Sales Director

The Sales Director leads the census development efforts through building positive relationships with referral sources and qualified prospects, educating them on the community’s philosophy and services. The Director of Sales guides prospects through the decision-making process by evaluating their needs, desires, and wants. They are also responsible for overseeing all marketing activities of the community.

***Competitive Pay and Commission based on experience.***

  Sales

• Maintain up-to-date records of all communication with prospective customers using the company CRM system including following company standards for lead follow up and discovery for each load from date of inquiry to move in.
• Possess and maintain a strong knowledge of the community, its benefits, the services provided, types of healthcare services offered.
• Build positive and trusting relationships with prospects through:
  • Listening to the needs of the prospect.
  • Asking questions to acquire more information about the prospect’s situation and concerns.
  • Presenting the benefits of the residence to the prospect and how the prospect’s needs can be met.
  • Introducing prospects and their families to other employees, residents and families and providing opportunities for them to experience the benefits of the community.
  • Following up with prospects regularly, based on their needs and time frame.
  • Guiding the prospect to make a decision that best meets their needs.
• Maintain or exceed budgeted census and mix.
• Implement daily tour preparation and conduct successful tours. Coordinate with alternative staff for tours and inquiry responses.
• Prepare weekly sales report highlighting sales achievements, status of interested prospects, census changes, and implementation of the marketing plan.
• Participate in weekly status conference calls with the Executive Team.

  Marketing

• Develop and implement an effective marketing plan to include:
  • Visiting with referral sources
  • Hosting events at the community for qualified prospects and referral sources
  • Developing event and advertising themes
• Attend daily community “stand-up” meetings for information sharing.
• Make sure marketing literature is available for use. Coordinate printing under main office guidelines. Establish tour-marketing notebook.
• Seek and build positive relationships with the surrounding community, particularly referral sources, i.e. Skilled Nursing Homes, Hospital Discharge Planners, Home Health Agencies, Physicians, Realtors, Estate Planners, State Social Workers, etc.
• Educate community staff as to their role in marketing and presenting the community (Customer Service Program through Orientation).
• Inform the ALM (Executive Director or General Manager) regarding any upgrades needed to the property to ensure aesthetically the grounds are pleasing to the eye.
• Join community groups and attend meetings to build goodwill in the surrounding area, educate members about the community, and develop positive relationships.
• Coordinate public relations and advertising with the Executive Team for special events.
• Attend seminars and participate in any company training for marketing and sales.
• Perform community analysis to include the compilation of information about competitor rates and services, prospect location, SWOT analysis, and more.

Mailing promotional/brochure information to prospects and stocking community advertising placards

Organize special events and marketing presentations, including referral sign-in sheets.

Special projects as assigned by the Executive Team.

Move-In Process

• Compile information to complete the Pre-admission Evaluation for appropriate placement review.
• Coordinate with the Health and Wellness Director and Assisted Living Manager (Executive Director or General Manager) for health assessment, appropriate placement, and move-in date.
• Inform appropriate staff of pending move-in date and the necessary information about the resident and verify the room is ready for move-in.
• Provide the resident/family with all move-in paperwork and ensure that it is completed and returned within the specified time frame prior to move-in.
• Assist the resident and his or her family with the transition process through on-going communication, sensitivity, and reassurance prior to move in.
• Communicate with the welcoming committee about the move in date to assure the new resident is greeted per company standards.
• Other duties as assigned by the Assisted Living Manager (Executive Director or General Manager)

QUALIFICATIONS/SPECIFICATIONS:

• Genuine concern for and ability to work with the elderly.
• Knowledge of the requirements for providing care to the elderly.
• Ability to manage and prioritize a large, complex workload.
• Must be able to utilize standard precaution knowledge and infection control measures where required.
• Possess sufficient communication and language skill to perform job duties and to communicate with groups and individuals clearly and effectively and to express ideas clearly in writing.
• Ability to apply the principles of public relations.
• Ability to make sound decisions when faced with ambiguous situations and to function effectively despite conflicting information, yet seeking appropriate guidance, when needed.
• Intermediate level computer skills and Microsoft Word software knowledge.
• Ability to work with superiors and within the parameters of corporate policies and procedures.
• Ability to act and always appear professional utilizing the company dress policy.
• Possesses an exceptional attendance and work ethic.
• Must be able to work weekends, nights and holidays as needed to provide exceptional prospective customer service as directed by supervisor.
• Must be able to execute the marketing plan with visits, meetings, and outreach by providing own transportation.

 EDUCATION:

College degree preferred in Communications, Marketing/Sales, or Public Relations.

 EXPERIENCE:

Preferred three to five years sales experience in senior housing industry. Minimum- at two years in sales and marketing.