Director of Sales

## Director of SalesApplylocations: AZ - Scottsdale: Tuscany at McCormick Ranchtime type: Full timeposted on: Posted Todayjob requisition id: JR110528Director of SalesAt MBK Senior Living, we're committed to putting people first – our residents *and*team members. Exceeding expectations and enriching lives drives our day-to-day. And it's all powered by Yoi Shigoto, a Japanese concept that translates to "good, quality work." It's more than a mantra. It's part of our company-wide commitment to build trust, set high standards, and develop potential in ourselves and others!Whether you're looking for a flexible, part-time job or the pathway to a lasting career, you'll find it here at MBK Senior Living–and a whole lot more! When you join the MBK Senior Living team, you'll enjoy:-Impacting lives and building lasting relationships-Executing exceptional signature programs in dining, fitness, wellness, and care-A supportive community team that encourages personal and professional growth and celebrates yoursuccess-A fun-filled, energetic environment that's centered in hospitality and high-quality service-Competitive salaries-Professional development, training, and personal coaching through our Mentor, Buddy, and ExecutiveDirector in Training Programs-Education loan assistance & scholarships-Financial and legal services-Team Member discounts-Health and Wellness resources**Full-time benefits include:**-Rich benefits package including Medical, Dental, Vision and 401k matching up to 4%-Childcare and eldercare assistance-Flexible spending accountsIf you're looking for a place where you can make an impact, find purpose and joy, and receive the training, tools, and support to reach your career goals – look no further, apply today!**Job Description**Schedule: Tuesday - Saturday (Business Hours) Pay Range: $32 - $35 per hour (plus commission)Job Summary: The Director of Sales embodies Yoi Shigoto, “the good work,” by driving the sales efforts and outcomes of the senior living community, which includes managing inquiries, tours, professional referral development, first impressions, and understanding market trends and updates. The Director of Sales position is incredibly important for setting the stage of MBK Senior Living as the senior living provider of choice from the very first initial contact. The characteristics that a successful Director of Sales has at MBK Senior Living possesses are empathy, curiosity, drive, commitment, passion, and ability to create lasting relationships, with both prospects and professionals.Essential Job Duties (Include % of time for each responsibility): - Responsible for community’s sales efforts and outcomes, while maintaining budgeted occupancy by driving the number of qualified inquiries, tours, professional referrals (85%) • Director of Sales responds to new inquiries from multiple channels (Website, walk-in/drive-by, local referral agencies, Virtual Sales Assistant, 24/7 live chat, A Place for Mom, Caring.com) and enters all completed sales activities and detailed notes within the CRM in real-time. • Director of Sales utilizes specific MBK follow-up plans to achieve desired communication levels with new inquiries, including, but not limited to scheduling the next step after each completed activity according to MBK Hot/Warm/Cold expectations. • Completes thorough and detailed database management within the CRM in real-time, utilizing the mantra, “if it’s not in the database, it didn’t happen.” • Director of Sales will be the primary point of contact for the prospect/family or referral agency until the move-in process begins (when “Moving In the MBK Way” starts and is handled by the Executive Director), however, connects relevant team members/department managers in the process if it helps move the sales process forward. • Assists with training the community team in first impressions, inquiry calls, and effective tours with prospects and professionals. • Works closely with the Executive Director to ensure that all community team members understand that sales is everyone’s responsibility. Helps conduct training where necessary and needed to deploy and maintain this philosophy. • Conducts daily community walk through, including the model apartment(s), to ensure the community is ready for all guests, especially prospects and professionals. - Ensuring that the grounds, common areas and models are “show-ready” at all times, and up to MBK standards; • Works with Executive Director and community leadership team when updates are necessary, so standards are met - Identifies, establishes and maintains positive relationships with industry influencers and key community and strategic partners to assure ongoing referrals and continued opportunities to promote the community and attract residents though outreach efforts: • Builds and maintains relationships with professional referrals - Maintains the MBK expectation of professional referral development (outreach) efforts weekly to include: • 7-10 face-to-face professional interactions - All visits, detailed notes, activities, and next steps are completed within the CRM • Determines key referral sources within market area and establishes a plan and strategy to advance the relationship to generate referrals. - Personal visits and calls with a strategy to advance the relationship to referral status - Plans and conducts internal events to showcase our communities - Attends local market area events - Maintains referral database with all contact information including all customer interactions, notes, status and relationship updates; Identifies professionals and/or organizations status in the database based on volume potential of leads - Creates, updates and manages quarterly Sales and Marketing Plan in collaboration with the Executive Director - to generate new leads, advance current leads, build relationships with referral sources and close sales. - Develops understanding of annual operating budgets, revenue generation and value pricing - Evaluates current market research to understand trends and competition, and adjust marketing strategy to meet changing conditions using competitive analysis (2x year). • Maintains current knowledge of the local market trends and competitors to assist in developing and executing effective sales and marketing plans - Provides concierge team members with relevant information regarding upcoming prospect and professional tours. • Assists with training concierge team on initial greeting, phone answering, transferring etiquette and MBK standards, creating positive first impressions, completing a welcome sign for all pre-scheduled tours, ensuring all visitors have a “WOW” experience - Maintains up-to-date CRM with contact information, detailed notes, and scheduled next steps: • Stays current on all prospect follow-up, including the use of the MBK 7-Day New Inquiry Follow-Up Plan and 7-Day Tour Follow-Up Plan • Determines personalized strategy each prospect interaction for effective advancement of the sales process • Analyzes leads for creating marketing plan (i.e. lead sources, zip codes, etc.) - Receives community fee and community fee receipt, and delivers to ED/BOM timely to begin the Moving in the MBK Way process with the department manager team. - Attends, coordinates, and sponsors community networking functions (both within and outside the community) to continually promote the positive and professional image of our