Area Director of Sales

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; elevate 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. Operating Rhythm 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 Travel Requirements 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 #J-18808-Ljbffr