Director of Sales/Marketing

Sona Senior Living
Front Royal, VA
Nov 19, 2022
Nov 27, 2022
Full Time
*JOB SUMMARY*The Director of Sales and Marketing is responsible for achieving maximum occupancy and revenue for the community by attracting qualified prospects to the community and converting those prospects into residents.The Director of Sales and Marketing reports to the Executive Director.Works closely with: Other Department Managers and Corporate VP of Sales/Marketing.Interfaces with: Potential residents and their family and friends, Community Department Heads, corporate marketing staff, 3rdparty lead representatives, all associates, and the general public.*ESSENTIAL FUNCTIONS**Customer Relations** Identifies the key decision-makers and communicates with and involves all individuals involved in making the decision.* Interacts with others by developing and maintaining rapport, demonstrating interpersonal sensitivity toward others to establish a relationship and continue the sales process.* Identifies and anticipates customer's needs, eliciting ideas, feelings, and perceptions from others. Probes to identify the needs and goals of potential customers, including home visitations to better understand potential customer's personal needs to ensure such needs can be met.* Recommends solutions that match customer needs, overcoming objections by demonstrating benefits to customers, and negotiating a mutually beneficial outcome.*CRM & Reporting** Proficient use of the CRM for lead management as well as organized contact lists for outreach.* Ensures all qualified leads are entered into CRM on the day they are qualified.* Assures that the CRM is updated daily with most current lead information as well as next steps for each lead.* Assures that leads are responded to ASAP in a professional and welcoming tone.* Develops a current sales/marketing plan that is updated on quarterly.* Maintains a current 6-month competitor analysis.* Assure that sales/marketing reports are timely, accurate and complete.* Creating and maintaining a lead base of qualified candidates.* Telemarketing to lead base and handling all lead inquiry calls to schedule appointments.* Assures that "active"A' leads are contacted at least monthly.* Completing all documentation for closing sales.* Gathers competitive market analysis data and maintains a detailed competitor comparative analysis (including rates, apartment sizes, services, and amenities).*Sales Strategy** Identifies and develops professional referral sources.* Schedules and promotes lead-generating events.* Encourages resident referral leads which are significant proportion of new leads generated.* Analyzes the strengths and weaknesses of the community compared to competitors and develops appropriate action steps to effectively sell against the competition.* Develops outreach activities that produce viable new leads and proactively identifies and pursues publicity opportunities.* Maintains or grows occupancy to maximum levels.* Conducting tours of the community and closing sales.* Assures that monthly fee increases on turnover units are managed to maximize revenue, while minimizing lost revenue days due to unoccupied units. Rental allowances are minimized and stay within budget guidelines.* Assures that appointment goals are constantly met.* Meets occupancy, sales, and move-in projections and assures that move-ins occur within 60 days.* Analyzes the strengths and weaknesses of the community compared to competitors and develops appropriate action steps to effectively sell against the competition.*Communication** Presents the company in a positive and professional manner.* Presents self in a positive and professional manner.* All written communication with prospects, families, and team members must be professional and organized.* Interacts with residents, families, visitors, and community personnel.* Transition new leases to Operations to ensure seamless move ins. Complete admissions contracts and review with Executive Director, then secure responsible party signature and present agreement to Executive Director for signature* Conducts weekly sales and marketing meetings to discuss leads and outreach.* Puts customer service first. Ensures that customers and families receive the highest quality of service in a caring and compassionate atmosphere and recognizes individuals' needs and rights.* Assures that all back up sales staff have been trained in the fundamentals of selling.* Works collaboratively with department heads to emphasize operations' role in sales and marketing.* Meets and greets visitors and tours prospects.* Works collaboratively with department heads to emphasize the team's role in sales and participation in community meetings and events.*Computer Skills** Proficient with Microsoft Office.* Excellent use of the CRM (Yardi).*Community Appearance** Ensures that the building shows a positive first impression.* Ensures model suites are well appointed, clean, and neat.* Works with Executive Director to resolve any community presentation issues.*Other Responsibilities** Maintain flexible work schedule to be available to work evenings and weekends if necessary.* Ensures adequate supply of marketing materials* Performs all other duties as requested.*Disclaimer: *The above is intended to describe the general content of and requirements for the performance of this job. It is not to be construed as an exhaustive statement of duties, responsibilities, or requirements.I /_/_/_/_/_/_/_/_/_/_/_/_/_/_/_/_/_/_/_/_/_/_/_/_/_/_/_/_/_/_ have read this job description and understand the duties and responsibilities of the position of Director of Community Relations I further understand that it is my responsibility to perform my duties consistent with the highest standards of Sona Senior Living./_/_/_/_/_/_/_/_/_/_/_/_/_/_/_/_/_/_/_/_/_/_/_/_/_/_/_/_/_/_/_/_ /_/_/_/_/_/_/_/_/_/_/_/_/_/_/_Employee Signature Date/_/_/_/_/_/_/_/_/_/_/_/_/_/_/_/_/_/_/_/_/_/_/_/_/_/_/_/_/_/_/_/_ /_/_/_/_/_/_/_/_/_/_/_/_/_/_/_Executive Director's Signature DateJob Type: Full-timePay: $40,000.00 - $50,000.00 per yearSchedule:* Monday to Friday* Weekend availabilitySupplemental pay types:* Bonus pay* Commission pay* Monthly bonusAbility to commute/relocate:* Front Royal, VA 22630: Reliably commute or planning to relocate before starting work (Required)Willingness to travel:* 25% (Preferred)Work Location: One location