Description

The Corporate Director of Sales and Marketing will define and execute a sales strategy to identify quality prospects, ushering them through the sales process, from initial discovery to move-in. They will Guide and work closely with members of the Sequoia Living Marketing teams to reach occupancy goals. The Corporate Director of Sales and Marketing will establish accountability framework by monitoring activities and holding each team member responsible for productivity and outcomes. They will Provide coaching and mentoring as needed to develop skills necessary to achieve high conversions. The Corporate Director of Sales and Marketing will drive apartment sales to 100% occupancy in Independent Living, and assist with efforts as needed for Assisted Living, Memory Care, and Skilled Nursing. The Primary emphasis is independent living sales.

Essential Functions

· Develops and directs sales plans and strategies for identifying leads and closing prospects. Evaluates

existing methods and implements best practices based on industry knowledge.

· Creates and enhances an active pipeline, focusing 80% of time and effort on finding new prospects, nurturing existing relationships, and closing sales. Maintains an Always Be Closing (ABC) positive sales attitude.

· Cultivates leads through a variety of outreach methods such as cold-calling prospects in database and other lead sources. Responds to incoming inquiries via internet, phone, in-person, etc., with urgency. Exhibits enthusiasm while engaging with new leads and prospects at all stages of their journeys.

· Develops and nurtures referral relationships. Has a deep understanding of and ability to identify the best and most viable personal referral sources, including residents and employees, and local and regional professional networking groups.

· Develops annual, monthly, and daily routines to prospect and foster leads targeting criteria such as occupancy levels, unit sales, and call volume.

· Focuses 20% of time on leadership activities such as coaching, mentoring, planning and strategizing.

· Personifies the Sequoia Living “Culture of Can” mission and vision. Acts as role model for sales and marketing team, community advisors, other department staff members, and residents, embodying traits such as friendliness, availability, professionalism and respect.

· Partners with Executive Directors to ensure community staff are focusing on the most productive tasks, tracking daily activities, and reaching occupancy/census goals. Keeps communities ‘tour ready’ at all times, empowering all employees to contribute.

· Builds relationships with staff in other departments and with residents in community to bolster satisfaction and engagement. Exhibits authentic joy and “always on” ability to connect. · Provides direct support to occupancy-challenged communities by assessing obstacles and providing proactive solutions.

· Updates CRM (Matrix Care Marketing) real time with lead contact information and activities, enabling the organization to develop accurate and meaningful data and reporting.

· Plans and leads community events designed to drive and nurture leads, such as open houses and community tours. · Works in multiple locations as needed to cover absent Sales staff.

· Listens first to understand the needs of prospects, residents, peers, and stakeholders.

Knowledge, Skills, and Abilities Required to Perform Essential Job Functions

· Proficient technical skills required for recording and reporting activities using a CRM (MatrixCare

Marketing preferred) and completing contracts and disclosure statements. Understanding of state

regulations and the community’s sales process. Familiar with the local market and competitive

environment. Proficient with Microsoft Office suite of products (Word, Excel, Outlook).

· Poised and professional appearance and manners coupled with excellent English written, verbal,

and communication skills to represent the facility and Sequoia Living to the general public. Sensitive,

diplomatic and knowledgeable of the issues relating to aging, particularly as applied to resident and

family relationships.

· Ability to inspire a decision in future residents and their families for a change of lifestyle from early

in the buyer's journey through move-in. Ability to offer ideas and accept the ideas of others. Self-

starter, initiator, willingness to be inconvenienced for the sake of the team. High motivation level

with strong drive to achieve results and contribute to company's success. Must have the ability to

support a positive, team-oriented working environment. A passion for Sequoia Living’s mission.

· Physical skills and ability to perform work that requires sitting, walking, stooping, bending and lifting

up to 25 pounds.

Qualifications

· Bachelor’s degree in Marketing or equivalent. Minimum five (5) years of experience in senior

housing sales or similar involvements. Demonstrate a mastery level of nurturing relationship from

first point of contact throughout relationship.

Salary

Salary commensurate with experience.

Benefits: Medical and Dental Insurance, Employer-paid employee premiums for HMO and PPO plans, Cash-in-Lieu-of-Health Care Benefit, Flexible Spending Accounts (FSA), generous sick and PTO policy, Retirement Plans, Life Insurance, Training and Professional Development, Tuition assistance for qualified programs.