Sales Director

Commonwealth Senior Living at Bon Air•Manchester, VA

11d•$65,000 - $78,000

About The Position

The Sales Director leads the community’s CSL Selling with Noble Purpose sales process and manages community census. The role builds and nurtures relationships with community organizations, hospitals, and other referral sources to generate leads and move-ins. Working with all levels of the organization, the Sales Director helps maintain the community’s image and reputation and makes it a desired option for prospective residents and their families. The Sales Director serves as a culture ambassador, models the company’s core values, ensures personnel exemplify those values, and creates and drives the sales culture. The role is responsible for achieving census and revenue goals through lead generation, tours, follow-up, sales planning, referral development, and closing. It also coordinates prospective-resident screenings and admissions, maintains accurate sales records, supports quality improvement, and complies with 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

Lead the community’s CSL Selling with Noble Purpose sales process and manage community census.
Achieve census goals and annual budget projections by generating leads, scheduling tours, advancing the sales process, and meeting daily, weekly, and monthly goals.
Organize and conduct Community Experiences for prospective independent living, assisted living, and memory care residents while following the established sales approach and process.
Respond to and follow up promptly and appropriately with walk-ins, phone inquiries, and web leads; 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 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 working relationships with residents, families, and referral sources to generate direct consumer and professional referrals.
Take the lead on uncertain sales and guide colleagues assisting with those leads on immediate next steps and strategies.
Respectfully challenge and question the Executive Director and other managers on moving in and closing sales effectively and promptly, including potential denials of admissions or readmissions.
Act as a liaison between the community and the outside community; work with local agencies to build trust, strengthen the community’s 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 health care agencies.
Schedule potential-resident screenings with the Executive Director and/or Resident Care Director; 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.
Contribute to quality improvement by identifying customer service issues and reporting them to the Executive Director.
Advise and contribute to maintaining the best possible public image for the community.
Maintain confidentiality of pertinent information and comply with Commonwealth Senior Living policies.
Model company core values, ensure personnel exemplify those values, and create and drive the sales culture.
Perform other duties as assigned.