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Director of Community Relations

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Description

JOB TITLE: Director of Community Relations
DEPARTMENT: Sales
SUPERVISOR: Executive Director
GENERAL PURPOSE:
The Director of Community Relations (DCR) is responsible for overseeing and supervising the sales and marketing operations for the community. The DCR is delegated significant and discretionary powers for the marketing and sales planning and execution for the community. Individuals are expected to customarily and regularly exercise discretion and independent judgment in administering the business affairs of their community that relate to marketing and sales. The DCR takes the lead in assessing the local market and developing a marketing plan tailored to the particular geographic region in which the community is located and will be able to sell the community by advancing leads through the sales process with the objective of reaching and maintaining budgeted occupancy and revenue goals. The DCR provides ongoing coaching, training, and support to the sales team at the community and is responsible for ensuring all processes related to sales and marketing are running efficiently.
Montessori:
As a Montessori-Inspired Living community, our employees will treat all with dignity, equality, and respect. Our Employees will follow the Lifestyle Pledge and Principals daily.
QUALIFICATIONS:
College Degree preferred
Successful marketing and sales experience
Two (2) year supervisory and management experience including hiring staff, coaching, performance management daily operations supervision, discipline and counseling
Ability to handle multiple priorities
Ability to delegate assignments to the appropriate individuals based on their skills, roles and interests
Planning and negotiating skills
Possess written and verbal skills for effective communication and the ability to facilitate small group presentations
Competent in organizational, time management skills
Demonstrates good judgment, problem solving and decision making skills
Demonstration of proficiency in computer skills, Microsoft Office (Windows, Outlook, Excel)
Ability to work weekends, evenings and flexible hours, available for our customers at peak service delivery days and times.
Required Licenses: Valid driver's license preferred.
Essential Duties: Marketing and Sales
Studies the market and creates a dynamic, successful Marketing Plan
Develops the marketing and sales budget
Uses discretion and independent judgment in identifying referral sources and how much time to devote to particular marketing strategies
Develops strategy for each prospect from initial inquiry through the final decision
Plans each customer interaction
Maintains a thorough working proficiency of Customer Relationship Management (CRM) lead tracking database and documents all interactions with prospective residents, families, and professionals
Monitors effective CRM usage by the team
Builds customer focused relationships by advancing the opportunity through the sales process and gaining customer commitment
Provides sales leadership by ensuring that all team members in the community understand that sales is everyone's responsibility and are knowledgeable and trained in their role of Marketing and Sales
Conducts weekly strategy and advisory meetings with the Executive Director
Sets clear expectations for sales team; coaches and provides regular, documented, feedback on performance
Essential Duties: Driving Revenue
Strives to meet or exceed targeted occupancy and sales
Leverages multiple revenue drivers (pricing, inventory, services, etc.) that drive the top line
Essential Duties: External Business Development
Generates referrals and move-ins from targeted referral sources
Identifies referral sources through site specific research
Plans call objectives and ensures all members of the sales team do the same
Plans and executes monthly presentations to professional referral sources
Leads monthly Referral Development Committee meetings
Coaches the sales team and helps develop their external business development skills
Essential Duties: Marketing Strategy
Creates and updates Quarterly Marketing Plan
Implements Marketing Plan and delegates duties to the sales team
Reviews the Sales and Marketing Plan weekly at required ED/DOS meeting
Conducts bi-annual competitive market research ranking and analysis and accurately reports data on the competitor tracking form
Understands competitive opportunities and threats and presents strategic alternatives to combat these to the Executive Director and Regional Director of Sales
Demonstrates a strong understanding of the senior care market and especially the local competitive environment
Demonstrates a thorough knowledge of each neighborhood and type of care offered at the community and is able to fill in for any Director of Sales position as needed
ORGANIZATIONAL EXPECTATIONS:
Compliance: Understands and adheres to facilities' compliance plan and code of conduct. Respects confidentiality at all times; follows HIPAA guidelines for disclosing information. Adhere to facility, department, corporate, personnel and standard policies and procedures. Treats all residents, visitors, and co-workers with dignity and respect. Always appears professional. Wears name badge at all times. Adheres to uniform standards if applicable. Teamwork: Takes initiative to help the team, is flexible when asked to assist in other areas. Consistently demonstrates positive and affirming behaviors even when addressing conflict or stressful situations. Demonstrates concern for overall team and understands how actions affect others. Shows a positive attitude and contributes to maintaining an enjoyable and productive work environment. Does not engage in any unfavorable behaviors such as rumors, inappropriate conversations, etc. Customer Service: Assumes responsibility for maintaining a clean, safe environment. Demonstrates knowledge of the facility and services provided. Greets everyone in a positive manner and demonstrates sensitivity to each individuals' needs. Answers telephone appropriate to department guidelines and avoids excessive transfers. Provides superior customer service while never crossing therapeutic boundaries. Demonstrates ability to listen to problematic issues in a non-defensive manner. Accountability: Adheres to attendance requirements. Utilizes correct procedure for taking time off. Attends departmental and staff meetings as required. Is accountable and shows pride in work; strives to do more than the minimum required. Shows initiative and completes work in a timely and accurate manner. Acknowledges mistakes and demonstrates willingness to learn and correct them. Demonstrates passion and hustle in all work.
Physical, Mental, and Special Demands:
Ability to sit and stand (at least two-thirds of the shift) and walk (possibly one-third of the shift). Ability to reach above, or below waist height, kneel, bend, stoop, turn, and twist (occasionally to frequently). Visual ability to read charts, treatment plans, financial documents, computer screen and typewritten materials. Ability to frequently push/pull wheeled carts to 100 pounds. Ability to frequently lift and carry 10 lbs.; occasionally 20 to 50 lbs. Ability to work in an environment where chemicals are frequently used for cleaning, where medical and electrical hazards may be present and where dust, mist and steam are frequently generated. Ability to respond to exposure to blood and body fluids. Ability to work at a rapid pace and perform a variety of repetitive and competing tasks under occasionally stressful conditions. Machines, Tools, Equipment, and Other Work Aides: Telephone and paging systems. Copy machine. Computer and various software packages. Calculator/10-Key. Facsimile machine. Postage machine. Policies, procedures, plans and program manuals.