Director-Sales and Marketing

GENERAL SUMMARY:

Under general supervision, this position is responsible for managing and implementing all aspects of the sales process for Lutheran Village and The Good Shepherd to achieve community occupancy and sales goals. This position is responsible for developing and fostering relationships with potential residents, family members and decision makers, as well as referral sources, and also coordinates all aspects of the move-in process, where applicable.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

• Leads community sales activities by effectively moving prospects through the sales process to close.
• Analyzes occupancy trends, market/competitor research and trends, data, and length of sales cycle to determine the necessary sales activities to achieve occupancy goals.
• Develops and maintains relationships with potential and existing referral sources and community members.

• Manages all facets of the sales process for Lutheran Village and The Good Shepherd, including but not limited to:

• Conducting personalized meetings and tours, identifying and responding to customer needs by demonstrating benefits and solutions
• Responding to and following-up in a proactive and timely manner with prospective residents, providing information or materials on a timely basis and appropriate format; and
• Conducting external sales calls and presentations to effectively present Kensington Place as viable solution to meeting needs and solving problems.

• Manages and coordinates move-in process for incoming residents including facility readiness (apartment management/ room readiness, assisted living service coordination); facility welcome/orientation; and completion of lease and move in paperwork in accordance with organizational standards and requirements.
• Develops and maintains resident referral program to generate referrals from residents and their families.
• Monitors the community, model apartments and outside grounds to ensure that the community is always tour ready.
• Tracks and accurately maintains ongoing sales and lead data in the customer relationship management system including tracking referral sources, communications, tours, inquiries, wait-lists, accommodations, and closings. Monitors progress and makes adjustments to sales process as necessary to increase likelihood of success.
• Develops, manages, and monitors the marketing budget in conjunction with LSS corporate Marketing and Communications Department. Reviews and analyzes budget on a monthly basis and makes adjustments as necessary.
• Develops, plans and implements special events designed to attract prospects and professional referral sources.
• Monitors conversion ratios regarding engagement with direct referrals, prospect calls and tours, and collects and analyzes data to prepare regular reports. Provides frequent sales performance information to management.
• Meets or exceeds the sales activity standards including quotas for lead base follow up calls, appointments, on-site and off-site sales activities, and other sales related performance metrics.
• Participates as a member of the “manager on-call” rotation.
• Performs all other duties as assigned.

REPORTING RELATIONSHIPS

SUPERVISES: N/A

EDUCATION: Bachelor’s degree in business, marketing, hospitality, gerontology or related field

EXPERIENCE:

3-5 years sales and/or marketing experience in a senior health care, housing, or service setting with a proven track record of meeting goals, or equivalent level of education and experience.

SKILLS & ABILITIES:

Must demonstrate empathy and compassion to connect with customers.

Demonstrated relationship building and influencing skills with adult populations.

Solid organizational and time management skills with the ability to handle multiple tasks simultaneously and to prioritize effectively.

Demonstrated effective communication skills, verbal, written and listening.

Demonstrated computer skills including experience with Microsoft Office and database applications.

Strong attention to detail and strong analytical skills.

Demonstrated team and leadership skills.

Ability to convey a professional and mature image.

Ability to work flexible hours as needed by the business and be “on-call.”

 OTHER REQUIREMENTS:

• Flexibility in managing schedule including weekends and evening hours.
• Valid Ohio driver’s license, access to reliable insured transportation and ability to meet LSS insurance standards required.

Working Conditions

Normal office working conditions with the absence of disagreeable elements.

Note: The statements herein are intended to describe the general nature and level of work being performed by employees and are not to be construed as an exhaustive list of responsibilities, duties and skills required of personnel so classified. Furthermore, they do not establish a contract for employment and are subject to change at the discretion of the employer.

Qualifications