About DiscoverySenior Living:  Discovery Senior Livingis a family of companies that includes Discovery Management Group, IntegralSenior Living, Provincial Senior Living, Morada Senior Living, TerraBellaSenior Living, LakeHouse Senior Living, Arvum Senior Living, DiscoveryDevelopment Group, Discovery Design Concepts, STAT Marketing, and Discovery AtHome. With three decades of experience, the award-winning management team hasbeen developing, building, marketing, and managing diverse senior-livingcommunities across the United States. By leveraging its innovative“Experiential Living” philosophy across a growing portfolio in excess of 350communities and over 35,000 homes in nearly 40 states, and 19,000 dedicatedemployees, Discovery Senior Living is a recognized industry leader for performance,innovation and lifestyle customization and, today, ranks among the 2 largestU.S. senior living operators.

POSITION SUMMARY The Senior Director of Sales (SDOS) leads the community sales operations through the direct management and leadership of the community sales team as an executive team member. Sells, directs, and manages the sales operations and sales staff. Responsibilities include, but are not limited to direct selling, managing the day-to-day sales activities of the community sales team, engaging with leads and convert leads into residents; ensure compliance of the sales playbook (sales system). Ensure the Customer Relationship Management (CRM) maintains the highest possible date integrity and complete and accurate data. Utilizes industry trends, and knowledge of local competitors to create successful sales tactics. The success of the SDOS is measured in multiple ways, including sales conversions, revenue optimization, move-ins, and average daily occupancy. The SDOS manages customer relationships, and external partnerships with authority on significant matters such as sales incentive usage and sales tactical plans.

ESSENTIAL DUTIES AND RESPONSIBILITIES

Leadership Direction

• Direct and support the sales efforts of the Director of Sales (DOS) and/or Sales Associate (SA).
• 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 Sales Team member on a consistent 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.

Sales

• 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.
• Meets or exceeds predetermined monthly and annual sales goals.

Market Conditions

• 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.

External Business Development

• 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.

Resident Move-In Process

• 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 collaborates with the community team, the move-in process to ensure a smooth transition into the community.
• Works closely with the community team, 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

• 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.
  • Directly supervises all sales team members in the Sales department. Carries 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.
• Bachelor’s degree in business administration or related field.
• Five years’ experience in marketing/sales in senior living setting with at least two years’ leadership experience
• Language Ability:
• Mathematical Skills:
  • Ability to add, subtract, multiply, and divide in all units of measure, using whole numbers, common fractions, and decimals. Ability to compute rate, ratio, and percent and to draw and interpret graphs.
• Cognitive Demands:
  • Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists.
  • Ability to interpret a variety of instructions furnished in written, verbal, or visual methods.
• Computer Skills:
• Core Competencies:
  • Supports organization's goals and values.
  • Balances team and individual responsibilities.
  • Manages and leads people effectively by taking responsibility for subordinates' performance; creates an environment by being available to the sales team.
    • provides regular performance feedback.
    • develops team member skill levels and encourages growth.
    • improves processes, products, and services.
  • Provides leadership by exhibiting confidence in self and others; inspires and motivates others for maximum performance.
• Physical presence in the community works primarily indoors in a climate-controlled setting.
• Works outside, as required, locally generating a network of non-paid referral partners.
• Required to travel a minimum of once annually to the sales conference.
• Possible exposure to chemicals as identified in the MSDS Manual

QUALIFICATIONS

Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations.

• Ability to use Microsoft Windows, including Word and Excel. Ability to use email and the Internet. Ability to use client tracking and design software.

• Must demonstrate an interest in working with a senior population.
• Effective sales, leadership, and presentation skills.
• Exceptional skills in customer experience, verbal, and written communication.
• Ability to problem solve in an effective manner to achieve maximum results and budget.
• Detail oriented and excellent organizational and follow-through skills.
• Interacts with prospective residents, residents, and community team members in a courteous and friendly manner.

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: 1004173