Description

Harbor’s Edge is recruiting for a Director of Sales & Marketing to create and execute sales strategies that result in maximum independent living occupancy and a robust wait list of prospects. This is a key forward-facing representative of our expanding Community and will play a significant role in positioning Harbor’s Edge as a premier community nationally. The Director of Sales & Marketing will have the assistance of marketing firm that specializes in luxury markets.

Harbor’s Edge is an exceptional resort-style and not-for-profit Continuing Care Retirement Community (CCRC) located on the harbor in Norfolk, Virginia. The Harbor’s Edge $225 million expansion completed in 2022 (https://vimeo.com/283999844) is called the River Tower and includes an additional 24-story tower, doubling the square footage, adding 147 residential living units and 20 assisted living units. Harbor’s Edge has 300 residential units in two Towers in addition to a small Skilled Nursing unit and 80 Assisted Living/Memory Care units. Our single-site Community employs approximately 300 employees, and annual revenues are approximately $30 Million.

The ideal candidate will have LifeCare/Life Plan sales experience within a Continuing Care Retirement Community (CCRC) and be action-oriented, proactive, with a clear understanding of the unique needs facing seniors and their loved ones today as well as the market forces that impact the independent living industry locally and nationally. S/He will demonstrate expertise in leading edge marketing trends, including website optimization and digital marketing. Competitive analysis, developing pricing strategies, and developing effective marketing and promotional strategies are also important capabilities required in our Director of Sales & Marketing.

In addition to the generous commission program, the Marketing and Sales Director will gain exposure to state of the art programming, industry experts, media and event planning, and planning and design. S/He will supervise the efforts of our excellent team of Sales Professionals, design and implement sales and marketing strategies, and prepare budgets and marketing plans. The Director will advise on strategies to close difficult sales, prepare market studies and analysis, and design and facilitate on-site marketing seminars and events.

Finalists must be able to provide exceptional professional references. This single-site Community, and we offer a competitive base pay and commission plan with an attractive benefits package.

Responsibilities include:

• Prepares marketing plans and programs, advises Sales Associates on strategies to close difficult sales, manages leads and sales through the prospect tracking system, prepares reports, and designs and facilitates on-site marketing seminars and events
• Manages the efforts of other Sales Associates, performs market studies and analysis, and participates in expansion planning and implementation
• Attains and maintains targeted occupancy levels
• Prepares budgets and marketing plans
• Oversees event planning and design
• Advises on strategies to close difficult sales
• Prepares market studies and analysis
• Maintains knowledge of current industry trends and Life Care programs
• Increases pre-sales and maintains expected level of residents in current community

Requirements

Qualifications

• Have at least 5 years of progressively responsible work experience in sales and marketing, with at least 2 years in a sales leadership role are required
• Prior experience providing sales and marketing oversight for a campus-style community (IL rental full service, Life Plan Community (CCRC). Regional sales and marketing experience also may be considered
• LifeCare/Life Plan sales in a Continuing Care Retirement Community (CCRC) is strongly preferred
• While a bachelor’s degree in Marketing or related field is highly preferred, a high school diploma/GED, together with at least 10 years of related experience, is a minimum requirement
• Technical proficiency in evaluating the effectiveness of varied marketing methods and utilizing Sales Management Tools/CRM (we use Enquire) to analyze and report on sales activity is required
• Proficiency in using CRM software for lead analytics
• Assisted Living healthcare sales experience is beneficial but is not required. Luxury sales living, wealth management, and real estate may also be beneficial
• Polished, professional demeanor
• Stellar presentation skills including outstanding oral and written communication and interpersonal skills are a must
• Demonstrated ability lead and manage others to successful outcomes
• Exceptional organizational skills