Sales Director

Commonwealth Senior Living at Kilmarnock•Kilmarnock, VA

About The Position

The Sales Director leads the community’s CSL Selling with Noble Purpose sales process and manages census by building and nurturing relationships with community organizations, hospitals, and other referral sources. The role generates leads and move-ins, supports the community’s reputation, and works with all levels of the organization to position the community as a preferred option for prospective residents and their families. The Sales Director develops and executes revenue plans, manages inquiry and referral activity, conducts tours and community experiences, and coordinates screenings and admissions with community leadership. The position also supports a positive sales culture, models company values, maintains accurate sales records, and contributes to quality improvement and the community’s public image.

Requirements

Bachelor’s degree in a healthcare field or at least two years of sales experience.
Knowledge of the workings and operations 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

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 process.
Respond to and follow up with walk-ins, phone inquiries, and web leads in a timely and appropriate manner, and keep the sales database accurate and up to date.
Create, plan, 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-base management, personal connections, and external business development strategies.
Maintain budgeted occupancy and revenue by executing the revenue plan, generating qualified inquiries, referrals, and tours, and closing sales.
Build and maintain relationships with residents, families, and referral sources to encourage direct referrals from consumers and professionals.
Take the lead on uncertain sales and direct others assisting with those leads on immediate next steps and strategies.
Respectfully question and challenge the Executive Director and other managers about moving in and closing sales effectively and promptly, including possible denials of admissions or readmissions.
Act as liaison between the community and the outside community.
Work with local community 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 the company as an expert on aging, including daily contact with potential referral sources such as hospitals, physicians, insurers, case management companies, and healthcare agencies.
Schedule potential-resident screenings with the Executive Director and/or Resident Care Director and conduct screenings when needed to assess level of care, 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.
Attend and participate in weekly sales meetings.
Identify customer service issues and report them to the Executive Director as part of quality improvement.
Help ensure the community presents the best possible public image.
Maintain confidentiality of pertinent information and comply with company policies.
Model company core values, ensure personnel exemplify those values, and create and drive the sales culture.
Perform other duties as assigned.