Director of Sales

About the role

At MBK Senior Living, we're committed to putting people first – our residents and team members. Exceeding expectations and enriching lives drives our day-to-day, powered by Yoi Shigoto, a Japanese concept that translates to "good, quality work." This role embodies that philosophy by driving the sales efforts and outcomes of the senior living community, setting the stage for MBK Senior Living as the provider of choice from the very first contact.

The successful Director of Sales at MBK Senior Living possesses empathy, curiosity, drive, commitment, passion, and the ability to create lasting relationships with both prospects and professionals.

Responsibilities

• Drive the community’s sales efforts and outcomes (85% of time), maintaining budgeted occupancy by increasing qualified inquiries, tours, and professional referrals.
• Respond 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 log all sales activities and detailed notes in the CRM in real-time.
• Follow MBK’s specific follow-up plans to maintain communication with new inquiries, scheduling next steps according to MBK’s Hot/Warm/Cold expectations.
• Maintain thorough and detailed CRM database management in real-time, adhering to the mantra, “if it’s not in the database, it didn’t happen.”
• Serve as the primary point of contact for prospects, families, or referral agencies until the move-in process begins, connecting relevant team members to advance the sales process.
• Assist in training the community team on first impressions, inquiry calls, and effective tours for prospects and professionals.
• Collaborate with the Executive Director to ensure all team members understand that sales is everyone’s responsibility, conducting training as needed.
• Conduct daily community walkthroughs, including model apartments, to ensure the community is “show-ready” at all times and meets MBK standards.
• Identify, establish, and maintain relationships with industry influencers, key community partners, and strategic referral sources to generate ongoing referrals and attract residents through outreach efforts:
  • Build and maintain relationships with professional referrals.
  • Complete 7-10 face-to-face professional interactions weekly, logging all visits, notes, and next steps in the CRM.
  • Determine key referral sources and develop strategies to advance relationships to generate referrals.
  • Plan and conduct internal events to showcase the community.
  • Attend local market area events.
  • Maintain a referral database with all contact information, interactions, and relationship updates.
• Create, update, and manage the quarterly Sales and Marketing Plan in collaboration with the Executive Director to generate new leads, advance current leads, and close sales.
• Develop an understanding of annual operating budgets, revenue generation, and value pricing.
• Evaluate market research to understand trends and competition, adjusting marketing strategies using competitive analysis (twice yearly).
• Provide concierge team members with relevant information about upcoming tours and assist in training them on initial greetings, phone etiquette, and MBK standards.
• Maintain an up-to-date CRM with contact information, detailed notes, and scheduled next steps:
  • Follow MBK’s 7-Day New Inquiry Follow-Up Plan and 7-Day Tour Follow-Up Plan.
  • Determine personalized strategies for each prospect interaction to advance the sales process.
  • Analyze leads to create targeted marketing plans (e.g., lead sources, zip codes).
• Receive and deliver community fees to the Executive Director or Business Office Manager to initiate the move-in process.
• Attend, coordinate, and sponsor community networking functions to promote the community’s positive image and represent MBK’s “yoi-shigoto” culture.
• Plan and execute activities to achieve sales goals and implement the marketing plan.
• Interview, train, manage, evaluate, and resolve issues with the Sales Assistant (if applicable), following community policies and applicable laws.
• Participate in meetings and planning activities:
  • Attend daily stand-up, weekly sales & marketing meetings, weekly management meetings, and monthly all-team meetings.
  • Present sales and marketing initiatives at community meetings.
• Work with the Executive Director on pricing strategies (premium and value pricing) to maximize revenue and sales for unit types.
• Identify opportunities for increased revenue, such as adjusting Community Fees for specific apartments or neighborhoods.
• Select apartments to model to sell open inventory, maintaining at least one model unless 100% occupied.
• Determine appropriate incentives (within community guidelines) to close sales and move residents into the community.
• Communicate effectively with the Executive Director, Regional Director of Sales, Regional Director of Operations, and Vice President of Sales & Marketing.

Non-Essential Duties (15% of time)

• Perform other job duties or special projects as assigned by the Executive Director or a designee.
• Ensure compliance with all federal, state, and local laws, as well as community policies and procedures affecting the department, health conditions, and move-in procedures.
• Display professionalism, tact, and friendliness when interacting with residents, team members, and visitors.
• Collaborate and lead with a spirit of teamwork, presenting a consistent professional and positive image.
• Confirm all promotional materials and communications align with MBK’s principles, core values, and professional standards.
• Supervise and manage the Sales Assistant (0 to 1 employee).

Requirements

• College degree or relevant experience required.
• Sales and marketing experience preferred, with a successful track record.
• Background clearances (as required by government regulations) are mandatory.
• Must complete a health screening and provide negative TB test results (within the last 6 months or within 7 days of employment).
• Must hold a valid state-issued driver’s license and valid insurance.
• Solid PC skills and familiarity with Microsoft Office Suite (Word, Excel, Outlook, Email).
• Excellent written and verbal communication skills, including the ability to speak, write, and read English, and comfort speaking in public settings or presenting to small groups.

Preferred Qualifications

• Bachelor’s degree coursework in communications, public relations, marketing, or a related field.
• Proven track record in sales/marketing experience.
• Ability to work weekends, evenings, and flexible hours to accommodate peak service times.

Physical Demands

• Must be mobile and able to move intermittently throughout the workday and community.
• Prolonged sitting, walking, occasional squatting, and reaching overhead.
• Ability to lift/carry up to 40 pounds.
• Able to operate a motor vehicle and drive themselves and another team member to community or outside events.
• Able to assist in moving residents when necessary or in emergency situations.

Benefits

Full-time team members enjoy a rich benefits package, including:

• Medical, dental, vision, and 401k matching up to 4%.
• Childcare and eldercare assistance.
• Flexible spending accounts.
• Team member discounts.
• Health and wellness resources.
• Professional development, training, and personal coaching through Mentor, Buddy, and Executive Director in Training Programs.
• Education loan assistance and scholarships.
• Financial and legal services.

Pay

$32 - $35 per hour (plus commission).

Schedule

Tuesday - Saturday (Business Hours).