Director of Sales

Job Summary:

The Director of Sales embodies Yoi Shigoto, “the good work,” by driving the sales efforts and outcomes of the senior living community, which includes managing inquiries, tours, professional referral development, first impressions, and understanding market trends and updates. The Director of Sales position is incredibly important for setting the stage for our client as the senior living provider of choice from the very first initial contact. The characteristics that a successful Director of Sales at our client possesses are empathy, curiosity, drive, commitment, passion, and ability to create lasting relationships, with both prospects and professionals.

Essential Job Duties (Include % of the time for each responsibility):

• Responsible for the community’s sales efforts and outcomes, while maintaining budgeted occupancy by driving the number of qualified inquiries, tours, and professional referrals (85%)
• Director of Sales responds to new inquiries from multiple channels (Website, walk-in/drive-by, local referral agencies, Virtual Sales Assistant, 24/7 live chat, A Place for Mom, Caring.com) and enters all completed sales activities and detailed notes within the CRM in real-time.
• The Director of Sales utilizes specific client follow-up plans to achieve desired communication levels with new inquiries, including, but not limited to scheduling the next step after each completed activity according to our client's Hot/Warm/Cold expectations.
• Completes thorough and detailed database management within the CRM in real-time, utilizing the mantra, “If it’s not in the database, it didn’t happen.”
• The director of Sales will be the primary point of contact for the prospect/family or referral agency until the move-in process begins (when “Moving In the Client's Way” starts and is handled by the Executive Director), however, connects the relevant team members/department managers in the process if it helps move the sales process forward.
• Assists with training the community team in first impressions, inquiry calls, and effective tours with prospects and professionals.
• Works closely with the Executive Director to ensure that all community team members understand that sales are everyone’s responsibility. Helps conduct training where necessary and needed to deploy and maintain this philosophy.
• Conducts daily community walk-throughs, including the model apartment(s), to ensure the community is ready for all guests, especially prospects and professionals.

Ensuring that the grounds, common areas, and models are “show-ready” at all times, and up to the client's standards;

• Works with Executive Director and community leadership team when updates are necessary, so standards are met
• Identifies, establishes, and maintains positive relationships with industry influencers and key community and strategic partners to assure ongoing referrals and continued opportunities to promote the community and attract residents through outreach efforts:
• Builds and maintains relationships with professional referrals
• Maintains the client's expectation of professional referral development (outreach) efforts weekly to include:
• 7-10 face-to-face professional interactions
• All visits, detailed notes, activities, and next steps are completed within the CRM
• Determines key referral sources within the market area and establishes a plan and strategy to advance the relationship to generate referrals.
• Personal visits and calls with a strategy to advance the relationship to referral status
• Plans and conducts internal events to showcase our communities
• Attends local market area events
• Maintains referral database with all contact information including all customer interactions, notes, status, and relationship updates; Identifies professional's and/or organizations' status in the database based on volume potential of leads
• Creates, updates and manages quarterly Sales and Marketing Plans in collaboration with the Executive Director - to generate new leads, advance current leads, build relationships with referral sources, and close sales.
• Develops understanding of annual operating budgets, revenue generation, and value pricing
• Evaluates current market research to understand trends and competition, and adjust marketing strategy to meet changing conditions using competitive analysis (2x year).
• Maintains current knowledge of the local market trends and competitors to assist in developing and executing effective sales and marketing plans
• Provides concierge team members with relevant information regarding upcoming prospects and professional tours.
• Assists with training concierge team on initial greeting, phone answering, transferring etiquette and the client's standards, creating positive first impressions, completing a welcome sign for all pre-scheduled tours, ensuring all visitors have a “WOW” experience

Maintains up-to-date CRM with contact information, detailed notes, and scheduled next steps:

• Stays current on all prospect follow-up, including the use of the client 7-Day New Inquiry Follow-Up Plan and 7-Day Tour Follow-Up Plan
• Determines personalized strategy for each prospect interaction for effective advancement of the sales process
• Analyzes leads for creating marketing plans (i.e. lead sources, zip codes, etc.)
• Receives community fee and community fee receipt, and delivers to ED/BOM timely to begin the Moving in the client's Way process with the department manager team.
• Attends, coordinates, and sponsors community networking functions (both within and outside the community) to continually promote the positive and professional image of our community, while accurately representing our services and ”yoi-shigoto” culture
• Determines and plans appropriate activities to achieve sales and implement marketing plan
• Interviews, trains, manages/supervises, evaluates, and resolves problems with the Sales Assistant (if applicable), in accordance with community policies, procedures, and applicable laws/regulations

Meetings and Planning Activities

• Attends daily stand-up, weekly sales & marketing meetings with the Executive Director, weekly management and leadership meetings, monthly all-team member meeting
• Presents sales and marketing initiatives at community meetings
• Pricing and Revenue Generation to achieve and exceed the community budget
• Works with the Executive Director to price the community apartments (both premium pricing and value pricing) to maximize revenue and sales as unit types
• Determines other opportunities for increased revenue, i.e. increased Community Fees in specific apartments and neighborhoods
• Select apartments to model to sell open inventory, always maintaining a model (unless 100% occupied)
• Determines appropriate incentives to offer (within community guidelines) to close sales and move residents into the community
• Communicates effectively and often with Executive Director, Regional Director of Sales, Regional Director of Operations, and Vice President of Sales & Marketing

Non-Essential Job Duties (15%):

• Performs other job duties or special projects as assigned/requested by the Executive Director or a designee of the Executive Director
• Understands and ensures compliance with all federal, state, and local laws and regulations and all community policies and procedures affecting the department, health conditions, and move-in procedures
• Displays tact, professionalism, and friendliness when dealing with residents, team members, and visitors
• Displays empathy, concern, and professionalism while interacting with all prospects and their families
• Collaborates and leads with a spirit of teamwork and presents a consistent professional and positive image
• Confirms that all promotional materials and communication (written & verbal) developed by the client's principles, and core values and with a professional image

Supervisory/Management Responsibilities (Job Title(s) & # of Employees):

• Sales Assistant = 0 to 1 employee

Minimum Job Requirements (Include education, experience, special skills, licenses, and certifications):

• College degree or relevant experience required
• Sales and Marketing experience is preferred, with a successful track record
• Background clearances (as required by government regulations) are mandatory
• Must complete a health screening and provide negative TB test results (must be within the last 6 months or 7 days of employment)
• Must hold a valid state-issued driver’s license and valid insurance
• Must have solid PC skills and be familiar with several Microsoft Office Suite software programs (e.g. Word, Excel, Outlook, Email, etc.)

Excellent written and verbal communication skills are required

• Including the ability to speak, write, and read English
• Must also be comfortable with speaking in public settings and presenting to small groups

Preferred Job Requirements (Include education, experience, special skills, licenses, and certifications):

• Bachelor’s degree coursework in communications, public relations, marketing, or a related field is highly desirable
• Successful track record in sales/marketing experience
• Ability to work weekends, evenings, and flexible hours, available for our customers at peak service times and days.

Physical Demands (Include lifting, carrying, pushing, pulling, bending, walking, standing, sitting):

• Must be mobile and able to move intermittently throughout the work day, and throughout the community
• Sitting for prolonged periods of time, walking, with occasional squatting and reaching overhead.
• Ability to lift/carry up to 40 pounds
• Able to operate a motor vehicle and drive themselves and another community Team Member to a community or outside event
• Able to assist in the moving of residents when necessary or in emergencies