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 accelerate occupancy growth across a defined portfolio of communities. This role multiplies the effectiveness of the Director of Sales & Marketing (DSM) through coaching, accountability, and standardization, delivering 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 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 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; and escape at‑risk communities early. 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. 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