Sales Director

Commonwealth Senior Living at Bon Air•Bon Air, VA

11d

About The Position

The Sales Director leads the community’s CSL Selling with Noble Purpose sales process and manages census by building 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 desired option for prospective residents and their families. The Sales Director is responsible for census and revenue goals, lead generation, tours, advancing and closing sales, referral development, revenue planning, community events, and coordinating resident screenings and admissions. The position also promotes the company’s core values and sales culture, maintains accurate sales records, supports quality improvement, and follows applicable policies and regulations.

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 process.
Respond to and follow up on walk-ins, phone inquiries, and web leads promptly and appropriately; maintain an accurate, up-to-date sales database and enter required lead and activity information.
Create, plan, 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-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.
Develop and maintain relationships with residents, families, and referral sources to generate direct referrals from consumers and professionals.
Take the lead on uncertain sales and guide colleagues assisting with those leads on immediate next steps and strategies.
Challenge and question the Executive Director and other managers respectfully regarding move-ins and timely, effective sales closings, including possible admission or readmission denials.
Act as a liaison between the community and the outside community; 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 potential 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 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.
Support quality improvement by identifying customer service issues and reporting them to the Executive Director.
Advise and contribute to maintaining the community’s public image.
Maintain confidentiality of pertinent information, comply with company policies, and perform other duties as assigned.