Sales Director

Sales Director

General Purpose:

This position is responsible for improving upon and/or maintaining the occupancy level and revenue production of the community in accordance with marketing and business plans. The Sales Counselor manages the sales process and completes all activities required for sale. In addition, this position is responsible for representing Judson and contributing to the creative and promotional ideas that are an integral part of the strategic marketing and sales plan.

This position works collaboratively with other Sales Counselors in the organization, the Marketing team, and community operations teams to reach desired goals.

Judson Core Values:

This position requires incumbents to exhibit the skills necessary to represent and support Judson’s Core Values: Respectfulness; Empowerment; Communication; Integrity; Teamwork; and Excellence.

Essential Duties and Responsibilities:

• Maintains and/or improves upon the occupancy level of the community in accordance with marketing and business plans.
• Utilizes established sales processes, systems, and forms for sales to perform job duties, track information, compile data and reports, and achieve desired community occupancy/membership goals.
• Manages sales process by assisting prospective residents, their family members, and/or advisors in the decision making process by understanding their needs and desires to align them with community programs, services, and real-estate.
• Responds promptly to every telephone call, email, and internet or in-person inquiry.
• Completes weekly follow-up calls, tours, home visits, and email or mail correspondence to meet customer needs and progress relationships effectively.
• Utilizes consultative sales approach and creates tailored experiences of Judson’s communities, services, and programs for each customer.
• Coordinates and completes all activities needed for a sale and converts deposits into move-ins, including but not limited to, visiting the prospect’s home or other locations to conduct home visits, sales presentations or ensure that the required forms are completed by the prospect, his/her physician and family prior to move-in.
• Process applications for residency; in collaboration with operations team, prepare health and financial assessment and present prospective residents to Admissions Committee.
• Communicates to community operations team, corporate operations, and Vice President of Sales & Marketing status of all prospective move-ins.
• Effectively manages community inventory and model units to identify opportunities to improve salability and first impressions.
• Represents the community at marketing events.
• Collaborate with Director of Marketing & Community Partnerships to research, plan, and coordinate community events.
• Follows up and executes sales process with all leads from events.
• Maintains working knowledge of lead management system and uses it to maximize sales effectiveness.
• Inputs all sales activities in a timely manner and according to Judson standards.
• Works effectively and positively with Sales Counselor team to alternate lead distribution, ensure sales coverage, and provide impressive customer service to prospects.
• Participate in community daily Line-Up Meetings to communicate about move-ins and prospects, engage the team in prospect community experiences, and generate enthusiasm for occupancy goals/accomplishments.
• Attend sales meetings and lead review meetings to report on work of the past week, plan ahead, and discuss issues of importance.
• Maintain knowledge of area Senior Living Market and alternatives available to prospective residents.
• Maintain a professional manner in attitude and dress while representing Judson.
• Promote and maintain good working relationships and communications with applicants, future residents, residents, co-workers, board members, and corporate representatives.
• Meets occasional need for flexible hours driven by inquiries, prospect’s schedule, events, or work functions (early mornings, weekends, and evenings).
• Maintains a record of acceptable attendance and punctuality.
• Observes all company rules and safety procedures.
• Other duties as assigned.

Minimum Qualifications, Education and Certifications:

• Associate’s Degree or equivalent in psychology, business, communications, marketing or related field is required
• Proficiency in Microsoft Office Suite and experience working in web based programs/databases required.
• Reliable car transportation with insurance, plus a valid driver’s license required.
• Bachelor’s Degree preferred.
• Minimum of two years with a proven sales track record, progressive experience in real-estate or health care preferred.
• Experience selling or promoting senior residential and health care services is highly preferred.

Physical Requirements:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job:

Physical demands may include kneeling, climbing ladders, reaching, pushing, manipulating, talking, hearing, standing sitting, and speaking on the telephone for extended periods, crouching, stooping, walking, lifting up to 20 lbs. and repetitive motion.

Working Conditions:

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job:

Office environment with some time spent in field.