Director of Strategic Sales

About the role

The Director of Strategic Sales is responsible for driving census growth for Assisted Living, Optimized Care, and Memory Care communities. The role involves developing and executing strategic sales and marketing initiatives, building strong referral networks, and guiding prospects through the decision-making journey.

Responsibilities

• Attends daily stand-up meetings and communicates status of prospects, priority leads, conversion opportunities, and occupancy goals for Assisted Living, Optimized Care, and Memory Care, while identifying Independent Living support needs as applicable.
• Develops and executes a strategic sales plan focused primarily on leasing Assisted Living, Optimized Care, and Memory Care apartments, growing and nurturing qualified leads, increasing conversions, and achieving and maintaining 100% occupancy.
• Builds and maintains strong referral relationships with hospitals, physicians, case managers, rehabilitation providers, skilled nursing facilities, home health agencies, and other professional and community partners.
• Maintains a consistently professional attitude, appearance, and demeanor.
• Manages and provides guidance to the Move-In Coordinator, when needed.
• Conducts tours for prospective residents and their families, with primary responsibility for Assisted Living, Optimized Care, and Memory Care and support for Independent Living as needed.
• Follows up promptly on leads from all sources and drives consistent lead-to-tour, tour-to-deposit, and deposit-to-move-in conversion activity.
• Affirms the Customer Relationship Management database contains the most up-to-date information at all times, employs the Sherpa Methodology and tools, and uses reporting to evaluate pipeline health and sales effectiveness.
• Provides the Executive Director with weekly census reports, forecasting updates, competitive market insights, and information necessary to complete leasing signings and support occupancy planning.
• Participates in and helps lead internal and external marketing events, outreach efforts, presentations, and networking activities that strengthen brand awareness and generate qualified Assisted Living, Optimized Care, and Memory Care leads.
• Collaborates closely with Sales team members to drive the successful execution of sales and marketing strategies, supporting lead generation, relationship development, and occupancy goals.
• Maintains awareness of local market trends, competitor activity, pricing, and inventory to recommend strategic actions that improve occupancy performance and market position.
• Participates in the Manager on Duty (MOD) rotation.
• Conducts job responsibilities in accordance with the Company's Code of Business Conduct, appropriate professional standards, and applicable state and federal laws.
• Member of the community's emergency response team.
• Available to meet with prospective residents during normal operating hours, evenings, and weekends as needed.
• Responsible for coordinating multiple tasks with competing priorities and deadlines. Identifies and evaluates problems and possible causes to determine root causes and impacts.
• Promotes engagement and superior customer service with prospective residents and families, current residents, resident guests, and other persons. Possesses the ability to deal tactfully with all situations and listens effectively to understand needs and address objections.
• Participates in outside professional networking events, provides follow-up with prospects including home visits, and participates in organization-wide sales training.

Requirements

• Bachelor's degree in sales and marketing, business or related field or equivalent experience.
• Minimum 4 years’ experience with sales management in senior living or related field.
• Demonstrated critical thinking, financial judgment, and decision-making skills.
• Demonstrated success in sales of senior living or other multi-unit environment.
• Strong leadership and team building skills. Organizational and time management skills. Excellent hospitality skills.
• Established network of professional referral partners and strong relationships within the local market.
• Ability to maintain customer relationship systems and employ the data to meet budgeted occupancy goals.
• Working knowledge of computer programs including Microsoft programs including, PowerPoint, Word, Excel and Outlook, Yardi a plus.
• Flexible with changing priorities and able to communicate in a diplomatic and professional manner.
• Flexible in the hours, shifts and days available to work.
• Reliable transportation to and from work and including when attending company events or home visits.