Discovery Senior Living
Senior Director of Sales - Senior Living
Discovery Management Group is part of the Discovery Senior Living family of companies, a recognized industry leader for performance, innovation and lifestyle customization that today ranks among the two largest U.S. senior living operators. Discovery Management Group specializes in managing and enhancing senior living communities across the United States, serving more than 6500 residents nationwide.
The Conservatory at Champion Forest Independent Living community is hiring a Senior Director of Sales to lead the team. The Senior Director of Sales (SDOS) leads the community sales operations through the direct management and leadership of the community sales team as an executive team member. Sells, directs, and manages the sales operations and sales staff. Responsibilities include, but are not limited to direct selling, managing the day-to-day sales activities of the community sales team, engaging with leads and convert leads into residents; ensure compliance of the sales playbook (sales system). Ensure the Customer Relationship Management (CRM) maintains the highest possible data integrity and complete and accurate data. Utilizes industry trends, and knowledge of local competitors to create successful sales tactics. The success of the SDOS is measured in multiple ways, including sales conversions, revenue optimization, move-ins, and average daily occupancy. The SDOS manages customer relationships, and external partnerships with authority on significant matters such as sales incentive usage and sales tactical plans.
Responsibilities
Direct and support the sales efforts of the Director of Sales (DOS) and/or Sales Associate (SA).
Report sales concerns/issues and suggestions of improvement to the Executive Director and Regional Sales Leadership.
Regularly evaluate weekly sales performance of the sales team, including hot leads, sales activities, past-due sales activities, critical success factors, and selling conversion ratios; adjust the sales team efforts based on evaluation.
Monitor the sales board and review individual activity with each Sales Team member on a consistent basis.
Assist the Executive Director in developing action plans and tracking performance to ensure sales team members meet established goals.
Provide leadership and motivation to the sales staff through training, coaching and positive reinforcement.
Work with the Regional Sales leaders on sales team performance.
Identify and address strengths/weaknesses of each sales team member and provide feedback for continuous improvement of skills.
Sales
Interact with all leads from all channels and convert those leads into residents using professional selling skills and the sales system.
Build customer-focused relationships by advancing the lead through the sales process and gaining customer commitment directly or in support of the sales team.
Manage the sales boards with daily updates and communicate activities to the Executive Director and Regional Sales Leaders.
Conduct weekly strategy and advisory meetings with the Executive Director and/or Regional Sales Leaders.
Prepare and submit sales forecasts on an agreed schedule.
Track leads, keeping accurate and complete records on all leads and prospective resident sales activities in the CRM.
Generate management reports on sales activities, leads, move-ins, conversions, and critical success factors and provide tactics to improve results.
Meet or exceed predetermined monthly and annual sales goals.
Market Conditions
Conduct quarterly competitive market research, including comparing established communities and new/upcoming communities, and report data using the competitor analysis tool.
Identify competitive opportunities and threats and present tactical alternatives to the Executive Director and Regional Sales Leaders.
Demonstrate a strong understanding of the local senior living market.
Develop and conduct, in conjunction with the Executive Director and Sales Team, a quarterly marketing event strategy.
Aim to meet predetermined monthly sales goals.
Determine revenue drivers to optimize net revenue and achieve budget, including pricing, incentives and inventory management.
Use selling skills with prospective residents to achieve revenue optimization.
Analyze and interpret sales metrics to inform business operations and improve community NOI.
Provide expert advice to prospective residents and to internal and external business partners.
External Business Development
Identify and develop an effective network of non-paid referral sources to generate leads and move-ins in collaboration with the sales team.
Plan and deliver monthly presentations to professional referral sources.
Lead monthly referral development meetings with the sales team and executives to maximize community resources and expand the referral network.
Ensure proper documentation of all networking and professional referral sources in the CRM.
Resident Move-In Process
Manage the sales team, typically the CS Coordinator, to ensure the Move-In Packet is complete and accurate.
Facilitate and coordinate the Resident Assessment with the clinical team.
Oversee and collaborate with the community team to ensure a smooth move-in process.
Work with the team to ensure all state-mandated paperwork is completed on or before move-in date.
Coordinate with ED, BOM and DHW the resident’s Administrative Files to ensure it is fully prepared to meet regulatory requirements for lease signing on schedule.
Leadership and Development
Keep abreast of professional development in the field through reading, conferences and training.
Act professionally and honestly in representing the community concept of senior living.
Participate in all community executive team leadership meetings and functions.
Act as the Sales Department head on the community executive team, using sound discretion and judgment.
Supervisory Responsibilities
Directly supervise all sales team members in the Sales department and ensure adherence to policies and applicable laws. This includes interviewing, hiring and training employees; planning, assigning and directing work; appraising performance; and rewarding or disciplining employees.
Qualifications
Bachelor’s degree in business administration or related field.
Five years of marketing/sales experience in a senior living setting, with at least two years of leadership experience.
Benefits
Base salary of $70,000 plus commissions to target total of $130,000+.
Comprehensive benefits package including medical, dental, vision, life and disability insurance, paid time off and paid holidays. Eligible team members may participate in the 401(k) plan with company match and the Employee Assistance Program; accident insurance is also available.
No agencies, please. We do not accept unsolicited resumes from agencies. Agencies should not direct inquiries to hiring managers. We value your interest, but all agency inquiries will be considered unsolicited.
