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. With a foundation rooted in purpose, hospitality, and connection, TerraBella fosters communities where both residents and Team Members thrive. As part of one of the largest senior living organizations in America, TerraBella communities have earned Great Place to Work® certifications from 2022–2026. At TerraBella, culture, growth, and heart define who we are. We continually aspire and invest in learning and development opportunities that support our team members’ professional growth, ensuring every team member has the tools to build a meaningful and rewarding career. 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, existing inquiries with the goal of converting these leads to move-ins to achieve occupancy targets. Utilizes 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 optimization, 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 conveying 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. Collaborate with 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. Prepare general market analysis and develop 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 utilize, including pricing, incentives, inventory management, to optimize net revenue and achieve budget. Uses selling skills with prospective residents to achieve “everyday matters” revenue optimization. Analyze and interpret sales metrics to make recommendations on business operations to improve community NOI. Provide 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 ED and appropriate executive team members for the purpose of utilizing all community resources to expand the referral network. Properly document 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 ED, BOM and DHW 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 senior living setting preferred. Proficient in Microsoft Office (Word, Excel, Outlook, Power Point) Experience working with sales CRM systems, tracking leads and sales activities. Why Join Us Discovery Senior Living Earned Coveted Great Place to Work Certification for 2025-2026! A large part of what makes Discovery different from other companies in this industry is our willingness to embrace change. At Discovery Senior Living, we are constantly challenging how we are doing things to ensure the lifestyle we are offering our residents is absolutely the greatest value proposition in the marketplace. It’s just as important to us that the environment and culture for our team members are constantly refreshed. In addition, embracing and even encouraging change brings a never-ending supply of new energy to our business and our culture. That energy translates to other far-reaching positive impacts on our residents as well as our team members. Find out what makes working at Discovery unique in the world of senior living. Discover Your Purpose! OurCulture & Values So often, what brings people together is deeply rooted in who we are and what we stand for. At Discovery Senior Living, we’re unified by certain, core values, which we call our “Pillars of Excellence.” They make up the fabric of our company, and include TEAMWORK, INTEGRITY, PERFORMANCE, ACCOUNTABILITY, COMPASSION, HARD WORK and CREATIVITY. Individually, they are our virtues, and together, they make up a roadmap which helps us foster innovation and success. Benefits You’ll Enjoy competitive pay medical dental vision life disability insurance paid time off and holidays a 401(k) with employer match paid training and career growth opportunities wellness-related benefits additional support through our Employee Assistance Program (EAP) 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 A Note to Applicants This job description outlines the general nature and level of responsibilities for this role and is not an exhaustive list of all duties. Qualified individuals with disabilities, as defined by the ADA, must be able to perform the essential job functions with or without reasonable accommodation, as determined on a case-by-case basis. EOE D/V #J-18808-Ljbffr