Sales Director

ROLES PURPOSEThe Sales Director exists to drive sustainable, ethical occupancy growth by leading the sales function in alignment with Gemstone's aging-in-place philosophy, clinical standards, and operational capacity.This role ensures that sales activity is produces census growth. The Sales Director is accountable for process, quality and integrity, not just volume.Success DefinitionSuccess in this role means:Occupancy grows the steadily with clinical or operational supportSales staff consistently qualify and set honest expectationsAdmissions align with AL vs MC scope and aging-in-place plans90-day and 6-month retention rates are strongClinical and Ops teams trust the sales functionCore Accountabilities (Non-Negotiable)The Sales Director is directly accountable for:Ethical execution of the full sales funnelTraining and supervision of sales and staffEnforcement of sales SOPs and messaging standardsCoordination with Clinical and Operations on admissionSales performance reporting and forecastingSales performance that compromises care quality is unacceptable.RESPONSIBILITIESDailyReview new inquiries and qualifications notesEnsure CRM is accurate and current for trackabilityCoach sales staff on active prospectsEnsure timely follow-up and documentationWeeklyReview pipeline and conversion metricsPlanned outreach to drive organic leadsEnsure move in paperwork is complete and get to the clinical teamConduct sales team meeting and role-play tours for weekend team or 2nd shiftAlight with Eds on move-ins and concernsUpdated the Projections ToolMonthlyAnalyze retention and admission outcomesReview referral source performanceUpdate forecasts and capacity alignmentComplete the bonus worksheet to receive bonuses in a timely mannerQuarterlyRefine sales strategy and messagingParticipate in mock surveys and auditsEvaluate sales staff performance and developmentDecision RightsThe Sales Director MaySet sales process, standards and exceptionsCoach, correct and discipline sales staff per matrixPause or redirect sales efforts based on capacityThe Sales director must consult or escalateClinical appropriateness decision - Wellness Director/ DON/ RCC/ HWCOperational capacity issues - ED/ Regional OpsPolicy changes - Executive LeadershipKPIs & METRIC (SALES SCORECARD)The Sales Director is measured on:Occupancy growthQualified tour-to-move in conversation rate90-day and 6-month retentionAdmission reversals or early dischargesSales documentation completenessSYSTEMS & TOOLS USEDALIS- CRM/MARMarketing dashboardsSOP library and training materialsReporting and forecasting toolsTIME & EFFORT EXPECTATIONSThis is a full-time leadership role requiring availability, coaching presence, and cross-lane coordination.TRAINING & ONBOARDING REQUIREMENTSBefore independent leadership, the Sales Director mustComplete Gemstone Sales SOP trainingMaster AL vs MC Scope matrixUnderstand aging-in-place policy and limitationsShadow Eds and Wellness Directors during admissionOngoing training includesEthic sales coachingReferral relationship developmentData-driven sales managementCULTURAL EXPECTATIONSThe Sales Director is expected to modelHonestly & Ethical decisionsLong-term thinkingRespect for clinical authorityCalm, professional communicationCAREER PATH & GROWTHThis role can progress toRegional DirectorVP of SalesPlatform LeadershipAdvancement is based on sustainable outcomes, not raw volumeROLE BOUNDARIESThe Sales Director:Does not make clinical determinationsDoes not promise unlimited careDoes not override ED or DON decisionsDoes not incentivize unethical behavior #J-18808-Ljbffr GEMSTOE SHADOWLAKE BUSINESS LLC