Seniority level
Director
Employment type
Full-time
Job function
Sales and Business Development
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The Conservatory at Champion Forest Independent Living community is hiring a Senior Director of Sales to lead the team. The Senior Director of Sales (SDOS) leads the community sales operations through the direct management and leadership of the community sales team as an executive team member. Sells, directs, and manages the sales operations and sales staff. Responsibilities include, but are not limited to direct selling, managing the day-to-day sales activities of the community sales team, engaging with leads and convert leads into residents; ensure compliance of the sales playbook (sales system). Ensure the Customer Relationship Management (CRM) maintains the highest possible data integrity and complete and accurate data. Utilizes industry trends, and knowledge of local competitors to create successful sales tactics. The success of the SDOS is measured in multiple ways, including sales conversions, revenue optimization, move-ins, and average daily occupancy. The SDOS manages customer relationships, and external partnerships with authority on significant matters such as sales incentive usage and sales tactical plans.
Responsibilities
Direct and support the sales efforts of the Director of Sales (DOS) and/or Sales Associate (SA).
Report sales concerns/issues and suggestions of improvement to the Executive Director and Regional Sales Leadership.
Regularly evaluate weekly sales performance of the sales team, including hot leads, sales activities, past-due sales activities, critical success factors, and selling conversion ratios; adjust the sales team efforts based on evaluation.
Monitor the sales board and review individual activity with each Sales Team member on a consistent basis.
Assist the Executive Director in developing action plans and tracking performance to ensure sales team members meet established goals.
Provide leadership and motivation to the sales staff through training, coaching and positive reinforcement.
Work with the Regional Sales leaders on sales team performance.
Identify and address strengths/weaknesses of each sales team member and provide feedback for continuous improvement of skills.
Sales
Interact with all leads from all channels and convert those leads into residents using professional selling skills and the sales system.
Build customer-focused relationships by advancing the lead through the sales process and gaining customer commitment directly or in support of the sales team.
Manage the sales boards with daily updates and communicate activities to the Executive Director and Regional Sales Leaders.
Conduct weekly strategy and advisory meetings with the Executive Director and/or Regional Sales Leaders.
Prepare and submit sales forecasts on an agreed schedule.
Track leads, keeping accurate and complete records on all leads and prospective resident sales activities in the CRM.
Generate management reports on sales activities, leads, move-ins, conversions, and critical success factors and provide tactics to improve results.
Meet or exceed predetermined monthly and annual sales goals.
Market Conditions
Conduct quarterly competitive market research, including comparing established communities and new/upcoming communities, and report data using the competitor analysis tool.
Identify competitive opportunities and threats and present tactical alternatives to the Executive Director and Regional Sales Leaders.
Demonstrate a strong understanding of the local senior living market.
Develop and conduct, in conjunction with the Executive Director and Sales Team, a quarterly marketing event strategy.
Aim to meet predetermined monthly sales goals.
Determine revenue drivers to optimize net revenue and achieve budget, including pricing, incentives and inventory management.
Use selling skills with prospective residents to achieve revenue optimization.
Analyze and interpret sales metrics to inform business operations and improve community NOI.
Provide expert advice to prospective residents and to internal and external business partners.
External Business Development
Identify and develop an effective network of non-paid referral sources to generate leads and move-ins in collaboration with the sales team.
Plan and deliver monthly presentations to professional referral sources.
Lead monthly referral development meetings with the sales team and executives to maximize community resources and expand the referral network.
Ensure proper documentation of all networking and professional referral sources in the CRM.
Resident Move-In Process
Manage the sales team, typically the CS Coordinator, to ensure the Move-In Packet is complete and accurate.
Facilitate and coordinate the Resident Assessment with the clinical team.
Oversee and collaborate with the community team to ensure a smooth move-in process.
Work with the team to ensure all state-mandated paperwork is completed on or before move-in date.
Coordinate with ED, BOM and DHW the resident’s Administrative Files to ensure it is fully prepared to meet regulatory requirements for lease signing on schedule.
Leadership and Development
Keep abreast of professional development in the field through reading, conferences and training.
Act professionally and honestly in representing the community concept of senior living.
Participate in all community executive team leadership meetings and functions.
Act as the Sales Department head on the community executive team, using sound discretion and judgment.
Supervisory Responsibilities
Directly supervise all sales team members in the Sales department and ensure adherence to policies and applicable laws. This includes interviewing, hiring and training employees; planning, assigning and directing work; appraising performance; and rewarding or disciplining employees.
Qualifications
Bachelor’s degree in business administration or related field.
Five years of marketing/sales experience in a senior living setting, with at least two years of leadership experience.
Benefits
Base salary of $70,000 plus commissions to target total of $130,000+.
Comprehensive benefits package including medical, dental, vision, life and disability insurance, paid time off and paid holidays. Eligible team members may participate in the 401(k) plan with company match and the Employee Assistance Program; accident insurance is also available.
No agencies, please. We do not accept unsolicited resumes from agencies. Agencies should not direct inquiries to hiring managers. We value your interest, but all agency inquiries will be considered unsolicited.
Seniority level
Director
Employment type
Full-time
Job function
Sales and Business Development
#J-18808-Ljbffr