Director of Sales
2 days ago
Carroll Lutheran Village, a CCRC is seeking a Director of Sales. This position is responsible for achieving independent living sales, move-in, and occupancy goals, by managing the sales team, monitoring and evaluating customer relationship management (CRM) data and results to hold the sales team accountable for achieving their goals, identifying coaching opportunities for the sales team to advance leads to sales and move-ins, managing the department’s budget, and performing direct selling activities to achieve sales and occupancy goals.
The Director of Sales also cultivates external community referral sources and influencers and works in partnership with the Marketing Department to ensure effective strategies are in place to generate a consistent volume of qualified new leads and re-inquiries at the appropriate quantity to support the sales team in their efforts to achieve their goals
RESPONSIBILITIES:
- Manage the Sales Counselors to ensure they achieve daily, weekly, and monthly targets for leading and lagging indicators for advancing leads and closing sales, including connected callouts, total contacts (calls, emails, texts), tours/appointments (initial and subsequent), deposits, and move-ins.
- Manage the Sales Counselors to ensure they enter and maintain all data in the customer relationship management (CRM) database daily, including prospect contact information, lead source (initial and re-inquiries), discovery data and notes, status, and activities. If it’s not in the CRM, it didn’t happen
- Manage the Sales and Move-in Coordinator to ensure the sales process, sales hospitality, and move-in standards are met and to support the contract finalization.
- Perform direct selling activities to achieve daily, weekly, and monthly targets for advancing leads and closing sales, including connected callouts, total contacts (calls, emails, texts), tours/appointments (initial and subsequent), deposits, and move-ins, and enter and maintain all data in the CRM database daily.
- Identify Top 10 community referral sources/influencers and cultivate relationships with them to generate quantifiable referrals.
- Coordinate with Finance to ensure deposits and move-ins are recorded accurately and sales team incentives are paid correctly.
- Report on a weekly basis to the community Executive Director and VPs of Operations and Marketing & Communications the sales team’s results vs. goals for sales activity, events, deposits, move-ins, and move-outs, highlighting areas of opportunity/concern and actions the Director of Sales and team are taking to course correct, as well as identifying obstacles, input, and approvals needed from leadership to support the sales team in achieving their goals.
- Work with the community Executive Director and VPs of Operations and Marketing & Communications to define annual goals for occupancy, sales activity, and lead generation and associated strategies and budget to accomplish the goals.
- Manage annual sales and marketing budget, in coordination with LSMMD Marketing Department.
- Work with the VPs of Operations and Marketing & Communications to review and adjust sales and marketing goals and strategies quarterly to stay on target to meet or exceed annual goals.
- Participate in a monthly meeting with the Marketing Department, the Executive Director, and the VPs of Operations and Marketing & Communications to review the marketing program results and next steps.
- Lead regular team meetings, including daily team standup huddle to review and plan actions to advance each Sales Counselor’s Top 10 Leads and weekly sales pipeline meetings to discuss sales strategy and obstacles impacting sales results.
- Provide training and coaching to the sales team on an ongoing and as-needed basis and assist the sales team with closing sales, as the Director of Sales is oftentimes the strongest closer on the sales team.
- Prepare and deliver presentations to prospective residents during sales and marketing events.
QUALIFICATIONS
- Bachelor’s degree in business, communications, or related field. Additional related experience may be considered in lieu of required education.
- At least 10 years of experience in senior living sales or sales in a related field such as hospitality.
- Must have a demonstrated and quantifiable history of personally successful sales ability in independent living, and ideally in all levels of residential living.
- At least 3 years of experience leading a senior living sales team (CCRC/Life Plan Community or independent living). Experience with rebuilding occupancy and expansion sales is preferred.
- Specific quantifiable strengths in the following areas of customer-centered sales: conceptual selling, situational relationship selling, and training others in these areas.
- Advanced user of Microsoft Office (Word, Excel, PowerPoint, Outlook, Teams).
- Ability to fully utilize and maintain a process for documentation and tracking prospects within a customer relationship management (CRM) computer system (preferably Aline/Enquire) and to train and support others in its use.
- Excellent customer service and communication skills. The ability to work effectively with older adults is required.
- Requires active driver’s license and willingness to transport prospective residents around the campus, as necessary to show residences.
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