TerraBella Senior Living
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About TerraBella Senior Living TerraBella Senior Living is the proud operator of more than 30 amenity‑, care‑ and lifestyle‑focused communities located throughout the Carolinas, Virginia, Kentucky, Georgia, and Tennessee. TerraBella communities together account for more than 2,200 units and span a full spectrum of senior living and care options, including Active Independent Living, Assisted Living, Memory Care, and short‑term Respite Care.
Position Summary The Director of Sales (DOS) manages the sales operations of the community. The focus of the DOS 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. The DOS utilizes industry trends and knowledge of local competitors to create successful sales tactics. Success of the DOS is measured in multiple ways, including sales conversions, revenue optimization, move‑ins, and average daily occupancy.
Responsibilities Sales
Interact with all leads provided through multiple channels including advertising, public relations, referral, or personal contact and convert those leads into residents of the community using professional selling skills and the sales process.
Build customer‑focused relationships by advancing the lead through the sales process and gaining customer commitment.
Execute all facets of the Sales Playbook (Sales System) including proper discovery, overcoming objections, 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 once a week.
Consistently conduct on‑site walkthroughs of the community to ensure the tour path and model rooms are ready for company.
Plan and execute local sales events to generate and convert leads.
Pull management reports on sales activities, leads, move‑ins, conversions, and critical success factors.
Track leads, keeping accurate records on all leads and prospects and all sales activities using a CRM.
Collaborate with the Executive Director and marketing teams in developing marketing tactics to achieve lead goals.
Market Conditions
Conduct quarterly competitive market research including established communities and new/upcoming communities, product ranking and analysis and accurately report data into the competitive market analysis tool.
Prepare general market analysis and develop methodologies for tracking prospective residents and referral sources.
Identify competitive opportunities and threats and present strategic alternatives to the Executive Director and Regional Sales Leadership.
Demonstrate a strong understanding of the senior living industry and local market conditions.
Revenue Optimization
Strive to meet predetermined monthly sales goals.
Determine which revenue drivers to utilize, including pricing, incentives, inventory management, to optimize net revenue and achieve budget.
Use selling skills with prospective residents to achieve “everyday matters” revenue optimization.
Analyze and interpret sales metrics to make recommendations on business operations to improve community NOI.
Provide expert advice to both prospective residents and 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.
Plan and execute monthly presentations to professional referral sources.
Lead monthly referral development meetings with the Executive Director and appropriate executive team members to utilize all community resources to expand the referral network.
Properly document all networking and professional referral sources in the CRM.
Resident Move‑In Process
Review and facilitate the Move‑In Packet with the resident and/or family.
Facilitate and coordinate the Resident Assessment with the clinical team.
Oversee and manage the move‑in process to ensure a smooth transition into the community.
Ensure all state‑mandated paperwork and forms are completed on or before the move‑in date by the family and/or resident.
Coordinate with the Executive Director, BOM, and DHW the resident’s Administrative Files to ensure they are fully prepared according to state‑specific regulatory requirements, so lease signing is on the scheduled date without delays.
Leadership and Development
Keep abreast of professional development in the field by reading, attending conferences, and training sessions.
Always act professionally and honestly in the representation of the Community concept of senior living.
Actively participate in all community leadership meetings and functions.
Perform 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, Discovery offers a comprehensive benefit package. Eligible team members are offered a comprehensive benefit package including medical, dental, vision, life and disability insurance, paid time off and paid holidays. Team members are eligible to participate in our outstanding 401(k) plan with company match, Employee Assistance Program, and accident insurance policies.
EOE D/V
JOB CODE: 1005709
#J-18808-Ljbffr
About TerraBella Senior Living TerraBella Senior Living is the proud operator of more than 30 amenity‑, care‑ and lifestyle‑focused communities located throughout the Carolinas, Virginia, Kentucky, Georgia, and Tennessee. TerraBella communities together account for more than 2,200 units and span a full spectrum of senior living and care options, including Active Independent Living, Assisted Living, Memory Care, and short‑term Respite Care.
Position Summary The Director of Sales (DOS) manages the sales operations of the community. The focus of the DOS 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. The DOS utilizes industry trends and knowledge of local competitors to create successful sales tactics. Success of the DOS is measured in multiple ways, including sales conversions, revenue optimization, move‑ins, and average daily occupancy.
Responsibilities Sales
Interact with all leads provided through multiple channels including advertising, public relations, referral, or personal contact and convert those leads into residents of the community using professional selling skills and the sales process.
Build customer‑focused relationships by advancing the lead through the sales process and gaining customer commitment.
Execute all facets of the Sales Playbook (Sales System) including proper discovery, overcoming objections, 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 once a week.
Consistently conduct on‑site walkthroughs of the community to ensure the tour path and model rooms are ready for company.
Plan and execute local sales events to generate and convert leads.
Pull management reports on sales activities, leads, move‑ins, conversions, and critical success factors.
Track leads, keeping accurate records on all leads and prospects and all sales activities using a CRM.
Collaborate with the Executive Director and marketing teams in developing marketing tactics to achieve lead goals.
Market Conditions
Conduct quarterly competitive market research including established communities and new/upcoming communities, product ranking and analysis and accurately report data into the competitive market analysis tool.
Prepare general market analysis and develop methodologies for tracking prospective residents and referral sources.
Identify competitive opportunities and threats and present strategic alternatives to the Executive Director and Regional Sales Leadership.
Demonstrate a strong understanding of the senior living industry and local market conditions.
Revenue Optimization
Strive to meet predetermined monthly sales goals.
Determine which revenue drivers to utilize, including pricing, incentives, inventory management, to optimize net revenue and achieve budget.
Use selling skills with prospective residents to achieve “everyday matters” revenue optimization.
Analyze and interpret sales metrics to make recommendations on business operations to improve community NOI.
Provide expert advice to both prospective residents and 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.
Plan and execute monthly presentations to professional referral sources.
Lead monthly referral development meetings with the Executive Director and appropriate executive team members to utilize all community resources to expand the referral network.
Properly document all networking and professional referral sources in the CRM.
Resident Move‑In Process
Review and facilitate the Move‑In Packet with the resident and/or family.
Facilitate and coordinate the Resident Assessment with the clinical team.
Oversee and manage the move‑in process to ensure a smooth transition into the community.
Ensure all state‑mandated paperwork and forms are completed on or before the move‑in date by the family and/or resident.
Coordinate with the Executive Director, BOM, and DHW the resident’s Administrative Files to ensure they are fully prepared according to state‑specific regulatory requirements, so lease signing is on the scheduled date without delays.
Leadership and Development
Keep abreast of professional development in the field by reading, attending conferences, and training sessions.
Always act professionally and honestly in the representation of the Community concept of senior living.
Actively participate in all community leadership meetings and functions.
Perform 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, Discovery offers a comprehensive benefit package. Eligible team members are offered a comprehensive benefit package including medical, dental, vision, life and disability insurance, paid time off and paid holidays. Team members are eligible to participate in our outstanding 401(k) plan with company match, Employee Assistance Program, and accident insurance policies.
EOE D/V
JOB CODE: 1005709
#J-18808-Ljbffr