Community Sales Director

About the role

Sandpiper on Shem Creek, in Mt. Pleasant, is seeking a Community Sales Director for their beautifully renovated independent senior living! The Community Sales Director will spend their time balanced between external business development and inside sales activities.

A successful candidate will be one who understands the competitive local market and has a creative drive to bring seniors to live at Sandpiper on Shem Creek, up to and including experience in referral development, event planning, and brand management. Come join us as we grow our amazing independent living community at Sandpiper on Shem Creek in Mt. Pleasant!

General Purpose

The Community Sales Director is a key leadership role responsible for overseeing and managing the sales performance within a community. The primary objective of the role is to achieve targeted sales occupancy and revenue goals. The Community Sales Director plays a crucial role in driving sales success within the community. By providing guidance, support, and inspiration to the local teams, they contribute to achieving targeted sales goals and ensuring long-term business growth.

Pay range for this position is $65,000-$75,000 plus commissions/incentives.

Essential Duties

Build Sales Culture

• Community Sales Culture - Work closely with the Executive Director to ensure the community has an optimized sales culture aligned with overall objectives, systems and resources and sales goals.
• Work to "lead through influence"

Know Your Numbers

• Sales Strategy - Develop and implement effective sales strategies and tactics to drive occupancy and revenue growth in the community.
• Goal Setting - Collaborate with the Executive Director to set clear, challenging, and achievable sales targets.
• Performance Monitoring - Regularly monitor and analyze sales performance metrics, including revenue, sales activities, and pipeline management, to identify areas of improvement and take appropriate actions.
• Sales Forecasting - Develop accurate sales forecasts and collaborate with the Executive Director in the development of the annual sales budget.

Synergize

• Sales Support - Collaborate with internal departments to provide necessary support and resources to the team, ensuring smooth operations and customer satisfaction.

Equip and Empower Community Teams

• Ambassador Training - Work with ED to host routine Ambassador Training, ensuring all leadership team members, concierges and other team members are trained in customer service, excellent telephone etiquette, "walk in" and back up tour support.

Market Intelligence

• Market Analysis - Stay updated on market trends, competitor activities, customer needs, and pricing and provide insights to the leadership team to drive strategic decision-making and effective sales approaches.
• Communicate identified trends and market changes with Executive Director.

Professional Relations & Referral Development

• Develop and maintain relationships with professional referral sources, including healthcare providers, rehabilitation centers, senior service organizations, real estate professionals, and other community partners.
• Identify and establish new referral partnerships to generate qualified leads and support occupancy goals.
• Conduct regular in-person visits with referral partners to strengthen relationships and promote the community.
• Establish and maintain a consistent outreach schedule to increase community visibility.
• Serve as a knowledgeable resource for professionals assisting older adults with independent living options.

Community Outreach & Networking

• Spend the majority of working hours outside the community conducting professional outreach and business development activities.
• Represent the community at networking events, professional meetings, senior expos, and local community events.
• Identify opportunities to develop partnerships with local businesses and organizations.
• Coordinate and participate in outreach events and referral partner engagement opportunities.
• Promote awareness of the community's independent living lifestyle, amenities, and services.

Lead Generation, Sales & Occupancy Support

• Generate qualified prospective resident leads through professional outreach, networking, and referral partnerships.
• Collaborate with the Executive Director and community team to support occupancy and move-in goals.
• Assist with community tours, prospective resident appointments, and follow-up activities as needed.
• Support the sales process by helping prospective residents and families understand the benefits of independent living.
• Assist with coordinating move-ins and maintaining positive relationships throughout the resident decision-making process.
• Track referral activity, prospective resident leads, and outreach efforts within the community's CRM system.
• Participate in sales meetings and provide updates on referral development, lead generation, and occupancy opportunities.

Skills

• Demonstrated sales closing skills with a consistent record of high occupancy results.
• Collaborative team player able to establish effective working relationships with team members.
• Demonstrated experience in promoting a high level of customer service and hospitality towards and among all residents, associates, and visitors.
• Self-motivated to accomplish goals with a strong sense of accountability for results. * Possess an appreciation of seniors and an understanding of the aging process.
• Must possess a general knowledge of laws and restrictions regarding Independent Living (where applicable), as well as a solid understanding of opportunities and limits of other levels of care within senior living.
• Strong leadership and coaching skills with a record of successfully managing and motivating others.
• Excellent communication and interpersonal skills to effectively collaborate with internal and external stakeholders.
• Results-oriented mindset with a focus on achieving sales targets and driving revenue growth.
• Strong analytical and problem-solving abilities to identify sales opportunities and develop effective strategies.
• Proven ability to build and maintain relationships with clients, partners, and stakeholders.

Supervisory Requirements

This position may have supervisory responsibilities that will be given at the discretion of the Executive Director.

Qualification

Education and/or Experience

• Bachelor's degree in business administration, marketing, or a related field or combination of education and experience preferred.
• Proven experience as a director of sales or in a similar role, preferably in the same industry or related field.
• Demonstrated sales closing skills with a consistent record of high occupancy results.

Language Skills

• Ability to read technical procedures.
• Ability to read and comprehend policy and procedure manuals.
• Ability to effectively present information and respond to questions from managers, coworkers, and families.
• Demonstrated experience in promoting a high level of customer service and hospitality towards and among all residents, associates, and visitors.
• Demonstrated communication excellence, verbally and in writing, comfortable presenting to large groups.

Mathematical Skills

Ability to apply concepts such as fractions, percentages, ratios and proportions to practical situations. Familiarity with sales performance metrics.

Reasoning Ability

• Ability to solve practical problems. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.
• Certificates, Licenses, Registrations
• Not Required.

Physical Demands

To excel in this role, it is crucial for the employee to be prepared for the possibility of working with residents who may exhibit disruptive behavior, including verbal or physical contact issues. While performing job duties, the employee will routinely engage in activities such as sitting, standing, walking, using hands to handle and feel, reaching with hands and arms, talking, and hearing. Additionally, there may be occasional requirements for crouching and lifting items weighing up to 50lbs. The employee's specific vision abilities should encompass the capacity to see both near and far distances.

Additional Information

• Note: Nothing in this job specification restricts management's right to assign or reassign duties and responsibilities to this job at any time.
• Critical features of this job are described under various headings above.
• The above statements are strictly intended to describe the general nature and level of the work being performed.
• They are not intended to be construed as a complete list of all responsibilities, duties, and skills required of employees in this position.