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Leads the community sales efforts of the sales team. Sells, directs and manages the sales efforts and sales staff. Responsibilities include, but are not limited to: direct selling, managing the day to day sales activities, engage with leads and convert leads into residents; ensure compliance of all sales processes and procedures; keep the CRM up to date with complete and accurate data, meet predetermined monthly sales goals; provide leadership to the community.
RESPONSIBILITIES:
Leadership Direction
Provide direction and support to community Senior Lifestyle Counselors (SLCs) and Senior Lifestyle Coordinators (SLCOs).
Report sales concerns/issues and suggestions of improvement to Executive Director and Regional Director of Sales.
Tracks weekly sales performance of SLCs; includes review of Hot leads, sales activities, past due activities, critical success factors, and conversion ratios
In conjunction with the Executive Director, monitors sales board and reviews individual activity with each SLC on a daily basis
Assist Executive Director in the development of action plans and tracks performance to be sure SLC is meeting their criteria and critical success factors.
Provides leadership and motivation to the sales staff through training and positive reinforcement
Works directly with the Regional Director of Sales on SLC performance, strengths/weaknesses of SLC and provides input and suggestions.
Sales
Interacts with all leads whether provided through advertising, public relations, referral, or personal contact and turn those leads into residents of the community through the use of professional selling skills and our sales process.
Builds customer focused relationships by advancing the lead through the sales process and gaining customer commitment.
Responsible for managing the sales boards with daily updates and conveying all activities to the Executive Director.
Conducts weekly strategy and advisory meetings with the Executive Director.
Submits timely daily sales results.
Tracks leads, keeping accurate records on all leads and prospects and all sales activities using a CRM.
Pulls management reports on sales activities, leads, move ins, conversions, and critical success factors
Meets or exceeds predetermined monthly sales goals
Market Conditions
Conducts quarterly competitive market research including established communities and new/upcoming communities, ranking and analysis and accurately reports data on the competitor tracking form.
Understands competitive opportunities and threats and presents strategic alternatives to combat these to the Executive Director and the Regional Director of Sales.
Demonstrates a strong understanding of the senior care market in their area.
Develop and conduct, in conjunction with the Executive Director and Full Sales Team, a quarterly marketing event strategy.
Driving Revenue
Strives to meet predetermined monthly sales goals.
Leverages multiple revenue drivers (pricing, inventory, services, etc.) that drive the top line.
External Business Development
Generates leads and move-ins from targeted referral sources.
Plans and executes monthly presentations to professional referral sources.
Identifies referral sources through site specific research.
Leads monthly Referral Development Committee meetings
Tracks all networking and outreach referral sources and actual referrals on the sales boards and within CRM
Resident Move-In Process
Reviews and facilitates the Move-In Packet with the resident and/or family.
Facilitates and coordinates the Resident Assessment.
Oversees and manages the move-in process as outlined in the Resident Move-In and the Suite Readiness checklists.
Ensures all state mandated paperwork and forms are completed on or before the move-in date by the family and/or resident.
Overall oversight of the resident’s Administrative Files to ensure fully prepared according to state specific regulatory requirements.
Leadership and Development
Keeps abreast of professional development in the field by reading, attending conferences and training sessions.
Acts professionally and honestly at all times in the representation of the Community concept of senior living.
SUPERVISORY RESPONSIBILITIES:
Directly supervises all sales team members in the Sales department. Carries out supervisory responsibilities in accordance with the organizations policies and applicable laws. Responsibilities include interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees
QUALIFICATIONS:
Bachelor’s degree in Business Administration or related field.
Five years experience in marketing/sales in senior living setting with at least two years supervisory experience