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Director of Sales
4 months ago
1. Maintains and/or improves upon the occupancy level of the community in accordance with the marketing and business
plans. Utilizes established sales processes, systems, and forms for sales to perform job duties, track information, compile
data and reports, and achieve desired community occupancy goals.
2. Manages the sales process by assisting prospective residents, their family members, and/or advisors in the decision- making
process by understanding their needs and educating them about the community’s services and programs. Responds
promptly to every telephone call, email, and Internet or in-person inquiry. Completes weekly follow-up calls, letters, and
tours as defined by the community marketing plan.
3. Coordinates and completes all activities needed for a sale and converts deposits to move-ins, including, but not limited to,
visiting the prospect’s home, health care providers, or other locations to conduct initial assessments or sales presentations
and ensuring that the required forms are completed by the prospect, his/her physician and family prior to the move in.
4. Keeps management and other key associates abreast of the status of all prospective move-ins. Tracks and records pre-residency steps to facilitate communication.
5. Contacts local sources including legal and financial professionals, senior organizations, appropriate special interest groups,
hospital discharge planners, skilled nursing facilities, retirement communities, clergy, medical insurance providers, and
other local community contacts that are not part of the business development coordinator/director referral contacts.
Manages the business development activities noted above in the absence of business development associates.
6. Develops and maintains relationships with and generates leads through residents, family, and professional referral sources
on a weekly basis. Provides information and conducts presentations about community services and programs, market
advantages, availability, and other relevant information to meet the needs of prospective referral sources and community
groups.
7. Effectively manages community inventory and looks for opportunities for increasing revenue and creating other revenue
streams.
8. Represents the community and increases awareness through participation in outside events, professional groups, and
community involvement in the local market. Uses relevant community knowledge and research to plan, coordinate, and
implement monthly prospect and/or referral source activities and events as specified by management and the community
marketing plan. Follows up and executes sales process with all leads from events.
9. Assists management with resident retention through new resident welcome events, resident referral programs, outside
community visits to current hospitalized residents, and other programs as outlined in the marketing plan or by the Regional
Director of Sales and Marketing.
10. Partners with management to develop and execute marketing plans and achieve community occupancy goals. Researches
and provides recommendations for content and delivery of brochures, flyers, press releases and other forms of media that
promote community services.
11. Monitors conversion ratios regarding sales performance and business development calls to direct referral sources and
collects and analyzes data to prepare weekly and monthly reports. Provides frequent sales performance issue information
to management.
12. Maintains working knowledge of lead management systems and uses them to maximize sales effectiveness. Inputs all sales
and marketing activities in a timely manner and according to systems standards.
13. Performs other duties as assigned.
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