LakeHouse Senior Living
LakeHouse Senior Living, part of the Discovery Senior Living family, operates care- and lifestyle-focused senior living communities in Indiana, Illinois, Wisconsin, Pennsylvania, Ohio and Michigan. The company emphasizes a positive work environment and a culture that recognizes team members' value in delivering excellent care for residents.
Position Summary The Director of Sales (DOS) manages the sales operations of the community. The DOS connects with prospective residents through multiple communication channels to inspire moves into the community. The DOS engages new inquiries and existing inquiries with the goal of converting leads to move-ins to achieve occupancy targets. Uses industry trends and knowledge of local competitors to create successful sales tactics. Success is measured by sales conversions, revenue optimization, move-ins, and average daily occupancy.
Responsibilities
Interacts with all leads from 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 gaining commitment.
Executes all facets of the Sales Playbook (Sales System) including discovery, overcoming objections, and closing techniques to achieve budgeted occupancy and net revenue.
Manages sales tracking reports, provides daily updates, and communicates activities to the Executive Director.
Conducts weekly strategy and advisory meetings with the Executive Director.
Communicates sales results to key stakeholders at least weekly.
Conducts on-site tours and ensures tour path 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 sales activities in the CRM and collaborates with the ED and marketing on lead-generation tactics.
Market Conditions
conducts quarterly competitive market research and reports data into the competitive market analysis tool.
Prepares general market analyses and 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 (pricing, incentives, inventory management) to optimize net revenue and budget achievement.
Uses selling skills to achieve revenue optimization with prospective residents.
Analyzes sales metrics to recommend improvements for 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 conducts monthly presentations to professional referral sources.
Leads monthly referral development meetings with ED and appropriate executive team members 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 and/or family.
Coordinates the Resident Assessment with the clinical team.
Manages the move-in process to ensure a smooth transition.
Ensures state-mandated paperwork is completed on or before move-in date.
Coordinates with ED, BOM, and DHW to prepare Administrative Files per state regulatory requirements so lease signing occurs on schedule.
Leadership and Development
Keeps abreast of professional development and participates in leadership meetings and functions.
Acts professionally and honestly in representing the community concept of senior living.
Performs 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.
Proficiency in Microsoft Office (Word, Excel, Outlook, PowerPoint).
Experience with sales CRM systems and 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, paid holidays, a 401(k) plan with company match, Employee Assistance Program, and accident insurance policies.
For questions about the position, please contact the community directly. No agencies, please. We do not accept unsolicited resumes from agencies. We receive inquiries from agencies daily and agencies should not direct inquiries to hiring managers. EOE D/V.
JOB CODE: 1003985
#J-18808-Ljbffr
Position Summary The Director of Sales (DOS) manages the sales operations of the community. The DOS connects with prospective residents through multiple communication channels to inspire moves into the community. The DOS engages new inquiries and existing inquiries with the goal of converting leads to move-ins to achieve occupancy targets. Uses industry trends and knowledge of local competitors to create successful sales tactics. Success is measured by sales conversions, revenue optimization, move-ins, and average daily occupancy.
Responsibilities
Interacts with all leads from 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 gaining commitment.
Executes all facets of the Sales Playbook (Sales System) including discovery, overcoming objections, and closing techniques to achieve budgeted occupancy and net revenue.
Manages sales tracking reports, provides daily updates, and communicates activities to the Executive Director.
Conducts weekly strategy and advisory meetings with the Executive Director.
Communicates sales results to key stakeholders at least weekly.
Conducts on-site tours and ensures tour path 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 sales activities in the CRM and collaborates with the ED and marketing on lead-generation tactics.
Market Conditions
conducts quarterly competitive market research and reports data into the competitive market analysis tool.
Prepares general market analyses and 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 (pricing, incentives, inventory management) to optimize net revenue and budget achievement.
Uses selling skills to achieve revenue optimization with prospective residents.
Analyzes sales metrics to recommend improvements for 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 conducts monthly presentations to professional referral sources.
Leads monthly referral development meetings with ED and appropriate executive team members 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 and/or family.
Coordinates the Resident Assessment with the clinical team.
Manages the move-in process to ensure a smooth transition.
Ensures state-mandated paperwork is completed on or before move-in date.
Coordinates with ED, BOM, and DHW to prepare Administrative Files per state regulatory requirements so lease signing occurs on schedule.
Leadership and Development
Keeps abreast of professional development and participates in leadership meetings and functions.
Acts professionally and honestly in representing the community concept of senior living.
Performs 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.
Proficiency in Microsoft Office (Word, Excel, Outlook, PowerPoint).
Experience with sales CRM systems and 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, paid holidays, a 401(k) plan with company match, Employee Assistance Program, and accident insurance policies.
For questions about the position, please contact the community directly. No agencies, please. We do not accept unsolicited resumes from agencies. We receive inquiries from agencies daily and agencies should not direct inquiries to hiring managers. EOE D/V.
JOB CODE: 1003985
#J-18808-Ljbffr