Discovery Senior Living
Director of Sales
Discovery Senior Living, Melbourne, Florida, United States, 32935
About Discovery Senior LivingDiscovery Senior Living ranks prominently among the 8 largest senior housing providers in the US, and is nationally renowned for designing, developing, marketing, and operating a multi-brand portfolio of upscale, luxury senior-living communities.With a 30-year reputation and almost 14,000 existing homes or homes under development, our company is a recognized industry leader with a penchant for excellence and innovation.Discovery Senior Living is hiring for a Director of Sales at our community Discovery Village at Melbourne.This is a selling director role who will support a sales team of two. This role will also be responsible for outside marketing and business development.Position Summary
Leads the community sales efforts of the sales team. Sells, directs and manages the sales efforts and sales staff. Responsibilities include, but are not limited to: direct selling, managing the day to day sales activities, engage with leads and convert leads into residents; ensure compliance of all sales processes and procedures; keep the CRM up to date with complete and accurate data, meet predetermined monthly sales goals; provide leadership to the community.Responsibilities
Leadership Direction
Provide direction and support to community Senior Lifestyle Counselors (SLCs) and Senior Lifestyle Coordinators (SLCOs).Report sales concerns/issues and suggestions of improvement to Executive Director and Regional Director of Sales.Track weekly sales performance of SLCs; includes review of Hot leads, sales activities, past due activities, critical success factors, and conversion ratios.In conjunction with the Executive Director, monitor sales board and review individual activity with each SLC on a daily basis.Assist Executive Director in the development of action plans and track performance to ensure SLC is meeting their criteria and critical success factors.Provide leadership and motivation to the sales staff through training and positive reinforcement.Work directly with the Regional Director of Sales on SLC performance, strengths/weaknesses of SLC and provide input and suggestions.Sales
Interact with all leads whether provided through advertising, public relations, referral, or personal contact and turn those leads into residents of the community through the use of professional selling skills and our sales process.Build customer focused relationships by advancing the lead through the sales process and gaining customer commitment.Manage the sales boards with daily updates and convey all activities to the Executive Director.Conduct weekly strategy and advisory meetings with the Executive Director.Submit timely daily sales results.Track leads, keeping accurate records on all leads and prospects and all sales activities using a CRM.Pull management reports on sales activities, leads, move ins, conversions, and critical success factors.Meet or exceed predetermined monthly sales goals.Market Conditions
Conduct quarterly competitive market research including established communities and new/upcoming communities, ranking and analysis and accurately report data on the competitor tracking form.Understand competitive opportunities and threats and present strategic alternatives to combat these to the Executive Director and the Regional Director of Sales.Demonstrate a strong understanding of the senior care market in their area.Develop and conduct, in conjunction with the Executive Director and Full Sales Team, a quarterly marketing event strategy.Driving Revenue
Strive to meet predetermined monthly sales goals.Leverage multiple revenue drivers (pricing, inventory, services, etc.) that drive the top line.External Business Development
Generate leads and move-ins from targeted referral sources.Plan and execute monthly presentations to professional referral sources.Identify referral sources through site specific research.Lead monthly Referral Development Committee meetings.Track all networking and outreach referral sources and actual referrals on the sales boards and within CRM.Resident Move-In Process
Review and facilitate the Move-In Packet with the resident and/or family.Facilitate and coordinate the Resident Assessment.Oversee and manage the move-in process as outlined in the Resident Move-In and the Suite Readiness checklists.Ensure all state mandated paperwork and forms are completed on or before the move-in date by the family and/or resident.Overall oversight of the resident’s Administrative Files to ensure fully prepared according to state specific regulatory requirements.Leadership and Development
Keep abreast of professional development in the field by reading, attending conferences and training sessions.Act professionally and honestly at all times in the representation of the Community concept of senior living.Supervisory Responsibilities
Directly supervise all sales team members in the Sales department. Carry out supervisory responsibilities in accordance with the organization's policies and applicable laws. Responsibilities include interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees.Qualifications
Bachelor’s degree in Business Administration or related field.Five years' experience in marketing/sales in senior living setting with at least two years supervisory experience.BenefitsIn 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/VJOB CODE: 1001515
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Leads the community sales efforts of the sales team. Sells, directs and manages the sales efforts and sales staff. Responsibilities include, but are not limited to: direct selling, managing the day to day sales activities, engage with leads and convert leads into residents; ensure compliance of all sales processes and procedures; keep the CRM up to date with complete and accurate data, meet predetermined monthly sales goals; provide leadership to the community.Responsibilities
Leadership Direction
Provide direction and support to community Senior Lifestyle Counselors (SLCs) and Senior Lifestyle Coordinators (SLCOs).Report sales concerns/issues and suggestions of improvement to Executive Director and Regional Director of Sales.Track weekly sales performance of SLCs; includes review of Hot leads, sales activities, past due activities, critical success factors, and conversion ratios.In conjunction with the Executive Director, monitor sales board and review individual activity with each SLC on a daily basis.Assist Executive Director in the development of action plans and track performance to ensure SLC is meeting their criteria and critical success factors.Provide leadership and motivation to the sales staff through training and positive reinforcement.Work directly with the Regional Director of Sales on SLC performance, strengths/weaknesses of SLC and provide input and suggestions.Sales
Interact with all leads whether provided through advertising, public relations, referral, or personal contact and turn those leads into residents of the community through the use of professional selling skills and our sales process.Build customer focused relationships by advancing the lead through the sales process and gaining customer commitment.Manage the sales boards with daily updates and convey all activities to the Executive Director.Conduct weekly strategy and advisory meetings with the Executive Director.Submit timely daily sales results.Track leads, keeping accurate records on all leads and prospects and all sales activities using a CRM.Pull management reports on sales activities, leads, move ins, conversions, and critical success factors.Meet or exceed predetermined monthly sales goals.Market Conditions
Conduct quarterly competitive market research including established communities and new/upcoming communities, ranking and analysis and accurately report data on the competitor tracking form.Understand competitive opportunities and threats and present strategic alternatives to combat these to the Executive Director and the Regional Director of Sales.Demonstrate a strong understanding of the senior care market in their area.Develop and conduct, in conjunction with the Executive Director and Full Sales Team, a quarterly marketing event strategy.Driving Revenue
Strive to meet predetermined monthly sales goals.Leverage multiple revenue drivers (pricing, inventory, services, etc.) that drive the top line.External Business Development
Generate leads and move-ins from targeted referral sources.Plan and execute monthly presentations to professional referral sources.Identify referral sources through site specific research.Lead monthly Referral Development Committee meetings.Track all networking and outreach referral sources and actual referrals on the sales boards and within CRM.Resident Move-In Process
Review and facilitate the Move-In Packet with the resident and/or family.Facilitate and coordinate the Resident Assessment.Oversee and manage the move-in process as outlined in the Resident Move-In and the Suite Readiness checklists.Ensure all state mandated paperwork and forms are completed on or before the move-in date by the family and/or resident.Overall oversight of the resident’s Administrative Files to ensure fully prepared according to state specific regulatory requirements.Leadership and Development
Keep abreast of professional development in the field by reading, attending conferences and training sessions.Act professionally and honestly at all times in the representation of the Community concept of senior living.Supervisory Responsibilities
Directly supervise all sales team members in the Sales department. Carry out supervisory responsibilities in accordance with the organization's policies and applicable laws. Responsibilities include interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees.Qualifications
Bachelor’s degree in Business Administration or related field.Five years' experience in marketing/sales in senior living setting with at least two years supervisory experience.BenefitsIn 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/VJOB CODE: 1001515
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