TerraBella Senior Living
Director of Sales
TerraBella Senior Living, Spartanburg, South Carolina, United States, 29302
Overview
TerraBella Senior Living is the operator of more than 30 communities across the Carolinas, Virginia, Kentucky, Georgia, and Tennessee. Communities offer a spectrum of senior living options, including Active Independent Living, Assisted Living, Memory Care, and short-term Respite Care. This position is eligible for our commission bonus structure.
Position Director of Sales (DOS) manages the sales operations of the community. The DOS connects with prospective residents through multiple channels to inspire move-ins and achieve occupancy targets. Responsibilities include engaging new inquiries, guiding leads through the sales process, and coordinating with marketing and executive leadership to optimize occupancy and revenue. Performance is measured by sales conversions, revenue optimization, move-ins, and average daily occupancy.
Responsibilities
Interact with leads from multiple channels (advertising, public relations, referrals, personal contact) and convert them into residents using professional selling skills and the sales process.
Build customer-focused relationships and advance leads through the sales process to gain commitment.
Execute all facets of the Sales Playbook, including discovery, objection handling, and closing techniques to achieve budgeted occupancy and net revenue.
Manage sales tracking reports and provide daily updates to the Executive Director.
Conduct weekly strategy and advisory meetings with the Executive Director.
Communicate sales results to key stakeholders at least weekly.
Conduct on-site walk-throughs to ensure tours and model rooms are ready.
Plan and execute local sales events to generate and convert leads.
Pull and analyze management reports on sales activities, leads, move-ins, conversions, and key success factors.
Track leads and sales activities using a CRM with accurate records.
Collaborate with the Executive Director and marketing to develop tactics to achieve lead goals.
Market Conditions
Conduct quarterly competitive market research and report data into the competitive market analysis tool.
Prepare general market analyses and develop methodologies for tracking prospective residents and referral sources.
Identify opportunities and threats and present strategic alternatives to leadership.
Demonstrate a strong understanding of the senior living industry and local market conditions.
Revenue Optimization
Strive to meet predetermined monthly sales goals.
Determine revenue drivers (pricing, incentives, inventory management) to optimize net revenue and meet budgets.
Use selling skills to achieve revenue optimization in everyday interactions.
Analyze and interpret sales metrics to recommend improvements for community NOI.
Provide expert advice to prospective residents and internal/external partners.
External Business Development
Identify and develop a network of non-paid referral sources to generate leads and move-ins.
Plan and deliver monthly presentations to professional referral sources.
Lead monthly referral development meetings with ED and leadership to expand the referral network.
Document all networking and referral sources in the CRM.
Resident Move-In Process
Review and facilitate the Move-In Packet with resident and/or family.
Coordinate the Resident Assessment with the clinical team.
Oversee and manage the move-in process to ensure a smooth transition.
Ensure all state-mandated paperwork is completed on or before move-in date.
Coordinate with ED, BOM, and DHW to prepare Administrative Files for on-schedule lease signing.
Leadership and Development
Stay current with professional development in the field.
Represent the community professionally and honestly.
Participate 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 of 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 and paid holidays. Eligibility for our 401(k) plan with company match, Employee Assistance Program, and accident insurance policies.
EOE D/V
Job Details
Seniority level: Mid-Senior level
Employment type: Full-time
Job function: Sales and Business Development
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Position Director of Sales (DOS) manages the sales operations of the community. The DOS connects with prospective residents through multiple channels to inspire move-ins and achieve occupancy targets. Responsibilities include engaging new inquiries, guiding leads through the sales process, and coordinating with marketing and executive leadership to optimize occupancy and revenue. Performance is measured by sales conversions, revenue optimization, move-ins, and average daily occupancy.
Responsibilities
Interact with leads from multiple channels (advertising, public relations, referrals, personal contact) and convert them into residents using professional selling skills and the sales process.
Build customer-focused relationships and advance leads through the sales process to gain commitment.
Execute all facets of the Sales Playbook, including discovery, objection handling, and closing techniques to achieve budgeted occupancy and net revenue.
Manage sales tracking reports and provide daily updates to the Executive Director.
Conduct weekly strategy and advisory meetings with the Executive Director.
Communicate sales results to key stakeholders at least weekly.
Conduct on-site walk-throughs to ensure tours and model rooms are ready.
Plan and execute local sales events to generate and convert leads.
Pull and analyze management reports on sales activities, leads, move-ins, conversions, and key success factors.
Track leads and sales activities using a CRM with accurate records.
Collaborate with the Executive Director and marketing to develop tactics to achieve lead goals.
Market Conditions
Conduct quarterly competitive market research and report data into the competitive market analysis tool.
Prepare general market analyses and develop methodologies for tracking prospective residents and referral sources.
Identify opportunities and threats and present strategic alternatives to leadership.
Demonstrate a strong understanding of the senior living industry and local market conditions.
Revenue Optimization
Strive to meet predetermined monthly sales goals.
Determine revenue drivers (pricing, incentives, inventory management) to optimize net revenue and meet budgets.
Use selling skills to achieve revenue optimization in everyday interactions.
Analyze and interpret sales metrics to recommend improvements for community NOI.
Provide expert advice to prospective residents and internal/external partners.
External Business Development
Identify and develop a network of non-paid referral sources to generate leads and move-ins.
Plan and deliver monthly presentations to professional referral sources.
Lead monthly referral development meetings with ED and leadership to expand the referral network.
Document all networking and referral sources in the CRM.
Resident Move-In Process
Review and facilitate the Move-In Packet with resident and/or family.
Coordinate the Resident Assessment with the clinical team.
Oversee and manage the move-in process to ensure a smooth transition.
Ensure all state-mandated paperwork is completed on or before move-in date.
Coordinate with ED, BOM, and DHW to prepare Administrative Files for on-schedule lease signing.
Leadership and Development
Stay current with professional development in the field.
Represent the community professionally and honestly.
Participate 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 of 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 and paid holidays. Eligibility for our 401(k) plan with company match, Employee Assistance Program, and accident insurance policies.
EOE D/V
Job Details
Seniority level: Mid-Senior level
Employment type: Full-time
Job function: Sales and Business Development
#J-18808-Ljbffr