Director of Sales

Company: CareerArc
Location: Morristown
Posted on: February 2, 2025

Job Description:

About TerraBella Senior Living:
TerraBella Senior Living is the proud operator of more than 30 amenity-, care- and lifestyle-focused communities located throughout the Carolinas, Virginia, Kentucky, Georgia, and Tennessee. TerraBella communities together account for more than 2200 units and span a full spectrum of senior living and care options, including Active Independent Living, Assisted Living, Memory Care, and available short-term Respite Care.
POSITION SUMMARY
The Director of Sales (DOS) manages the sales operations of the community. The focus of the DOS is connecting with prospective residents through multi-communication platforms to inspire prospective residents to move into the community. The DOS connects with new inquiries and existing inquiries with the goal of converting these leads to move-ins to achieve occupancy targets. Utilizes industry trends and knowledge of local competitors to create successful sales tactics. The success of the DOS is measured in multiple ways, including sales conversions, revenue optimization, move-ins, and average daily occupancy.
Responsibilities:
Sales

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• Interacts with all leads provided through multiple channels including advertising, public relations, referral, or personal contact and convert those leads into residents of the community using professional selling skills and our sales process.
  
• Builds customer focused relationships by advancing the lead through the sales process and gaining customer commitment.
  
• Executes all facets of the Sales Playbook (Sales System) including proper discovery, overcoming objections, and closing techniques to achieve budgeted occupancy and net revenue.
  
• Manages the sales tracking reports and provides daily updates and conveys all activities to the Executive Director.
  
• Conducts weekly strategy and advisory meetings with the Executive Director.
  
• Communicates sales results to key stakeholders a minimum of once a week.
  
• Consistently conducts on-site walkthroughs of the community to ensure the tour path and model rooms are ready for company.
  
• Plans and executes local sales events to generate and convert leads.
  
• Pulls management reports on sales activities, leads, move-ins, conversions, and critical success factors.
  
• Tracks leads, keeping accurate records on all leads and prospects and all sales activities using a CRM.
  
• Collaborates with Executive Director and marketing teams in developing marketing tactics to achieve lead goals.
  
  Market Conditions
  
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  • Conducts quarterly competitive market research including established communities and new/upcoming communities, product ranking and analysis and accurately reports data into the competitive market analysis tool.
    
  • Prepares general market analysis and develops methodologies for tracking prospective residents and referral sources.
    
  • Identifies competitive opportunities and threats and presents strategic alternatives to the Executive Director and Regional Sales Leadership.
    
  • Demonstrates a strong understanding of the senior living industry and local market conditions.
    
    Revenue Optimization
    
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    • Strives to meet predetermined monthly sales goals.
      
    • Determines which revenue drivers to utilize, including pricing, incentives, and inventory management, to optimize net revenue and achieve budget.
      
    • Uses selling skills with prospective residents to achieve "everyday matters" revenue optimization.
      
    • Analyzes and interprets sales metrics to make recommendations on business operations to improve community NOI.
      
    • Provides expert advice to both prospective residents and both internal and external business partners.
      
      External Business Development
      
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      • Identifies and develops an effective network of non-paid referral sources to generate leads and move-ins.
        
      • Plans and executes monthly presentations to professional referral sources.
        
      • Leads monthly referral development meetings with ED and appropriate executive team members for the purpose of utilizing all community resources to expand the referral network.
        
      • Properly documents all networking and professional referral sources in the CRM.
        
        Resident Move-In Process
        
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        • Reviews and facilitates the Move-In Packet with the resident and/or family.
          
        • Facilitates and coordinates the Resident Assessment with the clinical team.
          
        • Oversees and manages the move-in process to ensure a smooth transition into the community.
          
        • Ensures all state mandated paperwork and forms are completed on or before the move-in date by the family and/or resident.
          
        • Coordinates with ED, BOM, and DHW the resident's Administrative Files to ensure it is fully prepared according to state specific regulatory requirements, so lease signing is on the scheduled date without delays.
          
          Leadership and Development
          
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          • Keeps abreast of professional development in the field by reading, attending conferences, and training sessions.
            
          • Always acts professionally and honestly in the representation of the Community concept of senior living.
            
          • Actively participates in all community leadership meetings and functions.
            
          • Other duties as assigned.
            
            Qualifications:
            
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            • Bachelor's degree in marketing, Business, Public Relations, or related field preferred.
              
            • Two years in marketing/sales in senior living setting preferred.
              
            • Proficient in Microsoft Office (Word, Excel, Outlook, Power Point).
              
            • Experience working with sales CRM systems, tracking leads and sales activities.
              
              Benefits:
              In addition to a rewarding career and competitive salary, Discovery offers a comprehensive benefit package.
              Eligible team members are offered a comprehensive benefit package including medical, dental, vision, life and disability insurances, paid time off, and paid holidays. Team members are eligible to participate in our outstanding 401(k) plan with company match, our Employee Assistance Program, and accident insurance policies.
              EOE D/V
              JOB CODE: 1002330
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Keywords: CareerArc, Johnson City , Director of Sales, Executive , Morristown, Tennessee