Director of Sales

TerraBella Senior Living proudly serves thousands of residents and families offering a full range of lifestyle and care options including Active Independent Living, Assisted Living, Memory Care, and short‑term Respite. TerraBella fosters communities where residents and team members thrive. TerraBella Fayetteville Position Summary The Director of Sales (DOS) manages the sales operations of the community. The focus of the DOS is connecting with prospective residents through multi‑communication platforms to inspire prospective residents to move into the community. The DOS connects with new inquiries and existing inquiries with the goal of converting these leads to move‑ins to achieve occupancy targets. Utilizing industry trends, and knowledge of local competitors to create successful sales tactics, the success of the DOS is measured in multiple ways, including sales conversions, revenue optimisation, move‑ins, and average daily occupancy. Responsibilities Sales Interacts with all leads provided through multiple channels including advertising, public relations, referral, or personal contact and convert those leads into residents of the community using professional selling skills and our sales process. Builds customer‑focused relationships by advancing the lead through the sales process and gaining customer commitment. Executes all facets of the Sales Playbook (Sales System) including proper discovery, overcoming objections, and closing techniques to achieve budgeted occupancy and net revenue. Manages the sales tracking reports and provides daily updates and conveys all activities to the Executive Director. Conducts weekly strategy and advisory meetings with the Executive Director. Communicates sales results to key stakeholders a minimum of one week. Consistently conducts on‑site walk throughs of the community to ensure the tour path and model rooms are ready for company. Plans and executes local sales events to generate and convert leads. Pulls management reports on sales activities, leads, move‑ins, conversions, and critical success factors. Tracks leads, keeping accurate records on all leads and prospects and all sales activities using a CRM. Collaborates with the Executive Director and marketing teams in developing marketing tactics to achieve lead goals. Market Conditions Conducts quarterly competitive market research including established communities and new/upcoming communities, product ranking and analysis and accurately reports data into the competitive market analysis tool. Prepares general market analysis and develops methodologies for tracking prospective residents and referral sources. Identifies competitive opportunities and threats and presents strategic alternatives to the Executive Director and Regional Sales Leadership. Demonstrates a strong understanding of the senior living industry and local market conditions. Revenue Optimization Strives to meet predetermined monthly sales goals. Determines which revenue drivers to utilise, including pricing, incentives, inventory management, to optimise net revenue and achieve budget. Uses selling skills with prospective residents to achieve everyday matters revenue optimisation. Analyzes and interprets sales metrics to make recommendations on business operations to improve community NOI. Provides expert advice to both prospective residents and both internal and external business partners. External Business Development Identifies and develops an effective network of non‑paid referral sources to generate leads and move‑ins. Plans and executes monthly presentations to professional referral sources. Leads monthly referral development meetings with the Executive Director and appropriate executive team members for the purpose of utilising all community resources to expand the referral network. Properly documents all networking and professional referral sources in the CRM. Resident Move‑In Process Reviews and facilitates the Move‑In Packet with the resident and/or family. Facilitates and coordinates the Resident Assessment with the clinical team. Oversees and manages the move‑in process to ensure a smooth transition into the community. Ensures all state‑mandated paperwork and forms are completed on or before the move‑in date by the family and/or resident. Coordinates with the Executive Director, Board of Management and Development Team the resident’s administrative files to ensure it is fully prepared according to state‑specific regulatory requirements, so lease signing is on the scheduled date without delays. Leadership and Development Keeps abreast of professional development in the field by reading, attending conferences and training sessions. Always acts professionally and honestly in the representation of the community concept of senior living. Actively participates in all community leadership meetings and functions. Other duties as assigned. Qualifications Bachelor’s degree in marketing, business, public relations, or related field preferred. Two years in marketing/sales in a senior living setting preferred. Proficient in Microsoft Office (Word, Excel, Outlook, PowerPoint). Experience working with sales CRM systems, tracking leads and sales activities. Benefits Eligible team members receive a comprehensive benefit package including medical, dental, vision, life and disability insurances, paid time off, paid holidays, a 401(k) plan with company match, an Employee Assistance Program and accident insurance policies. 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. Regulatory Compliance & Background Screening Discovery Senior Living complies with all applicable federal, state, and local employment laws and regulatory requirements governing hiring practices, background screening, and workforce eligibility. Employment may be contingent upon successful completion of state‑mandated and/or federally required background screenings, which may include criminal history checks, fingerprint‑based screening, Level2 background screening, registry verification, and other screenings required for healthcare and senior living roles with direct or indirect resident access. Certain positions may be subject to additional requirements under federal programs, including CMS, Medicare, and Medicaid regulations, as well as state‑specific licensing or regulatory agencies. Screening requirements vary by role and jurisdiction, and candidates must meet all applicable standards as a condition of employment. These measures support regulatory compliance and help maintain a safe, secure environment for residents, families, and team members. Employment in Florida is contingent upon completion of a Level2 background screening in accordance with Florida AHCA requirements. Applicants will be required to complete fingerprinting and background screening through the AHCA Clearinghouse. For more information, please visit JOB CODE: 1007148 #J-18808-Ljbffr