Position Summary
The Sales Director drives the community’s sales efforts, develops and executes quarterly marketing plan, reaches occupancy goals, and follows Century park’s standards in accordance with all laws, regulations and Century Park standards.
Reports to the Executive Director.
Qualifications
- Must have a bachelor’s degree in marketing, public relations, or related field from accredited college or university or equivalent experience
- Must have at least (1) one year experience, (3 years preferred) in successful sales experience
- Senior living experience preferred
Primary Job Responsibilities
Administrative and Planning
- Plans, develops, executes, drives and evaluates community’s strategic marketing plan
- Maintains compliance with budget and labor and expense control utilizing spend down sheet for department expenditures
- Ensures leads database is accurate and current
- Ensures waitlist is accurate and current
- Ensures list of primary and secondary referral sources in local market is accurate and current
- Ensures marketing and sales reports are accurate and timely
- Completes competitive analysis annually and as needed of competitors in local market
- Audits current residents to determine where they resided before moving into community
- Conducts demographic analysis to determine highest concentrations of prospective residents in local market
Sales and Marketing Focus
- Increases overall resident census and achieves specific occupancy targets
- Spends time outside community identifying and cultivating relationships with referral sources
- Closes the sale effectively with prospective residents and families
- Increases awareness of the community and Century Park in the local community at large
- Participates in local marketing events, health fairs, civic organization events, etc.
- Plans and hosts marketing and waitlist events
- Communicates upcoming marketing events to appropriate staff
- Develops, arranges and provides customer centered experience tour for inquiries
- Develops and oversees inquiry follow up process to turn leads into residents
- Participates in conference calls with other Sales Directors within region and company
Supervisory Requirements
- Recruits, selects, hires, trains, evaluates, supervises and counsels sales team
- Schedules department hours appropriately
- Exercises appropriate independent judgment
Additional Requirements
- Must have reliable transportation, be willing and able to travel if necessary
- Must have excellent written and verbal communication skills
- Must have a valid driver’s license in current state with satisfactory driving record per Century Park standards
- Must be proficient in Microsoft Word, Excel and Outlook
- Must demonstrate outgoing, energetic personality with excellent listening skills and ability to persuade others
- Must have expert knowledge in field of practice
- Must possess ability to work with little supervision and make independent decisions when circumstances warrant
- Must understand urgency to build occupancy with ability to gain referrals and build new sources of business
- Must have the ability to implement and interpret the programs, goals, objectives, policies and procedures of the sales department
- Must demonstrate effective follow through and follow up with prospective and referral source leads
- Must demonstrate excellent customer service and hospitality
- Must display effective networking skills, account management skills and ability to build rapport and trust quickly
- Must demonstrate effective follow through and follow up with marketing leads
- Maintains confidentiality of all propriety and / or confidential information
- Must understand and follow company policies including harassment and compliance procedures
- Displays integrity and professionalism by adhering to Century Park’s Code of Ethics and completes all required compliance training
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