LakeHouse Senior Living
Overview
LakeHouse Senior Living, proudly part of the Discovery Senior Living family of operating companies, manages care- and lifestyle-focused senior living communities in Indiana, Illinois, Wisconsin, Pennsylvania, Ohio and Michigan. Our company, built on our “Pillars of Excellence,” employs thousands of Team Members and is committed to providing a positive work environment and culture that recognizes their value in providing excellent care for our residents. Position Summary
The Director of Sales (DOS) manages the sales operations of the community. The focus is connecting with prospective residents through multi-communication platforms to inspire prospective residents to move into the community. The DOS connects with new inquiries and existing inquiries with the goal of converting these leads to move-ins to achieve occupancy targets. Utilizes industry trends and knowledge of local competitors to create successful sales tactics. The success of the DOS is measured in multiple ways, including sales conversions, revenue optimization, move-ins, and average daily occupancy. Responsibilities
Interacts with all leads provided through multiple channels including advertising, public relations, referral, or personal contact and converts those leads into residents using professional selling skills and our sales process. Builds customer-focused relationships by advancing the lead through the sales process and gaining customer commitment. Executes all facets of the Sales Playbook (Sales System) including proper discovery, overcoming objections, and closing techniques to achieve budgeted occupancy and net revenue. Manages sales tracking reports and provides daily updates and communicates all activities to the Executive Director. Conducts weekly strategy and advisory meetings with the Executive Director. Communicates sales results to key stakeholders on at least a weekly basis. Conducts on-site walk-throughs of the community to ensure the tour path and model rooms are ready for tours. Plans and executes local sales events to generate and convert leads. Pulls management reports on sales activities, leads, move-ins, conversions, and critical success factors. Tracks leads, maintains accurate records on all leads and prospects and all sales activities using a CRM. Collaborates with the Executive Director and marketing teams to develop marketing tactics to achieve lead goals. Market Conditions
Conducts quarterly competitive market research including established communities and new/upcoming communities, product ranking and analysis, and reports data into the competitive market analysis tool. Prepares general market analysis and develops methodologies for tracking prospective residents and referral sources. Identifies competitive opportunities and threats and presents strategic alternatives to the Executive Director and Regional Sales Leadership. Demonstrates a strong understanding of the senior living industry and local market conditions. Revenue Optimization
Strives to meet predetermined monthly sales goals. Determines revenue drivers to utilize, including pricing, incentives, and inventory management, to optimize net revenue and achieve budget. Uses selling skills with prospective residents to achieve revenue objectives. Analyzes and interprets sales metrics to make recommendations on business operations to improve community NOI. Provides expert advice to prospective residents and internal/external business partners. External Business Development
Identifies and develops a network of non-paid referral sources to generate leads and move-ins. Plans and executes monthly presentations to professional referral sources. Leads monthly referral development meetings with ED and appropriate executive team members to utilize community resources to expand the referral network. Documents all networking and professional referral sources in the CRM. Resident Move-In Process
Reviews and facilitates the Move-In Packet with the resident and/or family. Facilitates and coordinates the Resident Assessment with the clinical team. Oversees and manages the move-in process to ensure a smooth transition into the community. Ensures all state-mandated paperwork and forms are completed on or before the move-in date by the family and/or resident. Coordinates with ED, BOM and DHW to ensure the Administrative Files are prepared according to state regulatory requirements so lease signing occurs on the scheduled date without delays. Leadership and Development
Keeps abreast of professional development in the field by reading, attending conferences and training sessions. Acts professionally and honestly in the representation of the Community concept of senior living. Participates in all community leadership meetings and functions. Other duties as assigned. Qualifications
Bachelor’s degree in marketing, business, public relations, or related field preferred. Two years in marketing/sales in a senior living setting preferred. Proficient in Microsoft Office (Word, Excel, Outlook, PowerPoint). Experience working with sales CRM systems, tracking leads and sales activities. Benefits
In addition to a rewarding career and competitive salary, LakeHouse offers a comprehensive benefits package, including medical, dental, vision, life and disability insurances, paid time off, and paid holidays. Team members are eligible to participate in our 401(k) plan with company match, Employee Assistance Program, and accident insurance policies. No agencies, please.
