Director of Sales

TerraBella Senior Living offers a full range of lifestyle and care options for residents and families, including Active Independent Living, Assisted Living, Memory Care, and short‑term Respite. The organization is one of the largest senior living communities in America, committed to fostering a vibrant workplace. Location TerraBella Hillsborough Compensation Annual base and bonus earning potential up to $100,000. Position Summary The Director of Sales (DOS) manages the sales operations of the community, focusing on engaging prospective residents through various communication platforms to inspire them to move into the community. The DOS converts leads into move‑ins, monitors occupancy targets, and leverages industry trends and local competitor insights to drive success. Performance is measured by sales conversions, revenue optimization, move‑ins, and average daily occupancy. Responsibilities Sales Interact with all leads from advertising, public relations, referrals, or personal contacts and convert them into residents using professional selling skills and the sales process. Build customer‑focused relationships by advancing leads through the sales process and securing customer commitment. Execute all facets of the Sales Playbook, including discovery, objection handling, and closing techniques to meet occupancy and net revenue targets. Manage sales tracking reports, provide daily updates, and report all activities to the Executive Director. Conduct weekly strategy and advisory meetings with the Executive Director. Communicate sales results to key stakeholders at least once a week. Consistently conduct on‑site walk‑throughs of the community to ensure the tour path and model rooms are ready for company visits. Plan and execute local sales events to generate and convert leads. Pull management reports on sales activities, leads, move‑ins, conversions, and critical success factors. Track leads, maintain accurate records of all leads and prospects, and log all sales activities using a CRM. Collaborate with the Executive Director and marketing teams to develop tactics that achieve lead goals. Market Conditions Conduct quarterly competitive market research, including established and new communities, product ranking and analysis, and accurately report data into the competitive market analysis tool. Prepare general market analysis and develop methodologies for tracking prospective residents and referral sources. Identify competitive opportunities and threats and present strategic alternatives to the Executive Director and Regional Sales Leadership. Demonstrate a strong understanding of the senior living industry and local market conditions. Revenue Optimization Strive to meet predetermined monthly sales goals. Determine which revenue drivers to utilize, including pricing, incentives, and inventory management, to optimize net revenue and achieve budget. Use selling skills with prospective residents to achieve everyday‑matters revenue optimization. Analyze and interpret sales metrics to make recommendations on business operations that improve community NOI. Provide expert advice to both prospective residents and internal/external business partners. External Business Development Identify and develop an effective network of non‑paid referral sources to generate leads and move‑ins. Plan and execute monthly presentations to professional referral sources. Lead monthly referral development meetings with the Executive Director and appropriate executive team members to utilize community resources and expand the referral network. Document all networking and professional referral sources in the CRM. Resident Move‑In Process Review and facilitate the Move‑In Packet with the resident and/or family. Coordinate the Resident Assessment with the clinical team. Oversee and manage the move‑in process to ensure a smooth transition into the community. Ensure all state‑mandated paperwork and forms are completed on or before the move‑in date by the family and/or resident. Coordinate with the Executive Director, Board of Managers, and Director of Housing and Welfare the resident’s administrative files to ensure full preparedness per state regulatory requirements, so lease signing occurs on the scheduled date without delays. Leadership and Development Stay abreast of professional development in the field through reading, conferences, and training sessions. Act professionally and honestly in representing the community’s senior living concept. Actively participate in all community leadership meetings and functions. Perform other duties as assigned. Qualifications Bachelor’s degree in marketing, business, public relations, or related field preferred. Two years of marketing/sales experience in a senior living setting preferred. Proficiency in Microsoft Office (Word, Excel, Outlook, PowerPoint). Experience working with a sales CRM system, tracking leads and sales activities. Benefits For eligible employees, we offer a comprehensive benefits package that includes competitive pay, medical, dental, vision, life, and disability insurance, paid time off and holidays, a 401(k) with employer match, paid training and career growth opportunities, wellness‑related benefits, and support through an Employee Assistance Program. Equal Opportunity Employer We are proud to be an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all team members. EOE D/V. Job Code

JOB CODE: 1007005