities Act guidelines in all aspects of the job, including sales presentations and marketing materials.
Passion for working with and around senior citizens.
Ability to work evenings and weekends if necessary.
In Florida companies, successful completion of a Level 2 background screening through the Florida Care Provider Background Screening Clearinghouse is required.

Nice To Haves

Public relations experience.

Responsibilities

Maintain a high level of community occupancy.
Maintain current records of communications with prospective customers in the designated lead-management system.
Oversee prospect tracking from initial contact through close and move-in.
Maintain strong knowledge of the community, its benefits and services, and competitors’ selling points, services, and rates.
Build trusting relationships with prospects by listening, understanding their needs, and asking questions.
Stay current on unit status and the vacancy map.
Introduce prospective residents and family members to associates and other residents.
Guide prospects toward decisions that fit their individual needs, address objections, and pursue and close sales.
Meet sales, outbound-call, and appointment standards consistently.
Report sales achievements, prospect status, and marketing-plan implementation to the Director of Sales & Marketing.
Provide and collect completed move-in paperwork within the required timeframe.
Coordinate resident assessments with the appropriate care director when required.
Inform associates about pending move-ins and relevant resident information.
Support residents and families through the transition process 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 & Marketing, where applicable, on inventory and sales issues to prioritize resale of cancelled contracts.
Maintain and protect the confidentiality of resident information.
Carry out other assigned duties, including possible on-call and manager-on-duty responsibilities.
Attend required community meetings and complete required reports neatly and on time.
Work safely and attentively, take ownership of associate and resident safety, and disclose medications that may impair safe or competent job performance.
Lead by example in exhibiting company CORE Values and servant leadership, encourage teamwork, and promote company philosophy.
Participate in Life Enrichment activities when able.
Be punctual and perform required duties on a regular, predictable basis.
Learn how to report a missing person using the Safe Return program or equivalent and understand fire evacuation procedures.
Help maintain a safe and secure environment for community residents.