Director of Sales Job Listing at Discovery Senior Living in Gainesville, FL (Job ID 912337)

Description

About Discovery Management Group 

Discovery Management Group is part of the Discovery Senior Living family of companies, a recognized industry leader for performance, innovation and lifestyle customization that today, ranks among the 2 largest U.S. senior living operators. Discovery Management Group specializes in managing and enhancing senior living communities across the United States. With a focus on innovation, operational excellence, and lifestyle personalization, Discovery Management Group plays a vital role in serving more than 6500 residents nationwide. 

The purpose of the Lifestyle Director (LD)is to lead the sales system execution by the team and connect with prospective residents through multi-communication platforms, including face to face, virtually, over the phone, email and/or text messaging, to motivate and inspire prospective residents to engage with the Choregraph community for the purpose of moving in.  The Lifestyle Director, directly and through the sales team, contacts new inquiries, follow ups on existing inquiries and generate sales inquiries with the goal of converting these leads to move ins.  The performance of the Lifestyle Director is measured in multiple ways, including sales conversions, revenue optimization, move ins and average daily occupancy.   This position reports to the Executive Director.

Responsibilities:

• Manage Lifestyle Counselors (LC) and Lifestyle Advisor (LA).
• Addresses sales performance by developing reward systems for desired performance and accountability systems for under performance.
• Tracks weekly sales performance, including review of Hot leads, sales activities, past due activities, critical success factors, and sales conversion ratios
• In conjunction with the Executive Director, monitors sales forecast and reviews individual activity with each Sales Team Member daily.
• Develops and executes tactics to reach sales goals.
• Provides leadership and motivation to the sales staff through training and positive reinforcement.
• Works directly with DSL Home Office Sales Leadership on sales performance, and provides input and suggestions for improvement
• Establishes and progresses relationships in the local community for the purpose of promoting brand awareness of Choregraph, generating exposure to local attractions  and generating sales leads.

Sales

• Engages with inquiries and uses selling tactics to convert leads into move ins
• Builds prospect relationships by advancing the lead through the sales process and gaining customer commitment.
• Responsible for managing the sales forecasting with daily and weekly updates and communicating to all stakeholders.
• Conducts weekly sales strategy and advisory meetings with the Executive Director and Home Office leadership as needed
• Works with executive and marketing teams in developing marketing goals and strategies
• Ensures data integrity by reviewing leads, monitoring entries of all sales activities using a CRM.
• Pulls management reports on sales activities, leads, move ins, conversions, and critical success factors
• Plans and executes lead generation, lead conversion and professional events both onsite and offsite.
• Meets or exceeds predetermined monthly sales goals.

Market Conditions

• Conducts quarterly market research for both established and upcoming living options, ranking and analysis and accurately reports data on the tracking form by the due date
• Prepare generals market analysis and develop methodologies for tracking prospective residents and referral sources
• Understands competitive opportunities and threats and presents strategic alternatives to combat these to the Executive Director and Home Office Sales Leadership
• Demonstrates an expansive knowledge of the market demographics, competitors, and complimentary partners in the primary market area.
• Creates tactics to improve the positioning of the community within the senior living landscape market in their area
• Leads local efforts to enhance the brand through the collaboration with the home office marketing and sales leadership

Revenue Optimization

• Achieves predetermined monthly sales and revenue goals.
• Execute the Revenue Optimization program leveraging multiple revenue drivers (pricing, inventory, services, incentives, etc.) that drives net revenue.
• Analyze and interpret information to make recommendations on business operations.
• Provide expert advice to both customers and internal partners.

Community Relations Development

• Generates leads and move-ins from professional referral sources through direct contact, professional events and attending local professional organization meetings
• Plans and executes monthly presentations to professional referral sources.
• Leads monthly community relations development meetings both onsite and offsite.
• Tracks all contacts, organization, and referral sources in the CRM.

Resident Move-In Process

• Reviews and manages the Move-In Packet with the resident and/or family utilizing community resources
• Oversees and manages the move-in process for all new residents
• Completes all items on the Red Carpet Move In list

Leadership Development

• Keeps abreast of professional developments in the lifestyle space (Work, Play, Live) by reading articles, attending conferences, and connecting with other professionals.
• Dedicates appropriate self-development time to further industry knowledge, skills and abilities 

Supervisory Responsibilites: 

Directly supervises employees in teh Sales department.  Fulfills supervisory responsibilities in accordance with the organization's policies and applicable laws. Responsibilities include interviewing, hiring and ongoing traning/development of sales team members.  Key leadership responsibilities are planning, assigning and directing work, completing ongoing appraising and assessment of performance. 

Qualifications: 

• Bachelor's degree in Business /Marketing or related field preferred.
• Minimum three years in direct B2C sales – multifamily, rentals or senior living setting preferred
• Minimum two years in a sales management/leadership role
• Proficient in Microsoft Office (Word, Excel, Outlook, Power Point)
• Experience working with sales CRM systems, tracking inquiries and sales activities
• Travel to professional referral sources, regional sales meetings quarterly and annual sales conference. 

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