Discovery Senior Living · 2 days ago
Senior Director of Sales (Senior Living Exp Required)
Austin, TX
Full-time
Onsite
Director/Executive
$80K/yr - $90K/yr
8+ years expDiscovery Senior Living is a recognized industry leader in senior living, and they are seeking a Senior Director of Sales to lead community sales operations. This role involves managing the sales team, developing sales strategies, and ensuring the conversion of leads into residents while optimizing revenue and occupancy.
Health CareReal Estate
Responsibilities
Directs and support to Community Sales Counselors (CSCs) and Community Sale Coordinators (CS COs)
Report sales concerns/issues and suggestions of improvement to Executive Director and Regional Sales Leadership
Regularly evaluates weekly sales performance of the sales team; including review of Hot leads, sales activities, past due sales activities, critical success factors, and selling conversion ratios – adjusts sale team efforts based on evaluation
Monitors sales board and reviews individual activity with each SLC on a regular basis
Assist Executive Director in the development of action plans and tracks performance to ensure sales team members are meeting the established sales goals
Provides leadership and motivation to the sales staff through training, coaching and positive reinforcement
Works directly with the Regional Sales leaders on sales team performance
Identifies and addresses strengths/weaknesses of each sales team member and provides feedback for continuous improvement of skills
Interacts with all leads from all channels including advertising, public relations, paid or non-paid referral, or personal contact and turn those leads into residents of the community using professional selling skills and the sales system
Builds customer focused relationships by advancing the lead through the sales process and gaining customer commitment directly or in support of the sales team
Responsible for managing the sales boards with daily updates and conveying all activities to the Executive Director and Regional Sales Leaders
Conducts weekly strategy and advisory meetings with the Executive Director and/or Regional Sales Leaders
Prepares and submits sales forecasts on an agreed upon schedule
Tracks leads, keeping accurate and complete records on all leads and prospective resident sales activities in the CRM
Pulls management reports on sales activities, leads, move ins, conversions, and critical success factors and provides tactics to improve results
Conducts quarterly competitive market research including comparing established communities and new/upcoming communities, ranking and analysis and accurately reports data using the competitor analysis tool
Identifies competitive opportunities and threats and presents tactical alternatives to the Executive Director and Regional Sales Leaders
Demonstrates a strong understanding of the senior living market in their area
Develop and conduct, in conjunction with the Executive Director and Sales Team, a quarterly marketing event strategy
Strives to meet predetermined monthly sales goals
Determines Which revenue drivers to utilize, including pricing, incentives, inventory management to optimize net revenue and achieve budget
Uses selling skills with prospective residents to achieve “everyday matters” revenue optimization
Analyze and interpret sales metrics to make recommendations on business operations to improve community NOI
Provide expert advice to both prospective residents and both internal and external business partners
Identifies and develops an effective network of non-paid referral sources to generate leads and move-ins working side by side with the sales team
Plans and executes monthly presentations to professional referral sources
Leads monthly referral development meetings with the sales team and ED and appropriate executive team members for the purpose of utilizing all community resources to expand the referral network
Ensures proper documentation of all networking and professional referral sources in the CRM
Manages the sales team, typically the CS Coordinator, to ensure the Move-In Packet with the resident and/or family is complete and accurate
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
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 executive team leadership meetings and functions
Acts as the Sales Department head on the community executive team, utilizing sound discretion and judgment
Qualification
Required
Minimum Education: High School Degree
2+ years of experience in senior living sales is required
8+ years experience in a Sales position required
2+ years in a leadership role is required
Proven success in achieving occupancy and revenue targets
Strong supervisory and coaching skills with ability to manage multiple sales team members
Excellent communication, presentation, and relationship-building skills
Proficiency with Microsoft Office and CRM systems
Strong analytical ability with experience in competitive market analysis
Benefits
Sign-on Bonus & Yearly Performance Bonus
Medical, dental, vision, PTO, 401(k) and more for eligible positions
Competitive wages
Early access to earned wages before payday!
Paid time off and Holidays (full-time)
Comprehensive benefit package including health, dental, vision, life and disability insurances (full-time)
401(K) with employer match
Opportunities for growth and advancement
Employee Assistance Program
Company
Discovery Senior Living
Discovery Senior Living is a real estate company providing senior living, care, and resort lifestyle services.
10001+ employees
Funding
Current Stage
Late StageTotal Funding
$0.06MKey Investors
Brevard Alzheimer's Foundation
2022-10-12Series Unknown
2021-03-17Grant· $0.03M
2020-02-26Grant· $0.03M
Leadership Team
Brennan Hughes
Senior Vice President of Sales
Recent News
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