The Director of Sales is responsible for managing occupancy development of the community, actively marketing the community by networking in the local community with residents, families, discharge planners, social service workers, local community business organizations and other referral sources.
Qualifications/Skills/Educational Requirements:
- Bachelor’s Degree in related field required
- Proven sales track record; effective selling and closing skills
- Two (2) years in the senior sales and marketing environment
- Public relations experience preferred
- Strong leadership skills with a minimum of two (2) years experience in supervising and management
- One to two years related experience and/or training or equivalent combination of education and experience
- Experience using Microsoft Office and Outlook software. Mid-level typing skills required
- Able to communicate effectively with all levels of management, associates, residents, family members, and outside contacts
- Able to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, etc. Able to manage revenue and expense budget
- Knowledge of current Federal and State laws pertaining to IL, AL, MC, SNF communities respectively
- Able to make independent decisions
- Must be able to generate a warm, friendly and caring manner on first impression
- Must be familiar with and adhere to guidelines related to the Fair Housing Act (FHA) and the American with Disabilities Act (ADA) regulations in all aspects of the job including sales presentations and marketing materials
- Must possess a passion to work with and around senior citizens
Essential Functions:
- Maintains a high level of occupancy
- Maintains up-to-date records of all communication with prospective customers using the appropriate lead management system specified by the Regional Dir. of Sales and Marketing
- Oversees the tracking of prospective customer from initial contact through to close and move-in
- Possesses and maintains a strong knowledge of the community, its benefits, and the services provided
- Possesses and maintains a strong knowledge of all competitor’s unique selling points, services provided and rates
- Builds and maintains a positive and trusting relationship with prospects through listening and understanding needs and asking questions to acquire more information about specific situations
- Remains current on unit status and vacancy map
- Introduces prospective residents and family members to associates, as well as other residents providing opportunities for them to experience the benefits and warmth of the community
- Guiding the prospect to make the decision that best fits their individual needs
- Attempts to close early and often
- Is able to overcome objections and close the sale
- Meets sales, phone out and appointment standards on a consistent basis
- Provides regular reports to the Dir. of Sales & Marketing regarding sales achievements, status of interested prospects, and implementation of the marketing plan
- Provides the family with all move-in paperwork and ensures that it is completed and returned within the specific time frame prior to move-in
- Works with the Dir. of Resident Care, Dir. of Assisted Living or Dir. of Memory Care to schedule an assessment with the resident as required
- Informs all associates of the pending move-in date and the necessary information about the resident
- Assists the resident and their family with the transition process through on-going communication, sensitivity
- Provides direction and support to other sales staff in achieving and exceeding the community’s sales and move-in goals and reassurance
- Works with the Dir. of Sales & Marketing (if applicable) to establish exchange of information on inventory and other sales issues in order to anticipate and prioritize fast resale of cancelled contracts
- Maintains and protects confidentiality of resident information
- Carries out other duties as assigned by Dir. of Sales & Marketing or Executive Director including any on-call responsibility and MOD requirements
- Attends required community meetings and completes required reports in a neat and timely manner
- Availability to work evenings and weekends if necessary
Non-Essential Functions:
- Leads by example exhibiting the CORE Values through servant leadership
- Encourages teamwork and promotes company philosophy
- Participates in Life Enrichment activities when able
- Is prompt and able to perform the required duties of the position on a regular, predictable basis
- Becomes familiar and understands how to report a missing person using the Safe Return program or equivalent
- Becomes familiar and understands the steps for fire evacuation
- All associates are responsible for maintaining a safe and secure environment for all community residents
Education
Preferred
Behaviors
Required
- Dedicated: Devoted to a task or purpose with loyalty or integrity
- Team Player: Works well as a member of a group
- Detail Oriented: Capable of carrying out a given task with all details necessary to get the task done well
Motivations
Required
- Ability to Make an Impact: Inspired to perform well by the ability to contribute to the success of a project or the organization
- Goal Completion: Inspired to perform well by the completion of tasks
Preferred
- Financial: Inspired to perform well by monetary reimbursement
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