Director of Sales Job at Dewolfe Place (Shelbyville)

Job Description

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.

Job Responsibility

Interacts 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 our sales process
Builds customer focused relationships by advancing the lead through the sales process and gaining customer commitment
Executes all facets of the Sales Playbook (Sales System) including proper discovery, overcoming objections, and closing techniques to achieve budgeted occupancy and net revenue
Manages the sales tracking reports and provides daily updates and conveying all activities to the Executive Director
Conducts weekly strategy and advisory meetings with the Executive Director
Communicates sales results to key stakeholders a minimum of one week
Consistently conducts on-site walk throughs of the community to ensure the tour path and model rooms are ready for company
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, keeping accurate records on all leads and prospects and all sales activities using a CRM
Collaborate with Executive Director and marketing teams in developing marketing tactics to achieve lead goals
Conducts quarterly competitive market research including established communities and new/upcoming communities, product ranking and analysis and accurately reports data into the competitive market analysis tool
Prepare general market analysis and develop 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
Strives to meet predetermined monthly sales goals
Determines which revenue drivers to utilize, including pricing, incentives, inventory management, to optimize net revenue and achieve budget
Uses 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 both internal and external business partners
Identifies and develops an effective network of non-paid referral sources to generate leads and move-ins
Plans and executes monthly presentations to professional referral sources
Leads monthly referral development meetings with ED and appropriate executive team members for the purpose of utilizing all community resources to expand the referral network
Properly document all networking and professional referral sources in the CRM
Reviews and facilitates the Move-In Packet with the resident and/or family
Facilitates and coordinates the Resident Assessment with the clinical team
Oversees and manages the move-in process to ensure a smooth transition into the community
Ensures all state mandated paperwork and forms are completed on or before the move-in date by the family and/or resident
Coordinates with ED, BOM and DHW the residents Administrative Files to ensure it is fully prepared according to state specific regulatory requirements, so lease signing is on the scheduled date without delays
Keeps abreast of professional development in the field by reading, attending conferences and training sessions
Always acts professionally and honestly in the representation of the Community concept of senior living
Actively participates in all community leadership meetings and functions
Other duties as assigned

Requirements

Bachelor's degree in marketing, Business, Public Relations, or related field preferred
Two years in marketing/sales in senior living setting preferred
Proficient in Microsoft Office (Word, Excel, Outlook, Power Point)
Experience working with sales CRM systems, tracking leads and sales activities

Nice to have

Driven sales leader
Competitive
Goal-oriented
Motivated by results
Takes ownership of performance
Leads with accountability

What we offer

Medical
Dental
Vision
Life insurance
Disability insurances
Paid time off
Paid holidays
401(k) plan with company match
Employee Assistance Program
Accident insurance policies

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Director of Sales

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