Description

Summary/Objective

The duties and responsibilities of the Sales Director include the overall design and implementation of all sales programs at the assigned Community. The Sales Director is responsible for the overall census of the Community, which is positively influenced by the Sales Director’s execution of sales processes including prospecting, networking, strategy development, and the formulation of varying techniques for attracting and retaining residents within the Community.

Essential Functions

1. Responsible for the sales planning and execution for the Community

2. Develop, lead and execute sales processes, systems and forms; compile, track and analyze sales data/reports to manage the performance of the Community

3. Develop relationships with qualified referral sources, following up with prospects with a great sense of urgency, conducting tours with potential residents, their families, and ultimately closing sales

4. Assess the local market to develop plans tailored to the particular geographic region in which the Community is located by working, overseeing, or observing all Community sales and marketing efforts

5. Evaluate, report, and recommend plans of action for the company’s marketing team based on the observed results of marketing initiatives

6. Monitor census reports to determine needs of the Community

7. Plan, coordinate and/or implement prospect and/or referral source events aligned with the company’s standards and the department’s budget

8. Facilitate and direct hot board meetings with the Executive Director, Assistant Sales Director, and Sales Assistant

9. Monitor the accuracy and efficiency of the Assistant Sales Director and Sales Assistant while recommending opportunities for growth and development

10. Review the Community’s physical plant, making recommendations for services, maintenance or asset improvements to maintain the Community’s competitive advantage in the marketplace

11. Maintain privacy and confidentiality of records, conditions and the information relating to residents, Associates and the Community

12. Solicit, review, intervene, and report complaints and grievances made by residents, families, visitors, agencies, etc. to the Executive Director

13. Participate individually and in team activities striving for quality services, resident care, job performance, etc.

14. Perform “Manager on Duty” responsibilities, as assigned

15. Other duties as assigned by management

Supervisory Skills

Directly supervise the sales team. Recruit, hire, and train, new Associates. Oversee daily activities of all sales team Associates; discipline and develop the staff to ensure compliance; lead the sales team with a focus on compassionate care, resident satisfaction, and operational excellence.

Qualifications

Travel Requirements

Local travel may be required 10% of the time. Infrequent overnight travel may be required.

Work Environment

Works in a well-lighted area that is ventilated and as physically, physiologically and psychologically innocuous as possible under the conditions which exist at any particular time. On occasion, there may be exposure to outdoor spaces, which will, by their nature, have variances in air quality, temperature, walking surfaces, lighting, and other physical aspects. Because the essential functions may require exposure to bodily functions and infectious waste, diseases, odors and other situations Associated with health care, including but not limited to exposure to AIDS, HIV and Hepatitis B viruses involving Risk Classification Categories 2 and 3**, environmental and safety conditions will fluctuate. To be qualified for the position of Executive Director, an applicant/employee will need to possess the ability to work in an environment conducive to caring for residents without posing a substantial safety or health threat to one’s self or others.

Physical Demands

The physical demands described here are representative of those that must be met by an Associate to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Frequent body movements include, lifting, moving, transferring, bending, stooping, squatting and reaching. Able to lift, push, pull and/or carry objects weighing up to 25 pounds, unassisted, with twisting and turning of the torso. Ability to sit, stand and walk for prolonged periods of time.

Certifications, Licenses, Education and Experience and other Special Requirements

It is required that the Sales Director have a minimum of a High School diploma or equivalency. A bachelor’s degree in business, sales, or another applicable subject area is highly preferred. Knowledge of sales and marketing including principles and methods for showing, promoting, and selling services in a Senior Living or Memory Care environment, is required. S(he) should have the ability to apply existing guidelines and procedures to make varied decisions within the department, while using sound judgement and experience to solve moderately complex problems. S(he) should have the ability to build trust and act honestly in relationships with residents and their families. The ability to assess and understand resident expectations, needs and circumstances is essential. S(he) will display exceptional communication skills, both verbal and written, strong knowledge of Microsoft Word, Excel and Outlook, and have the ability to effectively manage time, tasks and projects in a dynamic environment. S(he) must also possess and maintain a valid driver’s license free from significant points or violations.

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