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. 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 multiple communication platforms to inspire and convert leads into residents, achieving occupancy targets. Success is measured by sales conversions, revenue optimization, move‑ins, and average daily occupancy. Annual base and bonus earning potential up to $100,000. Responsibilities Sales Interacts with all leads provided through multiple channels and converts those leads into residents using professional selling skills and the sales process. Builds customer focused relationships by advancing the lead through the sales process and gaining commitment. Executes all facets of the Sales Playbook, including discovery, objection handling, and closing techniques to achieve occupancy and net revenue goals. Manages sales tracking reports, 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 at least one week in advance. Consistently conducts on‑site walkthroughs of the community to ensure tour path and model rooms are ready. 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 of all prospects and sales activities using a CRM. Collaborates with Executive Director and marketing teams to develop marketing tactics for lead goals. Market Conditions Conducts quarterly competitive market research, evaluates product ranking, and reports data to 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 leadership. Demonstrates a strong understanding of the senior living industry and local market conditions. Revenue Optimization Strives to meet predetermined monthly sales goals. Determines revenue drivers to utilize, including pricing, incentives, and inventory management, to optimize net revenue and achieve budget. Utilizes selling skills to achieve everyday revenue optimization. Analyzes and interprets sales metrics to recommend business operations improvements for community NOI. Provides expert advice to prospective residents and internal/external 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 Executive Director and team members to expand the referral network. Documents all networking and referral sources in the CRM. Resident Move‑In Process Reviews and facilitates the Move‑In Packet with the resident/family. Facilitates and coordinates the Resident Assessment with the clinical team. Oversees and manages the move‑in process for a smooth transition into the community. Ensures all state‑mandated paperwork is completed on or before the move‑in date. Coordinates with Executive Director, Board of Management, and Director of Human Resources to prepare administrative files per state requirements. Leadership and Development Keeps abreast of professional development by reading, attending conferences, and training sessions. Always acts professionally and honestly in representing the community’s senior‑living concept. Actively participates in all community leadership meetings and functions. Performs 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 with Microsoft Office (Word, Excel, Outlook, PowerPoint). Experience with sales CRM systems and tracking leads and sales activities. Benefits You’ll Enjoy For eligible employees, we offer a comprehensive benefits package that includes competitive pay, medical, dental, vision, life, and disability insurance; paid time off and holidays; a 401(k) with employer match; paid training and career growth opportunities; wellness‑related benefits; and additional support through our Employee Assistance Program. 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. Employment may be contingent upon successful completion of background screenings, including criminal history checks, fingerprint‑based screening, Level2 background screening, registry verification, and other required screenings for roles with resident access. Job Code: 1007004 #J-18808-Ljbffr