Director of Sales

Overview

At Fellowship Square, our Sales Process puts the CUSTOMER at the CENTER of every interaction. We are focused on creating meaningful relationships, spending time getting to know the Prospect and what is important to them, creative follow-up, and even home-visits (if appropriate). Our Sales Process goes beyond making random calls and giving tours. Calls and Tours are made with intent and are highly personalized for everyone, based on their needs and desires. Creating this type of Sales Interaction takes purposeful planning, follow-up, compassion, and listening. A Sales Director at Fellowship Square must be deeply committed to the process of helping people through the difficult decision of leaving their home and moving to our community.

The primary purpose of the Sales Director is to lead the ongoing development and direction of the Sales Department. This includes creating a Comprehensive Sales Plan and the required Training to reach and maintain budgeted occupancy numbers, for the Fellowship Square Surprise Campus. The Sales Director is responsible for managing the SALES and LEASING activities for the campus in an efficient manner, in accordance with established procedures, and as directed by the Executive Director.

The Sales Director must have extensive knowledge of the Senior Living Industry and how to manage the Sale Functions, Goals, and Performance of a Department. Marketing knowledge, including but not limited to: Advertising, Digital, and Website is a plus.

Responsibilities

Responsibilities Include:

• Manage the day-to-day activities of the SALES department for Fellowship Square – Surprise, including Fellowship Square Independent Living and the Oasis Assisted Living.
• Develop a comprehensive Sales Plan for the Surprise Campus to achieve budgeted and required occupancy and revenue levels. Update Plan, annually or as needed.
• Create Annual Sales Plans and Goals for the Sales Department and manage success of Plan.
• Supervise and lead Sales Counselors and Direct Reports: Includes Hiring, Training, and managing performance and goals.
• Engage in outside community marketing strategies and efforts.
• Receive inquiries/leads and set up tours for prospects/ residents, in effort to move prospect towards and thru the sales process.
• Record and manage Prospects in SHERPA® according to guidelines and expectations. (Gathering appropriate Notes and Information)
• Manage the Leasing Requirements for the Campus, including Lease Signings, Required Documents, and Coordination of Sales Process thru Move-In.
• Continuously monitor the Community Sales and Efforts to ensure Revenue Goals are met.
• Work closely with the Marketing Team and Digital Marketing Manager to ensure the appropriate message and prospects/leads are being generated and Campus Sales Goals are being supported.
• Participate in Campus Leadership Team and Meetings as Required.
• Maintain excellent communication with other Department Directors.
• Maintain a Daily Activity Report (DAR), that shows all scheduled Move-Ins, Move-Outs, etc. for the Campus.
• Ensure that all special requirements for Move-Ins and/or Move-Outs are communicated effectively and timely.
• Ensure Move-In Paperwork and Billing Forms are submitted to the Office Manager/Billing Dept. in a timely manner.
• Submit and Process Payroll and Commissions, as required.
• Assist with Annual Budget and Strategic Plan.
• Submit monthly Departmental Reports to the Executive Director.
• Maintain wait lists for Fellowship Square-IL and the Oasis-AL and appropriately manages and communicates with Waitlist Prospects.

Qualifications

• Education: Must possess, as a minimum, a 4-year college degree in marketing, business or similar area of study (or equivalent experience).
• Experience: Three to five years of management experience, leading a sales team in Independent and Assisted Living in a Senior Living Community/Campus environment.

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