Director of Sales (Assisted Living)

JOB OVERVIEW

The Director of Sales (DOS) is responsible for the marketing and sales planning and execution for the community. The DOS is delegated significant and discretionary powers to market their community.

The DOS takes the lead in assessing the local market and developing a marketing plan tailored to the geographic region in which the community is located and developing a Sales and Marketing Budget.

Through the development of a successful Sales Plan, the DOS will sell the community by advancing leads through the sales process with the objective of reaching and maintaining budgeted occupancy and revenue goals.

RESPONSIBILITIES & QUALIFICATIONS

As a part of the Sunrise team, supporting our Mission, Principles of Service and Core Values is a fundamental part of this job.

Our foundational belief is the sacred value of human life. The unique responsibilities for this role include but are not limited to the essential functions listed as follows :

Marketing and Sales :

• Studies the market and creates a dynamic, successful Sales Plan.
• Uses discretion and independent judgment in identifying referral sources and determining how much time to devote to particular marketing strategies.
• Develops strategy for each prospect from initial inquiry through the final decision.
• Plans each customer interaction.
• Maintains a thorough working proficiency of Customer Relationship Management lead tracking database.
• Keeps all records current on a computerized lead tracking system.
• Builds customer focused relationships by advancing the lead through the sales process and gaining customer commitment.
• Ensures that all team members in the community understand that sales is everyone’s responsibility and are knowledgeable and trained in their role of Marketing and Sales.
• Conducts weekly strategy and advisory meetings with the Executive Director (ED).
• Submits timely weekly Flash Reports (sales results).
• Provides marketing and sales leadership to all team members.

Driving Revenue :

• Strives to meet or exceed targeted occupancy and sales.
• Leverages multiple revenue drivers (pricing, inventory, services, that drive the top line.

External Business Development :

• Generates leads and move-ins from targeted referral sources.
• Plans and executes monthly presentations to professional referral sources.
• Identifies referral sources through site specific research.
• Plans call objectives.
• Clearly articulates the benefits of referring to Sunrise Senior Living.
• Actively participates in and provides reporting resources for the monthly Referral Development Committee Meeting.

Marketing Strategy :

• Creates and updates Quarterly Sales Plan.
• Implements Sales Plan.
• Conducts bi-annual competitive market research ranking and analysis and accurately reports data on the competitor tracking form.
• Understands competitive opportunities and threats and presents strategic alternatives to combat these to the ED and Regional Director of Sales.
• Demonstrates a strong understanding of the senior care market and Sunrise’s niche in that market, especially the local competitive environment.

Resident Move-In Process :

• Reviews and facilitates the Move-In Packet with the resident and / or family.
• Facilitates and coordinates the Resident Assessment with Resident Care Director (RCD), Assisted Living Coordinator (ALC) and / or Reminiscence Coordinator (RC).
• Oversees and manages the move-in process as outlined in the Resident Move-In and the Suite Readiness checklists.
• Ensures all Sunrise and state mandated paperwork and forms are completed on or before the move-in date by the family and / or resident.
• Overall oversight of the resident’s administrative files to ensure they are fully prepared according to Sunrise and state specific regulatory requirements.

Financial Management :

• Assists in the presentation and value of Sunrise’s products and services for our residents, families, team members, and targeted referral sources.
• Assists the ED in completing the annual community budget.
• Understands and manages the department budget to include labor and other expenses and understands its impact on the community’s bottom line.
• Reviews monthly financial statements and implements plans of action around deficiencies.
• Processes and submits monthly expenses and budget data timely per Sunrise policies and internal business controls.
• Understands the internal cost associated with all Sunrise resident care programs.

Training, Leadership, and Team Member Development :

• Partners in the delivery and participation in Sunrise University Training and self-study programs during the required timeframe.
• Develops a working knowledge of state regulations and ensures compliance.
• Achieves the Team Member Engagement goals and actively leads in the Engagement Improvement Planning sessions.
• Attends regular meetings; Stand Up, Cross Over, Department Head, Town Hall, Quality Improvement, and others as directed by the Executive Director.
• Keeps abreast of professional developments in the field by reading and attending conferences and training sessions.
• Maintains compliance in assigned required training and all training required by state or other regulating authorities as applicable to this role to ensure that Sunrise standards are always met.

LI-MF1