Senior Director of Sales

Job DescriptionJob Description

Overview

Sales leadership opportunity on the Atlantic coast of sunny Florida

Join our dynamic team overseeing two assisted living and one memory care building. Brookdale West Melbourne is located in a quaint residential neighborhood, conveniently located near shopping, restaurants, banks, hospitals and physicians’ offices.

Multi-site sales leadership experience in senior living preferred.

Voted by Newsweek in 2024 as one of America's Greatest Workplaces for Diversity

Make Lives Better Including Your Own.If you want to work in an environment where you can become your best possible self, join us You’ll earn more than a paycheck; you can find opportunities to grow your career through professional development, as well as ongoing programs catered to your overall health and wellness. Full suite of health insurance, life insurance and retirement plans are available and vary by employment status. Additional benefits offered include, but are not limited to:

• Tuition Reimbursement
• Pet Insurance
• Adoption Reimbursement Benefits
• Variety of Associate Discounts

This is an incentive based position, which may include bonuses, incentive or commission plans.Veterans, transitioning active duty military personnel, and military spouses are encouraged to apply.

To support our associates in their journey to become a U.S. citizen, Brookdale offers to advance fees for naturalization (Form N-400) application costs, up to $725, less applicable taxes and withholding, for qualified associates who have been with us for at least a year.

Responsibilities

Maintains and/or improves upon the occupancy levels and revenue production of assigned communities in accordance with the marketing and business plans to include managing the sales process and completing all activities required for a sale. Develops and maintains relationships with and generates leads through residents, family, and professional referral sources. Represents the community and increases awareness through participation in outside events. Coordinates with the business development coordinator/director in joint efforts for assigned communities to generate referrals or manages this activity in the absence of business development associates. Assists management with resident retention. Partners with management to develop and execute marketing plans and achieve community occupancy goals. Provides coaching, training, and assistance for sales and marketing activities in the assigned communities and monitors results.

1. Maintains and/or improves upon the occupancy level of the assigned communities in accordance with the marketing and business plans.
2. 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.
   Utilizes sales processes, systems, and forms for external and internal sales to perform job duties, track information, compile data and reports, and achieve desired community occupancy goals.
3. Coordinates with the business development coordinator/director on a weekly basis regarding joint business development efforts of assigned communities to meet or exceed the established goals for professional leads as set by the community marketing plan. 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.
4. 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 services and programs, market advantages, availability, and other relevant information to meet the needs of prospective referral sources and community groups.
5. Plans, coordinates, and implements monthly prospect and/or referral source activities and events as specified by the community marketing plan, Executive Director, and Regional Sales management. Follows up and executes sales processes with all leads from events.
6. Partners with Regional Sales management to develop and execute marketing plans and achieve community occupancy goals. Researches and provides recommendations for content and delivery of brochure media that promotes community services. Adheres to procedures in development of advertising materials by working with Brookdale’s Creative Services group.
7. Monitors conversion ratios regarding Business Development calls to direct referrals, prospect calls, and tours, and collects and analyzes data to prepare weekly and monthly reports. Provides frequent sales performance issue information to Regional Sales management.
8. Maintains working knowledge of the lead management system and uses it to maximize sales effectiveness.
9. Supervises the activities of the Marketing Coordinator and/or Sales Counselor to achieve the desired results of the community marketing and business plans (when applicable, depending on community size, structure, and resident population).
10. Coordinates joint business development activities involving communities in the cluster market (i.e. smaller portfolio of communities, usually in close proximity). Coordinates activities with other Sales & Marketing Managers and Sales & Marketing Directors as appropriate.
11. Provides coaching and training for sales activity in communities in the cluster market and monitors results. Assists the cluster market communities in the development of marketing plans and in the effective execution of these plans.

This job description represents an overview of the responsibilities for the above referenced position. It is not intended to represent a comprehensive list of responsibilities. An associate should perform all duties as assigned by his/her supervisor.

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Qualifications

Education and Experience
Bachelor’s degree in marketing, business, or related field from an accredited college or university is preferred, or equivalent combination of experience and education is required. A minimum of five years sales experience, preferably in the retirement industry or medical or pharmaceutical sales, with a proven track record of generating and closing a high percentage of qualified leads is required.

Certifications, Licenses, and Other Special Requirements
Frequent car travel requires the incumbent to possess and maintain a valid driver’s license.

Management/Decision Making
Uses strong analytic skills and an in-depth understanding of the organization and the business in order to handle arising problems and issues. Solves diverse problems using solid analytical skills where limited precedents/ guidelines exist.

Knowledge and Skills
Has an advanced knowledge of the organization, industry, and a functional discipline. Extensive understanding of technical areas gained through experience and used to complete and/or oversee assignments. Knowledge of sales and marketing to include principles and methods for showing, promoting, and selling products or services to include marketing strategy and tactics, sales techniques, and sales control systems. Knowledge of Medicare and Medicaid regulations to include applicable processes for the product line(s) being sold. Knowledge of state regulations impacting or directing the delivery of services is required. Ability to operate personal computers and related software is required. Previous experience with contact management database, Microsoft Word, Excel, and Outlook is preferred. Ability to effectively manage time, tasks and projects in a dynamic environment is required. Ability to build trust and act honestly in relationships with others is required. Ability to assess and understand customers’ expectations, needs and circumstances is essential. Ability to work effectively with diverse personalities and to treat people with dignity, respect, fairness and maturity is required. Ability to effectively listen and communicate verbally and in writing is essential.

Physical Demands and Working Conditions

• Standing
• Walking
• Sitting
• Use hands and fingers to handle or feel
• Reach with hands and arms
• Talk or hear
• Ability to lift: up to 25 pounds
• Vision
• Requires interaction with co-workers, residents or vendors
• Occasional weekend, evening or night work if needed to ensure shift coverage
• Requires Travel: Frequently

Brookdale is an equal opportunity employer and a drug-free workplace.

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