Director of Sales

Director of Sales at Morningside of Raleigh summary:

The Director of Sales at Terra Bella Senior Living leads sales operations to convert inquiries into residents, aiming to achieve occupancy and revenue targets across multiple senior living communities. This role involves managing sales processes, conducting market research, optimizing revenue through pricing and incentives, and developing referral networks. The Director also coordinates resident move-ins and collaborates with leadership and marketing teams to drive strategic growth and community success.

About Terra Bella Senior Living:

Terra Bella Senior Living is the proud operator of more than 30 plus, amenity-, care- and lifestyle-focused communities located throughout the Carolinas, Virginia, Kentucky, Georgia, and Tennessee. Terra Bella communities together account for more than 2200 units and span a full spectrum of senior living and care options, including Active Independent Living, Assisted Living, Memory Care, and available, short-term Respite Care.

Ask about the highly competitive base and rewarding monthly bonus plan with potential total earnings up to $110,000 annually!

POSITION SUMMARY

The Director of Sales (DOS) manages the sales operations of the community. The focus of the DOS is connecting with prospective residents through multi-communication platforms to inspire prospective residents to move into the community. The DOS connects with new inquiries, existing inquiries with the goal of converting these leads to move-ins to achieve occupancy targets. Utilizes industry trends, and knowledge of local competitors to create successful sales tactics.

The success of the DOS is measured in multiple ways, including sales conversions, revenue optimization, move-ins, and average daily occupancy.

Responsibilities:

Sales

• Interacts with all leads provided through multiple channels including advertising, public relations, referral, or personal contact and convert those leads into residents of the community using professional selling skills and our sales process.
• Builds customer focused relationships by advancing the lead through the sales process and gaining customer commitment.
• Executes all facets of the Sales Playbook (Sales System) including proper discovery, overcoming objections, and closing techniques to achieve budgeted occupancy and net revenue.
• Manages the sales tracking reports and provides daily updates and conveying all activities to the Executive Director
• Conducts weekly strategy and advisory meetings with the Executive Director.
• Communicates sales results to key stakeholders a minimum of one week.
• Consistently conducts on-site walk throughs of the community to ensure the tour path and model rooms are ready for company.
• 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, keeping accurate records on all leads and prospects and all sales activities using a CRM.
• Collaborate with Executive Director and marketing teams in developing marketing tactics to achieve lead goals.

Market Conditions

• Conducts quarterly competitive market research including established communities and new/upcoming communities, product ranking and analysis and accurately reports data into the competitive market analysis tool.
• Prepare general market analysis and develop 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 which revenue drivers to utilize, including pricing, incentives, inventory management, to optimize net revenue and achieve budget.
• Uses selling skills with prospective residents to achieve “everyday matters” revenue optimization.
• Analyze and interpret sales metrics to make recommendations on business operations to improve community NOI.
• Provide expert advice to both prospective residents and both…