Area Director of Sales

Job Description

Job Description

Area Director of Sales

American Healthcare Management Group | Multi-Community Field Role

Reports To

Executive Vice President  

Direct Reports

Directors of Sales & Marketing (DSMs) across assigned communities

Location / Travel

Travel requirement 80%; Preferred states: FL, GA, SC, NC

FLSA Status

Exempt

Position Summary

The Area Director of Sales will hold AHMG communities accountable to a consistent, disciplined sales process and to accelerate occupancy growth across a defined portfolio of communities. This role it multiplies the effectiveness of the Director of Sales & Marketing (DSM) through coaching, accountability, and standardization, while giving ownership and executive leadership a single point of visibility into pipeline health, sales execution, and occupancy trajectory across every assigned community.

This position is built for a portfolio of communities currently in, or emerging from, active lease-up, where occupancy is being tracked against defined financial covenants. The Area Director of Sales is the connective tissue between community-level sales execution and portfolio-level financial accountability, ensuring the AHMG Sales Playbook is not just a document but a living operating rhythm at every community.

The role reports to the Executive Vice President and carries dotted-line accountability to each community's Executive Director for on-site sales performance.

Key Areas of Accountability

• Occupancy & Revenue Performance: Own the portfolio-wide occupancy growth plan; track each community against budgeted census, move-in targets, and PE covenant milestones; escalate at-risk communities early. Accountability is the key to success.
• DSM Coaching & Development: Run structured 1:1s, ride-along, and tour observations with each community's DSM; own onboarding for new DSM hires using the standardized 30/60/90-day onboarding framework; build a bench of promotable sales talent.
• Sales Process & CRM Standards: Enforce consistent use of the sales process and CRM compliance standards in Welcome Home across every community.
• Outreach Strategy Oversight: Audit each DSM's weekly outreach cadence (50 contacts/week standard), lead-source mix (Digital/Print, Outreach, Aggregators), and community event calendar (3 events/month minimum) for consistency and ROI.
• Data & Reporting: Deliver a recurring portfolio scorecard to ownership and executive leadership — occupancy, tour-to-deposit conversion, net sales per community, pipeline aging, and lost-lead trends.
• Cross-Functional Partnership: Partner with each Executive Director, Director of Healthcare, and department leader to keep the full community team engaged in the sales process, consistent with AHMG's team-based selling philosophy.
• Competitive Intelligence: Ensure each community maintains a current competitive market study (rates, occupancy, specials within a 5–10-mile radius) on a quarterly basis.
• Culture Driver: Area Director of Sales is expected to model AHMG's servant-hearted leadership philosophy while developing sales teams that prioritize relationships, resident experience, and ethical sales practices. 

Cadence

Regional Director of Sales — Accountability Focus

Daily

Review CRM activity across all assigned communities; flag stalled leads, missed follow-ups, or tour no-shows for same-day DSM coaching.

Weekly

1:1 pipeline review with each DSM; verify 50+ outreach contacts and tour volume benchmarks are on pace; spot-check CRM hygiene in Welcome Home.

Monthly

On-site visit to each community (rotating); review budgeted census attainment vs. actual; audit event calendar compliance (3 events/month standard); present portfolio scorecard to Executive Vice President

Quarterly

Lead competitive market study rollups across the portfolio; conduct formal DSM performance reviews; refresh territory prospecting and lead-source strategy with each community.

Key Performance Indicators

• Portfolio-wide occupancy attainment vs. budgeted census and PE covenant milestones
• Net sales per community per month (AHMG benchmark:  NET 3–4)
• Tours per community per month (AHMG benchmark: 20) and tour-to-deposit conversion rate (benchmark: 30–35%)
• DSM ramp time to full productivity following the 30/60/90-day onboarding plan
• CRM data integrity and pipeline hygiene across all assigned communities
• Outreach consistency: 50 contacts/week sustained per DSM, with a balanced Community Leadership / Usual Suspects mix

This is a field-based role requiring regular travel to each assigned community, including overnight travel where geography requires it. Onsite travel will be in the range of 80% of working time, concentrated around monthly on-site visits, DSM ride-along, new-hire onboarding support, and executive/ownership reviews. This role is subject to expansion with portfolio growth and strong performance.

Qualifications

• 5+ years of senior living sales leadership experience, including demonstrated success driving occupancy during lease-up
• This role suits an energetic, highly organized leader who enjoys working in the field, building relationships across multiple communities, and thrives in a fast-paced, travel-intensive environment.
• Prior experience managing, coaching, or supporting multiple DSMs or sales teams strongly preferred
• Working knowledge of senior living CRM systems; Welcome Home experience a plus
• Valid driver's license and ability to travel independently across the assigned portfolio
• Bachelor's degree preferred; equivalent industry experience will be considered