Director of Sales

About the role

The Director of Sales at MBK Senior Living embodies Yoi Shigoto, “the good work,” by driving the sales efforts and outcomes of the senior living community. This role is crucial for setting the stage of MBK Senior Living as the senior living provider of choice from the very first initial contact.

Responsibilities

• Responsible for community’s sales efforts and outcomes, while maintaining budgeted occupancy by driving the number of qualified inquiries, tours, professional referrals (85%)
• Responds to new inquiries from multiple channels (Website, walk-in/drive-by, local referral agencies, Virtual Sales Assistant, 24/7 live chat, A Place for Mom, Caring.com) and enters all completed sales activities and detailed notes within the CRM in real-time.
• Utilizes specific MBK follow-up plans to achieve desired communication levels with new inquiries, including, but not limited to scheduling the next step after each completed activity according to MBK Hot/Warm/Cold expectations.
• Completes thorough and detailed database management within the CRM in real-time, utilizing the mantra, “if it’s not in the database, it didn’t happen.”
• Connects relevant team members/department managers in the process if it helps move the sales process forward.
• Aids in training the community team in first impressions, inquiry calls, and effective tours with prospects and professionals.
• Works closely with the Executive Director to ensure that all community team members understand that sales is everyone’s responsibility.
• Conducts daily community walk-through, including the model apartment(s), to ensure the community is ready for all guests, especially prospects and professionals.
• Identifies, establishes and maintains positive relationships with industry influencers and key community and strategic partners to assure ongoing referrals and continued opportunities to promote the community and attract residents though outreach efforts.
• Builds and maintains relationships with professional referrals, maintains the MBK expectation of professional referral development (outreach) efforts weekly to include: 7-10 face-to-face professional interactions.
• Plans and conducts internal events to showcase our communities, attends local market area events.
• Maintains referral database with all contact information including all customer interactions, notes, status and relationship updates; identifies professionals and/or organizations status in the database based on volume potential of leads.
• Develops understanding of annual operating budgets, revenue generation and value pricing, evaluates current market research to understand trends and competition, and adjusts marketing strategy to meet changing conditions using competitive analysis (2x year).
• Provides concierge team members with relevant information regarding upcoming prospect and professional tours.
• Assists with training concierge team on initial greeting, phone answering, transferring etiquette and MBK standards, creating positive first impressions, completing a welcome sign for all pre-scheduled tours, ensuring all visitors have a “WOW” experience.
• Maintains up-to-date CRM with contact information, detailed notes, and scheduled next steps: stays current on all prospect follow-up, including the use of the MBK 7-Day New Inquiry Follow-Up Plan and 7-Day Tour Follow-Up Plan.
• Determines personalized strategy each prospect interaction for effective advancement of the sales process.
• Analyzes leads for creating marketing plan (i.e. lead sources, zip codes, etc.).
• Interviews, trains, manages/supervises, evaluates, and resolves problems with Sales Assistant (if applicable), in accordance with community policies, procedures and applicable laws/regulations.
• Attends, coordinates, and sponsors community networking functions (both within and outside the community) to continually promote the positive and professional image of our community, while accurately representing our services and “yoi-shigoto” culture.
• Determines and plans appropriate activities to achieve sales and implement marketing plan.
• Communicates effectively and often with Executive Director, Regional Director of Sales, Regional Director of Operations, and Vice President of Sales & Marketing.
• Performs other job duties or special projects as assigned/requested by the Executive Director or a designee of the Executive Director.
• Understands and ensures compliance with all federal, state and local laws and regulations and all community policies and procedures affecting the department, health conditions and move in procedures.
• Displays tact, professionalism and friendliness when dealing with residents, team members, and visitors.
• Displays empathy, concern and professionalism while interacting with all prospects and their families.
• Collaborates and leads with a spirit of teamwork and presents a consistent professional and positive image.
• Confirms that all promotional materials and communication (written & verbal) developed in accordance with the MBK principles, core values and with a professional image.
• Sets up and assists in the moving of residents when necessary or in emergency situations.
• Able to operate a motor vehicle and drive themselves and another community Team Member to a community or outside event.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to lift/carry up to 40 pounds.
• Able to sit for prolonged periods of time, walk, with occasional squatting and reaching overhead.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving of residents when necessary or in emergency situations.
• Able to assist in the moving