Area Director of Sales

Job Description

Job Description

TerraBella Senior Living is the proud operator of more than 30 plus, amenity-, care- and lifestyle-focused communities located throughout the Carolinas, Virginia, Kentucky, Georgia, and Tennessee. TerraBella communities together account for more than 2200 units and span a full spectrum of senior living and care options, including Active Independent Living, Assisted Living, Memory Care, and available, short-term Respite Care.

TerraBella Senior Living is hiring an Area Sales Manager.

The Area Sales Manager (ASM) reports to the Regional Director of Sales to lead the sales efforts in an assigned territory engaging directly with Executive Directors, Senior Lifestyle Counselors and Senior Lifestyle Coordinators. This position focuses on the productivity of the community sales teams and census building. The ASM supports the RDS in planning, sales reporting, goal setting, sales process optimization, event planning, sales & CRM training, and sales program implementation. The ASM directly supports the RDS to increase the effectiveness and performance of the sales team. The ASM role does not manage the SLCs directly but uses influential leadership in partnering with the Executive Director at each community to maximize the productivity of the community sales teams.

Responsibilities:

• Overall responsibility to achieve sales move-in and occupancy budgeted plan for each community.
• Maintains knowledge of daily census reporting for all communities; supports the weekly and accurate tracks reporting of sales activities, conversion ratios for SLCs as well as the reporting of Critical Success Factors.
• Reports on all activities and results to the RDS weekly as well as reviewing reports with EDs and SLCs on a regular basis and during every community visit.
• Coaches, trains, and assists with the management of the Senior Lifestyle Counselors (SLC), Coordinators and associated sales Coaches for improved performance as necessary to achieve goals.
• Motivates the sales staff (SLCs) through effective leadership and positive reinforcement to enhance our culture and improve employee retention.
• Provides input in the Interviewing and screenings of SLC candidates to ensure those hired meet success criteria and standards for the role.
• Performs community site visit audits and assessment of all sales processes; keeps the SLCs and coordinator sales process manuals up to date and accurate.
• Demonstrates proficiency in all aspects of the CRM system and be able to train SLCs and marketing coordinators.
• Maintains accurate competition reports for each community and has a complete knowledge of market conditions and competition, as to advise DSL leadership on changing conditions; displays understanding of the organizations “value pricing” program to provide the correct sales talking points.
• Educates all new and existing SLCs and Coordinators to the standards of the SLC role and ensures ongoing compliance.
• Visits communities in their assigned area as scheduled by the RDS.
• Assists sales team with implementation at community level with sales and marketing programs/strategies.
• Leads Weekly Sales Calls with the RDS to review of sales board & weekly sales activity at each community.
• Collaborates with the Sales Training & Development Director to ensure proper knowledge and ability in Vitals, sales board, and sales processes.
• In accordance with the RDS, ensures compliance that all quarterly competitive analysis plans from SLCs are kept up to date and
• Other duties as assigned by RDS

Qualifications:

• Bachelor’s degree in Business Administration, Public Relations/Communications, Marketing or related field
• Three years selling in a senior living environment.
• Sales experience in multi-community/regional role a plus.

Benefits:

In addition to a rewarding career and competitive salary, TerraBella offers a comprehensive benefit package.

Eligible team members are offered a comprehensive benefit package including medical, dental, vision, life and disability insurances, paid time off and paid holidays. Team members are eligible to participate in our outstanding 401(k) plan with company match our Employee Assistance Program and accident insurance policies.

EOE D/V