Sales Director

Commonwealth Senior Living at Williamsburg•Leon, VA

1d•$65,000 - $78,000

About The Position

The Sales Director leads the CSL Selling with Noble Purpose sales process and manages community census by building relationships with community organizations, hospitals, and other referral sources to generate leads and move-ins. The role works across all levels of the organization to support the community’s image and reputation and to make the community a preferred option for prospective residents and their families. The Sales Director develops and executes sales and revenue plans, advances prospective residents through the sales process, coordinates screenings and admissions, and maintains relationships with residents, families, and referral partners. The role also serves as a culture ambassador, models company values, and helps create and drive the sales culture.

Requirements

Bachelor’s degree in a healthcare field or at least two years of sales experience.
Knowledge of the workings and operation of the long-term care industry.
Genuine interest in improving the lives of seniors and families.
Ability to work independently.
Excellent verbal, written, public-presenting, and interpersonal communication skills.

Responsibilities

Model the company’s core values and ensure personnel exemplify them.
Create and drive the sales culture.
Achieve community census goals and annual budget projections by generating leads, scheduling tours, advancing the sales process, and meeting daily, weekly, and monthly goals.
Schedule, organize, and conduct Community Experiences for prospective residents of independent living, assisted living, and memory care while following the established CSL sales approach and process.
Respond promptly and appropriately to walk-ins, phone inquiries, and web leads; maintain an accurate sales database and timely records of leads and activity.
Create and implement quarterly revenue plans, including lead and move-in analysis, strategic planning, lead generation, and referral and closing events.
Collaborate with the Executive Director on lead management, personal connections, and external business development strategies.
Maintain budgeted occupancy and revenue by executing revenue plans, generating qualified inquiries and referrals, conducting tours, and closing sales.
Develop and maintain relationships with residents, families, and referral sources to generate direct referrals.
Lead uncertain sales and guide colleagues assisting with leads on immediate next steps and strategies.
Respectfully challenge and question the Executive Director and other managers about moving in and closing sales effectively and timely, including potential admission or readmission denials.
Act as a liaison between the community and outside organizations; work with local agencies to build trust, promote a positive image, and encourage referrals.
Participate in industry trade shows as appropriate.
Develop strategies to maximize admissions and establish CSL as an expert on aging, including daily contact with referral sources such as hospitals, physicians, insurers, case management companies, and health care agencies.
Schedule potential-resident screenings with the Executive Director and/or Resident Care Director, and conduct screenings when needed to determine care levels, services, equipment needs, and insurance coverage.
Coordinate admissions with the Executive Director and Resident Care Director through organization, data entry, and weekly formal sales meetings.
Learn and maintain an understanding of current regulations governing assisted living facilities.
Participate in weekly sales meetings.
Support quality improvement by identifying customer service issues and reporting them to the Executive Director.
Advise and contribute to efforts to maintain the community’s public image.
Maintain confidentiality of pertinent information and comply with Commonwealth Senior Living policies.
Perform other duties as assigned.