Sales Director

Commonwealth Senior Living at Williamsburg•Williamsburg, VA

About The Position

The Sales Director leads the CSL Selling with Noble Purpose sales process and manages community census by building and nurturing relationships with community organizations, hospitals, and other referral sources to generate leads and move-ins. The role works with all levels of the organization to support the community’s image and reputation and make it a preferred option for prospective residents and their families. The Sales Director drives the sales culture and models the company’s core values. The position is responsible for achieving census and revenue goals, advancing prospective residents through the sales process, developing referral relationships, coordinating admissions, and maintaining accurate sales records. The role also supports public relations, quality improvement, compliance with applicable assisted-living regulations, and confidentiality.

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, ensure personnel exemplify them, and 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 independent living, assisted living, and memory care residents while following the established CSL sales approach.
Respond promptly and appropriately to walk-ins, phone inquiries, and web leads, and keep the sales database accurate and up to date.
Create and implement quarterly revenue plans, including lead and move-in analysis, strategic planning, lead generation, and referral or closing events.
Collaborate with the Executive Director on lead management, personal connections, and external business development strategies.
Maintain budgeted occupancy and revenue by executing the revenue plan and generating qualified inquiries, referrals, tours, and sales closings.
Build working relationships with residents, families, and referral sources to generate direct referrals from consumers and professionals.
Take the lead on uncertain sales and guide others assisting with leads on immediate next steps and strategies.
Respectfully challenge and question the Executive Director and other managers regarding timely move-ins, sales closings, and possible admission or readmission denials.
Serve as a liaison between the community and the outside community, working 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 potential referral sources such as hospitals, physicians, insurers, case management companies, and healthcare agencies.
Schedule screenings with the Executive Director and/or Resident Care Director, and conduct screenings when needed to determine care level, 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.
Maintain an understanding of current regulations governing assisted living facilities.
Attend and participate in weekly sales meetings.
Identify customer service issues and report them to the Executive Director as part of quality improvement.
Advise and contribute to maintaining the community’s public image.
Maintain confidentiality and comply with Commonwealth Senior Living policies.
Perform other duties as assigned.