Director of Sales

MBK Senior Living•Antioch, CA

3d•$38 - $40

About The Position

The Director of Sales embodies Yoi Shigoto, “the good work,” by driving the sales efforts and outcomes of the senior living community, which includes managing inquiries, tours, professional referral development, first impressions, and understanding market trends and updates. The Director of Sales position is incredibly important for setting the stage of MBK Senior Living as the senior living provider of choice from the very first initial contact. The characteristics that a successful Director of Sales has at MBK Senior Living possesses are empathy, curiosity, drive, commitment, passion, and ability to create lasting relationships, with both prospects and professionals.

Requirements

College degree or relevant experience required
Sales and Marketing experience is preferred, with a successful track record
Background clearances (as required by government regulations) are mandatory
Must complete a health screening and provide negative TB test results (must be within the last 6 months or within 7 days of employment)
Must hold a valid state issued driver’s license and valid insurance
Must have solid pc skills and be familiar with several Microsoft Office Suite software programs (e.g. Word, Excel, Outlook, Email, etc.)
Excellent written and verbal communication skills are required
including the ability to speak, write and read English
must also be comfortable with speaking in public settings and presenting to small groups

Nice To Haves

Bachelor’s degree coursework in communications, public relations, marketing or a related field is highly desirable
Successful track record in sales/marketing experience
Ability to work weekends, evenings and flexible hours, available for our customers at peak service times and days.

Responsibilities

Responsible for community’s sales efforts and outcomes, while maintaining budgeted occupancy by driving the number of qualified inquiries, tours, professional referrals (85%)
Director of Sales responds to new inquiries from multiple channels (Website, walk-in/drive-by, local referral agencies, Virtual Sales Assistant, 24/7 live chat, A Place for Mom, Caring.com) and enters all completed sales activities and detailed notes within the CRM in real-time.
Director of Sales utilizes specific MBK follow-up plans to achieve desired communication levels with new inquiries, including, but not limited to scheduling the next step after each completed activity according to MBK Hot/Warm/Cold expectations.
Completes thorough and detailed database management within the CRM in real-time, utilizing the mantra, “if it’s not in the database, it didn’t happen.”
Director of Sales will be the primary point of contact for the prospect/family or referral agency until the move-in process begins (when “Moving In the MBK Way” starts and is handled by the Executive Director), however, connects relevant team members/department managers in the process if it helps move the sales process forward.
Assists with training the community team in first impressions, inquiry calls, and effective tours with prospects and professionals.
Works closely with the Executive Director to ensure that all community team members understand that sales is everyone’s responsibility. Helps conduct training where necessary and needed to deploy and maintain this philosophy.
Conducts daily community walk through, including the model apartment(s), to ensure the community is ready for all guests, especially prospects and professionals.
Ensuring that the grounds, common areas and models are “show-ready” at all times, and up to MBK standards;
Works with Executive Director and community leadership team when updates are necessary, so standards are met
Identifies, establishes and maintains positive relationships with industry influencers and key community and strategic partners to assure ongoing referrals and continued opportunities to promote the community and attract residents though outreach efforts:
Builds and maintains relationships with professional referrals
Maintains the MBK expectation of professional referral development (outreach) efforts weekly to include:
7-10 face-to-face professional interactions
All visits, detailed notes, activities, and next steps are completed within the CRM
Determines key referral sources within market area and establishes a plan and strategy to advance the relationship to generate referrals.
Personal visits and calls with a strategy to advance the relationship to referral status
Plans and conducts internal events to showcase our communities
Attends local market area events
Maintains referral database with all contact information including all customer interactions, notes, status and relationship updates; Identifies professionals and/or organizations status in the database based on volume potential of leads
Creates, updates and manages quarterly Sales and Marketing Plan in collaboration with the Executive Director - to generate new leads, advance current leads, build relationships with referral sources and close sales.
Develops understanding of annual operating budgets, revenue generation and value pricing
Evaluates current market research to understand trends and competition, and adjust marketing strategy to meet changing conditions using competitive analysis (2x year).
Maintains current knowledge of the local market trends and competitors to assist in developing and executing effective sales and marketing plans
Provides concierge team members with relevant information regarding upcoming prospect and professional tours.
Assists with training concierge team on initial greeting, phone answering, transferring etiquette and MBK standards, creating positive first impressions, completing a welcome sign for all pre-scheduled tours, ensuring all visitors have a “WOW” experience
Maintains up-to-date CRM with contact information, detailed notes, and scheduled next steps:
Stays current on all prospect follow-up, including the use of the MBK 7-Day New Inquiry Follow-Up Plan and 7-Day Tour Follow-Up Plan
Determines personalized strategy each prospect interaction for effective advancement of the sales process
Analyzes leads for creating marketing plan (i.e. lead sources, zip codes, etc.)
Receives community fee and community fee receipt, and delivers to ED/BOM timely to begin the Moving in the MBK Way process with the department manager team.
Attends, coordinates, and sponsors community networking functions (both within and outside the community) to continually promote the positive and professional image of our community, while accurately representing our services and ”yoi-shigoto” culture
Determines and plans appropriate activities to achieve sales and implement marketing plan
Interviews, trains, manages/supervises, evaluates, and resolve problems with Sales Assistant (if applicable), in accordance with community policies, procedures and applicable laws/regulations
Meetings and Planning Activities
Attends daily stand-up, weekly sales & marketing meeting with Executive Director, weekly management and leadership meeting, monthly all-team member meeting
Presents sales and marketing initiatives at community meetings
Pricing and Revenue Generation to achieve and exceed community budget
Works with Executive Director to price the community apartments (both premium pricing and value pricing) to maximize revenue and sales as unit types
Determines other opportunities for increased revenue, i.e. increased Community Fees in specific apartments and neighborhoods
Select apartments to model to sell open inventory, always maintaining a model (unless 100% occupied)
Determines appropriate incentives to offer (within community guidelines) to close sales and move residents into the community
Communicates effectively and often with Executive Director, Regional Director of Sales, Regional Director of Operations, and Vice President of Sales & Marketing

Benefits

Impacting lives and building lasting relationships
Executing exceptional signature programs in dining, fitness, wellness, and care
A supportive community team that encourages personal and professional growth and celebrates your success
A fun-filled, energetic environment that's centered in hospitality and high-quality service
Competitive salaries
Professional development, training, and personal coaching through our Mentor, Buddy, and Executive Director in Training Programs
Education loan assistance & scholarships
Financial and legal services
Team Member discounts
Health and Wellness resources
Rich benefits package including Medical, Dental, Vision and 401k matching up to 4%
Childcare and eldercare assistance
Flexible spending accounts