Director of Sales

About the role

TerraBella Senior Living is dedicated to serving thousands of residents and families with a variety of lifestyle and care options, including Active Independent Living, Assisted Living, Memory Care, and short-term Respite. As part of a large senior living organization, TerraBella communities have received Great Place to Work® certifications from 2022-2026. The Director of Sales (DOS) plays a crucial role in connecting with prospective residents through various communication channels to inspire them to move into the community.

Responsibilities

• Sales
• Interacts with all leads through advertising, public relations, referrals, and personal contacts to convert leads into residents using professional selling skills and the sales process.
• Builds customer-focused relationships by advancing leads through the sales process and securing customer commitments.
• Executes the Sales Playbook, including proper discovery, objection handling, and closing techniques, to achieve budgeted occupancy and net revenue.
• Manages sales tracking reports and provides daily updates 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, maintaining accurate records of 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 rankings, and analyses, and reports data into the competitive market analysis tool.
• 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 revenue drivers, such as pricing, incentives, and inventory management, to optimize net revenue and achieve budget.
• Uses selling skills to achieve “everyday matters” revenue optimization.
• Analyzes and interprets sales metrics to provide recommendations for improving community NOI.
• 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.
• Ledges monthly referral development meetings with the Executive Director and appropriate executive team members to expand the referral network.
• 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.
• Safeguards state-mandated paperwork and forms are completed on or before the move-in date by the family and/or resident.
• Coordinates with the Executive Director, Building Operations Manager, and Director of Health and Wellness to ensure the resident's Administrative Files are fully prepared according to state-specific regulatory requirements, allowing for lease signing on the scheduled date without delays.
• Leadership and Development
• Keeps abreast of professional development in the field by reading, attending conferences, and participating in training sessions.
• Achieves a high standard of professionalism and honesty in representing the community concept of senior living.
• Participates actively in all community leadership meetings and functions.

Qualifications

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