community, while accurately representing our services and ”yoi-shigoto” culture - Determines and plans appropriate activities to achieve sales and implement marketing plan - Interviews, trains, manages/supervises, evaluates, and resolve problems with Sales Assistant (if applicable), in accordance with community policies, procedures and applicable laws/regulations - Meetings and Planning Activities • Attends daily stand-up, weekly sales & marketing meeting with Executive Director, weekly management and leadership meeting, monthly all-team member meeting • Presents sales and marketing initiatives at community meetings - Pricing and Revenue Generation to achieve and exceed community budget • Works with Executive Director to price the community apartments (both premium pricing and value pricing) to maximize revenue and sales as unit types • Determines other opportunities for increased revenue, i.e. increased Community Fees in specific apartments and neighborhoods • Select apartments to model to sell open inventory, always maintaining a model (unless 100% occupied) • Determines appropriate incentives to offer (within community guidelines) to close sales and move residents into the community • Communicates effectively and often with Executive Director, Regional Director of Sales, Regional Director of Operations, and Vice President of Sales & MarketingNon-Essential Job Duties (15%): - Performs other job duties or special projects as assigned/requested by the Executive Director or a designee of the Executive Director - Understands and ensures compliance with all federal, state and local laws and regulations and all community policies and procedures affecting the department, health conditions and move in procedures - Displays tact, professionalism and friendliness when dealing with residents, team members, and visitors - Displays empathy, concern and professionalism while interacting with all prospects and their families - Collaborates and leads with a spirit of teamwork and presents a consistent professional and positive image - Confirms that all promotional materials and communication (written & verbal) developed in accordance with the MBK principles, core values and with a professional imageSupervisory/Management Responsibilities (Job Title(s) & # of Employees): - Sales Assistant = 0 to 1 employeeMinimum Job Requirements (Include education, experience, special skills, licenses, certifications): - College degree or relevant experience required - Sales and Marketing experience is preferred, with a successful track record - Background clearances (as required by government regulations) are mandatory - Must complete a health screening and provide negative TB test results (must be within the last 6 months or within 7 days of employment) - Must hold a valid state issued driver’s license and valid insurance - Must have solid pc skills and be familiar with several Microsoft Office Suite software programs (e.g. Word, Excel, Outlook, Email, etc.) - Excellent written and verbal communication skills are required • including the ability to speak, write and read English • must also be comfortable with speaking in public settings and presenting to small groupsPreferred Job Requirements (Include education, experience, special skills, licenses, certifications): - Bachelor’s degree coursework in communications, public relations, marketing or a related field is highly desirable - Successful track record in sales/marketing experience - Ability to work weekends, evenings and flexible hours, available for our customers at peak service times and days.Physical Demands (Include lifting, carrying, pushing, pulling, bending, walking, standing, sitting): - Must be mobile and able to move intermittently throughout the work day, and throughout the community - Sitting for prolonged periods of time, walking, with occasional squatting and reaching overhead. - Ability to lift/carry up to 40 pounds - Able to operate a motor vehicle and drive themselves and another community Team Member to a community or outside event - Able to assist in the moving of residents when necessary or in emergency situationsInspiring people, creating experiences, and supporting goals are just a few ways MBK Senior Living creates a positive work environment. It's how we support our team members, serve our residents, and achieve our pursuit – to be the senior living provider of choice in each market we serve.MBK Senior Living has pursued this goal for more than 30 years. Currently, the company owns and operates 35 Independent Living, Assisted Living, and Memory Care services in senior living communities throughout the Western United States. We’re proud to have been ranked among the Top 50 "Best Workplaces in Aging Services" by Fortune magazine and certified as a “Great Place to Work” by the Great Place to Work Institute since 2017.**MBK is an equal opportunity employer.** All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, disability, age, sexual orientation, gender identity, national origin, veteran status, genetic information, or other protected reason. Our company is committed to providing access, equal opportunity and reasonable accommodation for qualifying individuals in employment, its services, programs, and activities. To request reasonable accommodation, contact View email address on click.appcast.io. **Regulatory Disclosures for Senior Living Communities with Medicaid Residents:** An “Excluded Party” is a person that the federal or state government found not eligible to provide care and services in a facility that receives Medicare or Medicaid funding. If employed at one of our senior living communities that receives Medicare or Medicaid funding, team members must not be considered an “Excluded Party” as defined by the U.S. Department of Health and Human Services, any state Medicaid Programs, and any additional federal and state government contract programs. If, as a team member, you learn that you are an Excluded Party at any time, you must present your Excluded Party notice letter to your supervisor immediately. **Other Regulatory Requirements:** If employed at one of our senior living communities, team members must continually comply with certain laws and regulations that impact the company, including, but not limited to, as applicable, state licensing regulations, the Health Insurance Portability and Accountability Act of 1996 (HIPAA), Resident Rights as defined by the U.S. Department of Health and Human Services, and any other federal or state laws relating to team members’ professional licenses.**HIPAA Disclosure:** *All Team Members prior to commencing employment and once employed must not be considered an “Excluded Party” as defined by the Medicare and state Medicaid Programs as well as other federal and state government contract programs. If as an associate you learn you are an Excluded Party, you must present your Excluded Party notice letter to your supervisor immediately. An Excluded Party is a person that the federal or state government found not eligible to provide care and services in a Community that receives Medicare or Medicaid funding. In addition, at all times, during your employment, all associates must be in compliance with certain laws and regulations that affect the company, including but not limited to Resident Rights, HIPAA, State licensing regulations, and those laws relating you an associates’ professional license.* #J-18808-Ljbffr