Director of Sales

Description

• Determines and plans appropriate activities to achieve sales and implement marketing plan
• Attends daily stand-up, weekly sales & marketing meeting with Executive Director, weekly management and leadership meeting, monthly all-team member meeting
• Maintains the MBK expectation of professional referral development (outreach) efforts weekly to include:
• Analyzes leads for creating marketing plan (i.e. lead sources, zip codes, etc.)
• Communicates effectively and often with Executive Director, Regional Director of Sales, Regional Director of Operations, and Vice President of Sales & Marketing
• Executing exceptional signature programs in dining, fitness, wellness, and care
• Attends local market area events
• Plans and conducts internal events to showcase our communities
• Determines other opportunities for increased revenue, i.e. increased Community Fees in specific apartments and neighborhoods
• Maintains current knowledge of the local market trends and competitors to assist in developing and executing effective sales and marketing plans
• Develops understanding of annual operating budgets, revenue generation and value pricing
• 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.
• 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.”
• 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
• Determines appropriate incentives to offer (within community guidelines) to close sales and move residents into the community
• Evaluates current market research to understand trends and competition, and adjust marketing strategy to meet changing conditions using competitive analysis (2x year).
• Ensuring that the grounds, common areas and models are “show-ready” at all times, and up to MBK standards;
• 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.
• 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:
• Works with Executive Director to price the community apartments (both premium pricing and value pricing) to maximize revenue and sales as unit types
• Determines key referral sources within market area and establishes a plan and strategy to advance the relationship to generate referrals.
• Conducts daily community walk through, including the model apartment(s), to ensure the community is ready for all guests, especially prospects and professionals.
• Responsible for community’s sales efforts and outcomes, while maintaining budgeted occupancy by driving the number of qualified inquiries, tours, professional referrals (85%)
• Determines personalized strategy each prospect interaction for effective advancement of the sales process
• 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.
• Presents sales and marketing initiatives at community meetings
• Works with Executive Director and community leadership team when updates are necessary, so standards are met
• 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
• Assists with training the community team in first impressions, inquiry calls, and effective tours with prospects and professionals.
• 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.
• Interviews, trains, manages/supervises, evaluates, and resolve problems with Sales Assistant (if applicable), in accordance with community policies, procedures and applicable laws/regulations
• 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.
• 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
• Builds and maintains relationships with professional referrals
• 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.
• Select apartments to model to sell open inventory, always maintaining a model (unless 100% occupied)
• Maintains up-to-date CRM with contact information, detailed notes, and scheduled next steps:
• Provides concierge team members with relevant information regarding upcoming prospect and professional tours.
• 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

Requirements

• Ability to work weekends, evenings and flexible hours, available for our customers at peak service times and days.
• Confirms that all promotional materials and communication (written & verbal) developed in accordance with the MBK principles, core values and with a professional image
• 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
• Must hold a valid state issued driver’s license and valid insurance
• Able to assist in the moving of residents when necessary or in emergency situations
• Displays tact, professionalism and friendliness when dealing with residents, team members, and visitors
• Sitting for prolonged periods of time, walking, with occasional squatting and reaching overhead.
• Successful track record in sales/marketing experience
• Able to operate a motor vehicle and drive themselves and another community Team Member to a community or outside event
• Sales and Marketing experience is preferred, with a successful track record
• Displays empathy, concern and professionalism while interacting with all prospects and their families
• Must have solid pc skills and be familiar with several Microsoft Office Suite software programs (e.g. Word, Excel, Outlook, Email, etc.)
• Background clearances (as required by government regulations) are mandatory
• Excellent written and verbal communication skills are required
• including the ability to speak, write and read English
• Bachelor’s degree coursework in communications, public relations, marketing or a related field is highly desirable
• College degree or relevant experience required
• 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 also be comfortable with speaking in public settings and presenting to small groups
• Ability to lift/carry up to 40 pounds
• Must be mobile and able to move intermittently throughout the work day, and throughout the community

Benefits

• Flexible spending accounts
• Competitive salaries
• Professional development, training, and personal coaching through our Mentor, Buddy, and Executive
• Financial and legal services
• 7-10 face-to-face professional interactions
• Health and Wellness resources
• Team Member discounts
• A fun-filled, energetic environment that's centered in hospitality and high-quality service
• Rich benefits package including Medical, Dental, Vision and 401k matching up to 4%
• A supportive community team that encourages personal and professional growth and celebrates your
• Childcare and eldercare assistance
• Education loan assistance & scholarships

Training + Development

Interview process

Visa Sponsorship

Security clearance