TerraBella Senior Living
Overview
Director of Sales at TerraBella Senior Living. TerraBella Senior Living is the operator of more than 30 communities across the Carolinas, Virginia, Kentucky, Georgia, and Tennessee, offering Active Independent Living, Assisted Living, Memory Care, and short-term Respite Care. The compensation range is $65,000 to $80,000 with base and commission. Position Summary
The Director of Sales (DOS) manages the sales operations of the community. The DOS connects with prospective residents through multi-communication platforms to inspire move-ins and achieve occupancy targets. The DOS engages with new inquiries and existing inquiries to convert leads, utilizing industry trends and knowledge of local competitors to drive successful sales tactics. Success is measured by sales conversions, revenue optimization, move-ins, and average daily occupancy. Responsibilities
Interacts with all leads through multiple channels (advertising, public relations, referral, or personal contact) and converts them into residents using professional selling skills and the sales process. Builds customer-focused relationships by advancing the lead through the sales process and securing commitment. Executes all facets of the Sales Playbook (Sales System) including discovery, overcoming objections, and closing to achieve budgeted occupancy and net revenue. Manages sales tracking reports and provides daily updates to the Executive Director. Conducts weekly strategy and advisory meetings with the Executive Director. Communicates sales results to key stakeholders at least once per week. Conducts on-site walk-throughs to ensure tour paths and model rooms are ready. 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 and maintains accurate records of all sales activities in a CRM. Collaborates with the Executive Director and marketing in developing marketing tactics to achieve lead goals. Market Conditions
Conducts quarterly competitive market research and reports data into the competitive market analysis tool. Prepares general market analyses and tracks prospective residents and referral sources. Identifies opportunities and threats and presents strategic alternatives to leadership. Demonstrates strong understanding of the senior living industry and local market conditions. Revenue Optimization
Aims to meet predetermined monthly sales goals. Determines revenue drivers (pricing, incentives, inventory) to optimize net revenue and achieve budget. Uses selling skills with prospective residents to optimize revenue. Analyzes sales metrics to advise on operations to improve community NOI. Provides expert advice to prospective residents and internal/external partners. External Business Development
Identifies and develops a network of non-paid referral sources to generate leads and move-ins. Plans and delivers monthly presentations to professional referral sources. Leads monthly referral development meetings with ED and executive team to expand the referral network. Documents all networking and referral sources in the CRM. Resident Move-In Process
Reviews and facilitates the Move-In Packet with resident/family. Coordinates with the clinical team on the Resident Assessment. Oversees the move-in process to ensure a smooth transition. Ensures all state-mandated paperwork is completed on or before move-in date. Coordinates with ED, BOM, and DHW to prepare Administrative Files per regulatory requirements for timely lease signing. Leadership and Development
Keeps abreast of professional development in the field. Represents the Community concept of senior living professionally and honestly. Participates in 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 with sales CRM systems, tracking leads and sales activities. Benefits
In addition to a rewarding career and competitive salary, TerraBella offers a comprehensive benefits package including medical, dental, vision, life and disability insurances, paid time off, paid holidays, and a 401(k) plan with company match. Employee Assistance Program and accident insurance policies are also available. EOE D/V. JOB CODE: 1005611 EOE D/V Notes: This posting reflects the details of the Director of Sales role at TerraBella Senior Living. Seniority level: Mid-Senior level. Employment type: Full-time. Job function: Sales and Business Development.
#J-18808-Ljbffr
Director of Sales at TerraBella Senior Living. TerraBella Senior Living is the operator of more than 30 communities across the Carolinas, Virginia, Kentucky, Georgia, and Tennessee, offering Active Independent Living, Assisted Living, Memory Care, and short-term Respite Care. The compensation range is $65,000 to $80,000 with base and commission. Position Summary
The Director of Sales (DOS) manages the sales operations of the community. The DOS connects with prospective residents through multi-communication platforms to inspire move-ins and achieve occupancy targets. The DOS engages with new inquiries and existing inquiries to convert leads, utilizing industry trends and knowledge of local competitors to drive successful sales tactics. Success is measured by sales conversions, revenue optimization, move-ins, and average daily occupancy. Responsibilities
Interacts with all leads through multiple channels (advertising, public relations, referral, or personal contact) and converts them into residents using professional selling skills and the sales process. Builds customer-focused relationships by advancing the lead through the sales process and securing commitment. Executes all facets of the Sales Playbook (Sales System) including discovery, overcoming objections, and closing to achieve budgeted occupancy and net revenue. Manages sales tracking reports and provides daily updates to the Executive Director. Conducts weekly strategy and advisory meetings with the Executive Director. Communicates sales results to key stakeholders at least once per week. Conducts on-site walk-throughs to ensure tour paths and model rooms are ready. 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 and maintains accurate records of all sales activities in a CRM. Collaborates with the Executive Director and marketing in developing marketing tactics to achieve lead goals. Market Conditions
Conducts quarterly competitive market research and reports data into the competitive market analysis tool. Prepares general market analyses and tracks prospective residents and referral sources. Identifies opportunities and threats and presents strategic alternatives to leadership. Demonstrates strong understanding of the senior living industry and local market conditions. Revenue Optimization
Aims to meet predetermined monthly sales goals. Determines revenue drivers (pricing, incentives, inventory) to optimize net revenue and achieve budget. Uses selling skills with prospective residents to optimize revenue. Analyzes sales metrics to advise on operations to improve community NOI. Provides expert advice to prospective residents and internal/external partners. External Business Development
Identifies and develops a network of non-paid referral sources to generate leads and move-ins. Plans and delivers monthly presentations to professional referral sources. Leads monthly referral development meetings with ED and executive team to expand the referral network. Documents all networking and referral sources in the CRM. Resident Move-In Process
Reviews and facilitates the Move-In Packet with resident/family. Coordinates with the clinical team on the Resident Assessment. Oversees the move-in process to ensure a smooth transition. Ensures all state-mandated paperwork is completed on or before move-in date. Coordinates with ED, BOM, and DHW to prepare Administrative Files per regulatory requirements for timely lease signing. Leadership and Development
Keeps abreast of professional development in the field. Represents the Community concept of senior living professionally and honestly. Participates in 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 with sales CRM systems, tracking leads and sales activities. Benefits
In addition to a rewarding career and competitive salary, TerraBella offers a comprehensive benefits package including medical, dental, vision, life and disability insurances, paid time off, paid holidays, and a 401(k) plan with company match. Employee Assistance Program and accident insurance policies are also available. EOE D/V. JOB CODE: 1005611 EOE D/V Notes: This posting reflects the details of the Director of Sales role at TerraBella Senior Living. Seniority level: Mid-Senior level. Employment type: Full-time. Job function: Sales and Business Development.
#J-18808-Ljbffr