Director of Sales

TerraBella Summit • Greenville, SC

5d

About The Position

The Director of Sales (DOS) manages the community’s sales operations and connects with prospective residents through multiple communication platforms to encourage move-ins. The role responds to new and existing inquiries and works to convert leads into move-ins to achieve occupancy targets. The DOS uses industry trends and knowledge of local competitors to develop sales tactics. Success is measured by sales conversions, revenue optimization, move-ins, and average daily occupancy.

The position also supports local marketing and referral development, analyzes market conditions and sales performance, and coordinates the resident move-in process with residents, families, and internal teams. The DOS participates in community leadership activities and maintains professional development in the field.

Requirements

• Proficiency in Microsoft Office, including Word, Excel, Outlook, and PowerPoint.
• Experience working with sales CRM systems and tracking leads and sales activities.

Nice To Haves

• Bachelor’s degree in marketing, business, public relations, or a related field.
• Two years of marketing or sales experience in a senior living setting.

Responsibilities

• Interact with leads from advertising, public relations, referrals, and personal contacts, converting them into residents through the community’s sales process.
• Build customer-focused relationships, advance leads through the sales process, and gain customer commitment.
• Execute the Sales Playbook, including discovery, objection handling, and closing techniques, to achieve budgeted occupancy and net revenue.
• Manage sales tracking reports, provide daily updates, and convey sales activities to the Executive Director.
• Conduct weekly strategy and advisory meetings with the Executive Director and communicate sales results to key stakeholders at least weekly.
• Conduct on-site community walkthroughs to ensure tour paths and model rooms are ready for visitors.
• Plan and execute local sales events to generate and convert leads.
• Produce management reports on sales activities, leads, move-ins, conversions, and critical success factors.
• Track leads and maintain accurate records of prospects and sales activities in a CRM.
• Collaborate with the Executive Director and marketing teams to develop tactics for achieving lead goals.
• Conduct quarterly competitive market research, analyze established and upcoming communities and their products, and report findings in the competitive market analysis tool.
• Prepare general market analyses and develop methods for tracking prospective residents and referral sources.
• Identify competitive opportunities and threats and present strategic alternatives to the Executive Director and Regional Sales Leadership.
• Use market and sales knowledge to meet monthly sales goals and optimize net revenue through pricing, incentives, and inventory management.
• Analyze sales metrics and recommend operational improvements to increase community net operating income.
• Provide advice to prospective residents and internal and external business partners.
• Develop a network of non-paid referral sources and plan and deliver monthly presentations to professional referral sources.
• Lead monthly referral-development meetings with the Executive Director and relevant executive team members, and document networking and referral sources in the CRM.
• Review and facilitate move-in packets with residents and/or families.
• Coordinate resident assessments with the clinical team and oversee the move-in process to support a smooth transition.
• Ensure required state paperwork and forms are completed by the resident and/or family by the move-in date.
• Coordinate with the Executive Director, BOM, and DHW to prepare resident administrative files in accordance with state-specific requirements so lease signing occurs as scheduled.
• Maintain professional development through reading, conferences, and training sessions.
• Represent the community’s senior living concept professionally and honestly.
• Participate in community leadership meetings and functions.
• Perform 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: Director
• Education Level: No Education Listed