Director of Sales

Integral Senior Living (ISL) proudly manages care and lifestyle-focused Independent Living, Assisted Living and Memory Care communities across California and surrounding areas serving thousands of residents and families. Guided by our foundational “Culture Keepers”, we cultivate purpose-driven environments where residents thrive and Team Members feel valued, empowered, and supported. As part of one of the largest senior living organizations in the nation, our communities have earned Great Place to Work® certifications from 2022–2026. At ISL, purpose fuels every role, culture inspires every team, and continuous growth shapes every career.

About the role

The Director of Sales (DOS) manages the sales operations of the community, focusing on connecting with prospective residents through multi-communication platforms to inspire them to move into the community. The DOS connects with new and existing inquiries with the goal of converting leads to move-ins to achieve occupancy targets. Success is measured through sales conversions, revenue optimization, move-ins, and average daily occupancy.

Responsibilities

• Sales
  • Interacts with all leads provided through multiple channels (advertising, public relations, referral, or personal contact) and converts those leads into residents 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 sales tracking reports, provides daily updates, and conveys all activities to the Executive Director.
  • Conducts weekly strategy and advisory meetings with the Executive Director.
  • Communicates sales results to key stakeholders at least once a week.
  • Conducts on-site walk-throughs of the community to ensure the tour path and model rooms are ready for visitors.
  • 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.
  • Collaborates with the Executive Director and marketing teams to develop marketing tactics to achieve lead goals.
• Market Conditions
  • Conducts quarterly competitive market research, including established and new/upcoming communities, product ranking, and analysis, and accurately reports data into the competitive market analysis tool.
  • Prepares general market analysis and develops 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.
• Revenue Optimization
  • Strives to meet predetermined monthly sales goals.
  • Determines which revenue drivers to utilize, including pricing, incentives, and inventory management, to optimize net revenue and achieve budget.
  • Uses selling skills with prospective residents to achieve “everyday matters” revenue optimization.
  • Analyzes and interprets sales metrics to make recommendations on business operations to improve community NOI.
  • Provides expert advice to both prospective residents and internal/external business partners.
• External Business Development
  • 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 the ED and appropriate executive team members to expand the referral network.
  • Properly documents all networking and professional referral sources in the CRM.
• Resident Move-In Process
  • 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 to ensure the resident’s Administrative Files are fully prepared according to state-specific regulatory requirements, so lease signing is on the scheduled date without delays.
• Leadership and Development
  • Keeps abreast of professional development in the field by reading, attending conferences, and training sessions.
  • Acts professionally and honestly in representing the Community concept of senior living.
  • Actively participates in all community leadership meetings and functions.
  • Other duties as assigned.

Qualifications

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

Benefits

• Comprehensive benefit package including medical, dental, vision, life, and disability insurances.
• Paid time off and paid holidays.
• 401(k) plan with company match.
• Employee Assistance Program.
• Accident insurance policies.

Schedule

Sunday through Thursday work week.