We do not accept unsolicited resumes from agencies under any circumstances. We receive inquiries from agencies daily. Agencies should not direct any inquiries or emails to hiring managers. EOE D/V JOB CODE: 1003946
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LakeHouse Senior Living, proudly part of the Discovery Senior Living family of operating companies, manages care- and lifestyle-focused senior living communities in Indiana, Illinois, Wisconsin, Pennsylvania, Ohio and Michigan. Our company, built on our “Pillars of Excellence,” employs thousands of Team Members and is committed to providing a positive work environment and culture that recognizes their value in providing excellent care for our residents. Position Summary
The Director of Sales (DOS) manages the sales operations of the community. The focus is connecting with prospective residents through multi-communication platforms to inspire prospective residents to move into the community. The DOS connects with new inquiries and existing inquiries with the goal of converting these leads to move-ins to achieve occupancy targets. Utilizes industry trends and knowledge of local competitors to create successful sales tactics. The success of the DOS is measured in multiple ways, including sales conversions, revenue optimization, move-ins, and average daily occupancy. Responsibilities
Interacts with all leads provided through multiple channels including advertising, public relations, referral, or personal contact and converts those leads into residents using professional selling skills and our sales process. Builds customer-focused relationships by advancing the lead through the sales process and gaining customer commitment. Executes all facets of the Sales Playbook (Sales System) including proper discovery, overcoming objections, and closing techniques to achieve budgeted occupancy and net revenue. Manages sales tracking reports and provides daily updates and communicates all activities to the Executive Director. Conducts weekly strategy and advisory meetings with the Executive Director. Communicates sales results to key stakeholders on at least a weekly basis. Conducts on-site walk-throughs of the community to ensure the tour path and model rooms are ready for tours. Plans and executes local sales events to generate and convert leads. Pulls management reports on sales activities, leads, move-ins, conversions, and critical success factors. Tracks leads, maintains accurate records on all leads and prospects and all sales activities using a CRM. Collaborates with the Executive Director and marketing teams to develop marketing tactics to achieve lead goals. Market Conditions
Conducts quarterly competitive market research including established communities and new/upcoming communities, product ranking and analysis, and reports data into the competitive market analysis tool. Prepares general market analysis and develops methodologies for tracking prospective residents and referral sources. Identifies competitive opportunities and threats and presents strategic alternatives to the Executive Director and Regional Sales Leadership. Demonstrates a strong understanding of the senior living industry and local market conditions. Revenue Optimization
Strives to meet predetermined monthly sales goals. Determines revenue drivers to utilize, including pricing, incentives, and inventory management, to optimize net revenue and achieve budget. Uses selling skills with prospective residents to achieve revenue objectives. Analyzes and interprets sales metrics to make recommendations on business operations to improve community NOI. Provides expert advice to prospective residents and internal/external business partners. External Business Development
Identifies and develops a network of non-paid referral sources to generate leads and move-ins. Plans and executes monthly presentations to professional referral sources. Leads monthly referral development meetings with ED and appropriate executive team members to utilize community resources to expand the referral network. Documents all networking and professional referral sources in the CRM. Resident Move-In Process
Reviews and facilitates the Move-In Packet with the resident and/or family. Facilitates and coordinates the Resident Assessment with the clinical team. Oversees and manages the move-in process to ensure a smooth transition into the community. Ensures all state-mandated paperwork and forms are completed on or before the move-in date by the family and/or resident. Coordinates with ED, BOM and DHW to ensure the Administrative Files are prepared according to state regulatory requirements so lease signing occurs on the scheduled date without delays. Leadership and Development
Keeps abreast of professional development in the field by reading, attending conferences and training sessions. Acts professionally and honestly in the representation of the Community concept of senior living. Participates in all community leadership meetings and functions. Other duties as assigned. Qualifications
Bachelor’s degree in marketing, business, public relations, or related field preferred. Two years in marketing/sales in a senior living setting preferred. Proficient in Microsoft Office (Word, Excel, Outlook, PowerPoint). Experience working with sales CRM systems, tracking leads and sales activities. Benefits
In addition to a rewarding career and competitive salary, LakeHouse offers a comprehensive benefits package, including medical, dental, vision, life and disability insurances, paid time off, and paid holidays. Team members are eligible to participate in our 401(k) plan with company match, Employee Assistance Program, and accident insurance policies. No agencies, please.
We do not accept unsolicited resumes from agencies under any circumstances. We receive inquiries from agencies daily. Agencies should not direct any inquiries or emails to hiring managers. EOE D/V JOB CODE: 1003946
#J-18808-Ljbffr