Director of Sales

Responsibilities

Do you have the following skills, experience and drive to succeed in this role Find out below.

The Sales Director is responsible for achieving and exceeding the community’s monthly and quarterly revenue / sales targets through effective promotion, developing and leading the community’s internal and external marketing efforts, and building the community’s strategic relationships with various referral sources to produce highly qualified inquiries.

This is a sales position involving time away from the community in which the Sales Director must routinely exercise their discretion and independent judgment to promote the leasing and marketing success of the community.

• Spend time outside of the community generating inquiries to meet and exceed monthly and quarterly revenue targets.
• Generate inquiries and move-ins by developing and maintaining relationships with and independently developing strategies to promote the community to targeted referral sources, including but not limited to health care providers, hospitals, rehabilitation facilities, retirement and estate planners, real estate service providers, senior organizations, appropriate special interest groups, local civic groups / leaders and other community contacts.
• Proactively lead in the development and execution of networking strategies to promote the community with local professionals that will drive inquiry generation and establish key relationships.
• Lead collaboration sessions with the General Manager to forecast community move-ins accurately and meet move-in goals.
• Develop and spearhead training sessions and continuous in-servicing for all community staff that may field an inquiry call or conduct a walk-in or scheduled tour.
• Promote objectives and measures in order to ensure that community staff consistently follows training and responds to inquiries properly, timely and with appropriate follow-up and demonstrated sense of urgency regarding occupancy rates.
• Lead collaboration sessions with the General Manager to create both an overall marketing plan as well as detailed and personalized experiences for each new inquiry.
• Develop initiatives and ideas that will lead to an in-depth focus on better being able to discover and then understand the Coterie customer.
• Independently develop strategies to promote the General Manager or the Care Coordination Director as local experts on aging through facilitating introductions, joint sales calls, and strategic sales & marketing events.
• Develop and maintain strong relationships with national and local referral agencies.
• Develop strategies to quickly engage new inquiries on the phone and in person with the objective of helping guide them towards a sale and vary from those policies and practices as needed.
• Follow-up with in-home visits to potential residents or at locations of influencer(s).
• Build meaningful relationships with inquiries independently developed by the CSD.
• Build meaningful relationships with potential residents through discretion the CSD will exercise through discovery, empathetic listening, and open-ended questions in order to establish a customized move-in journey for each individual.
• Effectively utilize the community’s Customer Relationship Management database by collecting and entering information about new inquiries and independently exercising judgment in creating prompt, creative, and personal next steps after each interaction.
• Curate extraordinary customer experiences through home visits, hospital / rehab visits, highly personalized tours, and personal follow ups.
• Lead collaborative sessions with the General Manager to develop and implement a rolling 90-day Sales and Marketing Plan.
• Manage and monitor community marketing budget by using discretion and independent judgment to best operate within established budgetary guidelines.
• Develop strategies to help the General Manager recognize first impressions and rent-ready apartment challenges / opportunities.
• Ensure smooth hand-off of committed customers, and their personalized move in plan, to General Manager, Care Coordination Director, and Community Business Director for care assessment and lease due diligence.
• Monitor and analyze the market and the competition of other senior living communities outside of Atria.
• Create, market and implement engaging events for inquiries and local influencers, both inside and outside of the Community.
• Serve as a resource by educating and providing information to those who advise seniors on health and alternative living options.

Qualifications

• Seven (7) or more years of successfully managing sales in luxury hospitality, real estate, retail, or senior living.
• Bachelor’s degree from a four-year college or university preferred.
• Must possess strong customer service skills, basic financial knowledge of revenue and profitability, strong computer and electronic file management skills, exceptional customer service skills and strong organizational skills.
• Must have the ability to maintain confidentiality
• Must be organized, detail-oriented, and able to multi-task.
• As dictated by business needs, must be able to work flexible hours, including evenings, weekends, and holidays.
• Bilingual / multilingual language skills a plus.

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