Executive Director of Leasing

Executive Director of Leasing

The Executive Director of Leasing is responsible for leading the execution of the sales strategy of Inspīr through the leasing department team by establishing Inspīr’s presence, locating talent and building sales. The Executive Director of Leasing is also responsible for developing and maintaining professional relationships and driving occupancy.

The Executive Director of Leasing is responsible for the day-to-day management and operations of the Leasing department as well as planning, developing, and implementing strategies to drive occupancy to meet the established goals and budgetary needs of the community.

Typical Work Duties & Functions

• Supervises and manages the Leasing department staff.
• Analyzes the strengths and weaknesses of the community compared to competitors and develops appropriate action steps to effectively sell against the competition.
• Identifies primary and secondary markets with appropriate sales strategies and tactics.
• Gathers Enquire reports for analysis and interpretation (to identify solutions)
• Complete competitive market analysis data and maintains a detailed competitor comparative analysis (including rates, apartment sizes, services, and amenities)
• Focuses on occupancy growth and occupancy stabilization.
• Covers inquiries, tours, move-ins as needed.
• Serves as on-site building coverage as needed.
• Meets and/or follows up with each family that tours Inspir ensuring satisfaction and all questions and potential barriers to close have been identified and addressed.
• Oversees, manages, and participates in the planning and execution of all on-site events.
• Actively monitors and participates in database management ensuring accuracy and entry of all sales activities.
• Manages the weekly sales metrics by actively participating and contributing to database activity as needed.
• Manages and participates in all weekly lead reviews.
• Monitors and ensures all weekly sales metrics are being met by sales team.
• Manages and actively participates in the creation and implementation of a Business Development strategy to increase Professional Referrals
• Responsible for assisting in community outreach and education activities for creating referrals.
• Coordinate outreach meetings for other key staff including General Manager, and other appropriate department heads.
• Effectively use Enquire to maintain a high-quality outreach and sales effort.
• Monitors and keeps referral customer information up-to-date and uses data base to orchestrate specialized outreach efforts.
• Oversees, manages, and participates in the planning and execution of all Professional events.
• Effectively manages sales and marketing with information systems, Marketing Action Plan’s, critical success factors, etc.
• Manages and builds client relationships.
• Demonstrates innovative, entrepreneurial thinking in response to competitive trends and business development opportunities.
• Tracks and responds to market trends.
• Effectively develops talent within the Leasing Department
• Participates and encourages leadership development.
• Manages employee performance through the use of performance review, action plans, and progressive discipline.
• Implements and adheres to training programs and processing.
• Manages succession planning.
• Embodies the Inspir sales culture and focuses on continuing growth and builds a strong collaboration between all staff.
• Effectively presents operating results to senior management and develops plans and action steps to enhance performance.
• Serves as a liaison between the field and senior management.
• Researches the root causes of problems and develops plans to resolve them.
• Functions as a change agent in the field
• Chairs special committees and projects as needed.
• Oversees departmental budgets and provides guidance to department leaders on how to meet budgetary guidelines.
• Functions as sales leader to achieve occupancy goals and targets. Identify and develop professional referral sources and business development.
• Optimizes all opportunities to generate revenue, including ancillary revenue.
• Gathers competitive market analysis data and maintains a detailed competitor comparative analysis (including rates, apartment sizes, services, and amenities)
• Works collaboratively with department leaders to emphasize the team's role in sales and participation in the community sales and marketing efforts.
• Regularly meets the sales standards as set by the Director of Business Development
• Answers telephone inquiries from prospective residents, schedules visits, conducts tours and closes sales as per sales and marketing goals.
• Meets and greets visitors and tours prospective residents.
• Consistently uses all Inspīr sales tools.
• Ensures that the building including the leasing gallery shows a positive first impression and communicates issues to supervisor.
• Ensures model apartments are well appointed, clean, and neat.
• Responsible for cultivating leads and generating a database, documenting written and oral communication with leads and ensures all leads are entered into applicable CRM.
• Ensure use of CRM within community is timely and accurate.
• Ensures all lead sources are identified in the CRM system.
• Ensures inquiry forms for prospective residents are always available at the front desk and provided to all managers.
• Works with the General Manager to resolve any community presentation (tour ready) issues.
• Maintains or grows resident occupancy to maximum levels.
• Works collaboratively with department heads to emphasize the team’s role in leasing and participation in the community leasing and marketing plans.

Minimum Qualifications

• Bachelor’s degree in business administration, Gerontology, or other course of study that relates to service to the elderly, preferred.
• Demonstrated, successful operations experience specific to independent, assisted, Alzheimer’s communities or related fields.
• Pre-leasing and new property pre-opening experience, a plus
• Experience working in the New York City market.
• Demonstrates proficiency in Microsoft Office Suite and other applicable Customer Relations Management System (“CRM”).

Skills, Knowledge, Abilities & Personal Characteristics

• Ability to identify and develop professional referral sources.
• Must have proven leadership and management skills.
• Experience working with seniors including those with memory care needs.
• Excellent customer service and public relations skills
• Creative, energetic, enthusiastic, patient, flexible, encouraging, and team oriented.
• Displays patience, tact, enthusiasm, and a cheerful disposition.
• Maintain good rapport with, and takes leadership role in, appropriate professional associations, educational institutions, philanthropic organizations, and community groups.
• Communicates with associates to ensure they are fully informed regarding any questions that might be asked by residents, families and prospective residents and families.
• Experience working in a fast-paced environment with ability to prioritize and multi-task.
• Positive mindset with strong proven ability to problem solve in a quick and efficient manner.
• Creative approach to goals and problems
• Act as a mentor for all team members to ensure the processes, procedures and standards are consistently delivered and policies are followed.
• Approach all encounters with residents, associates, and guests in a friendly, service-oriented manner.
• Maintain high standards of personal appearance and grooming, as defined in the associate handbook.
• Ability to address, contribute and optimize all aspects of the sales process.
• Ability to understand and optimize a profit and loss statement.
• Presents with a positive, engaging, and professional demeanor.
• Is highly visible and interfaces with residents on a regular basis to obtain feedback on quality of product, service levels, and overall satisfaction.
• Utilize technology as a means of communication necessary to support resident needs and ensure operational compliance as well las resident safety and security.
• Must have exceptional effective communication, written and expression-comprehension skills.
• Must be knowledgeable, articulate, and able to not only understand, but also convey information and ideas.
• Must be fluent in English.
• Must be effective in handling problems in the workplace, including anticipating, preventing, identifying, and solving problems, as necessary.
• Must work well in high-level, stressful situations while being able to maintain composure and objectivity under pressure.
• Must have the ability to assimilate complex information, data, etc. from multiple sources and consider, adjust, or modify to meet the constraints of the particular need.
• Must be effective at listening, understanding, and clarifying the concerns and issues raised by residents and guests.
• Must be able to prioritize departmental functions in order to meet due dates and deadlines.
• Perform other duties as required.
• Ability to stand for long hours and walk long distances without fatigue.
• Ability to bend, stretch, stoop, reach and lift without difficulty.
• Ability to work under variable temperatures and noise levels.
• Ability to sit for extended periods of time.
• Must be accessible by phone when not working to address property concerns.
• Spends at least 70% of time on travel to referral sources in market area; once INSPĪR | Carnegie Hill is open, time of travel will decrease to 30%
• Mathematical Reasoning - Must be able to work with and understand financial information and data, and basic arithmetic functions.
• Utilize technology as a means of communication necessary to support resident needs and ensure operational compliance as well as resident safety and security.

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)