Director of Sales

HarborChase of Tamarac•Tamarac, FL

13h

About The Position

The Director of Sales is responsible for managing the occupancy development of the community. This involves actively marketing the community by networking with residents, families, discharge planners, social service workers, local community business organizations, and other referral sources. The role requires maintaining a high level of occupancy, managing communication with prospective customers, and overseeing the sales process from initial contact to move-in. A strong understanding of the community's benefits, services, and competitor offerings is essential. The Director of Sales must build trusting relationships with prospects, stay current on unit availability, and guide prospects towards decisions that best fit their needs. This role also involves meeting sales targets, providing reports to management, coordinating move-in logistics, and supporting other sales staff. Additionally, the position requires adherence to confidentiality, participation in meetings, and potentially on-call responsibilities. The ability to work safely, manage budgets, and understand relevant laws and regulations is also crucial.

Requirements

Bachelor’s Degree in related field required
Proven sales track record; effective selling and closing skills
Two (2) years in the senior sales and marketing environment
Strong leadership skills with a minimum of two (2) years experience in supervising and management
One to two years related experience and/or training or equivalent combination of education and experience
Experience using Microsoft Office and Outlook software.
Midlevel typing skills required
Able to communicate effectively with all levels of management, associates, residents, family members, and outside contacts
Able to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, etc.
Able to manage revenue and expense budget
Knowledge of current Federal and State laws pertaining to IL, AL, MC, SNF communities respectively
Able to make independent decisions
Must be able to generate a warm, friendly and caring manner on first impression
Must be familiar with and adhere to guidelines related to the Fair Housing Act (FHA) and the American with Disabilities Act (ADA) regulations in all aspects of the job including sales presentations and marketing materials
Must possess a passion to work with and around senior citizens
In all Florida Companies, this position requires a Level 2 background screening through the Florida Care Provider Background Screening Clearinghouse.

Nice To Haves

Public relations experience preferred

Responsibilities

Maintains a high level of occupancy
Maintains up-to-date records of all communication with prospective customers using the appropriate lead management system
Oversees the tracking of prospective customers from initial contact through to close and move-in
Possesses and maintains a strong knowledge of the community, its benefits, and the services provided
Possesses and maintains a strong knowledge of all competitor’s unique selling points, services provided and rates
Builds and maintains a positive and trusting relationship with prospects through listening and understanding needs and asking questions to acquire more information about specific situations
Remains current on unit status and vacancy map
Introduces prospective residents and family members to associates, as well as other residents providing opportunities for them to experience the benefits and warmth of the community
Guides the prospect to make the decision that best fits their individual needs
Attempts to close early and often
Is able to overcome objections and close the sale
Meets sales, phone out and appointment standards on a consistent basis
Provides regular reports to the Dir. of Sales & Marketing regarding sales achievements, status of interested prospects, and implementation of the marketing plan
Provides the family with all move-in paperwork and ensures that it is completed and returned within the specific time frame prior to move-in
Works with the Dir. of Resident Care, Dir. of Assisted Living or Dir. of Memory Care to schedule an assessment with the resident as required
Informs all associates of the pending move-in date and the necessary information about the resident
Assists the resident and their family with the transition process through on-going communication, sensitivity
Provides direction and support to other sales staff in achieving and exceeding the community’s sales and move-in goals and reassurance
Works with the Dir. of Sales & Marketing (if applicable) to establish exchange of information on inventory and other sales issues in order to anticipate and prioritize fast resale of cancelled contracts
Maintains and protects confidentiality of resident information
Carries out other duties as assigned by Dir. of Sales & Marketing or Executive Director including any on-call responsibility and MOD requirements
Attends required community meetings and completes required reports in a neat and timely manner
Availability to work evenings and weekends if necessary
The ability to work in a safe and alert manner
The ability to take ownership for associate’s safety and the safety of the residents
Must disclose any medication that might impair associate’s ability to perform the job safely or competently.
Leads by example exhibiting the CORE Values through servant leadership
Encourages teamwork and promotes company philosophy
Participates Life Enrichment activities when able
Is prompt and able to perform the required duties of the position on a regular, predictable basis
Becomes familiar and understands how to report a missing person using the Safe Return program or equivalent
Becomes familiar and understands the steps for fire evacuation
All associates are responsible for maintaining a safe and secure environment for all community residents