The Director of Sales provides leadership to, and management of, the sales team at a two campus Continuing Care Retirement Community (CCRC)/Life Plan Community (LPC). Blue Skies of Texas provides all levels of care for senior living; independent living, assisted living, skilled nursing, memory care and hospice. The Director of Sales will supplement the sales force and devote 50% of his/her time to direct sales to ensure sales and occupancy goals are met or exceeded. The Director, working closely with the Director of Marketing and our marketing partner (Love & Company), helps develop and implement the Community’s marketing strategy. The Director is delegated the authority, responsibility and accountability necessary for carrying out assigned duties and achieving the department’s goals.
This is a senior management position requiring a wide range of administrative and professional skills. With broad guidance from the President & CEO, the incumbent is expected to work independently, exercise mature judgment, demonstrate sound communication, problem-solving, analytical and sales-oriented skills, as well as present a professional image and positive attitude while dealing with the sales counselor team, prospective clients, residents, staff, board members and other constituencies.
Create and maintain an atmosphere of positive emphasis, accountability and personal interest throughout the sales office and the community.
Develop and maintain a good working rapport with interdepartmental staff as well as other departments to assure that services and programs are properly maintained to meet the desires of the community, prospects and residents.
ESSENTIAL RESPONSIBILITIES RELATED TO SALES:
Know and be able to explain the following:
Benefits of residing at the community
History and management structure of the community
Policies, services, amenities and procedures
Fee structure(s) and contract type(s), residency agreements, disclosure statements, offering plans, escrow agreements, current incentive programs and financial options; provide input/modifications/changes to programs and documents as needed
Types and availability of floor plans; standard design elements/equipment
Assume budget accountability.
Learn and utilize the CRM to manage leads and produce up-to-date, accurate reports. Ensure that all daily contacts with leads are kept current in the database.
Prepare and defend weekly, monthly and quarterly sales reports as required by senior management in monitoring achievement of sales and occupancy goals.
Participate in and internalize sales training programs. Provide positive reinforcement of training programs to sales staff through personal example.
The sales team reports directly to this position. Provide support and assistance and advice to sales staff regarding the handling of prospects when necessary/required. Establish standard work methods, set and/or manage to establish benchmarks/metrics; make recommendations to staff members regarding ideas for positive change or improvement.
Manage the contact of new qualified leads; respond to new leads in a timely manner; maintain timely communication with existing leads.
Review and give initial approval of all prospect Residency Agreements and financial statements or other correspondence that concerns contractual obligations prior to sending for Senior Management approval.
Acquire new sales and sustain them through residency. Monitor sales and move-in goals, providing weekly statistics regarding occupancy, leads and presentations. Make sales presentations to interested prospects and provide sales guidance to staff.
Maintain information of area competition and stay abreast of any significant changes or trends in the surrounding senior marketplace.
Meet weekly or as needed with the Move-In Coordinator (MIC) and Marketing Director to review all current and pending move in needs.
Support the MIC and other departments within the community to ensure a stress-free experience.
Establish and review with MIC the monthly move-in goals and provide support where needed to achieve goals, including meeting with prospective residents as needed.
ESSENTIAL RESPONSIBILITIES RELATED TO MARKETING:
Assist in creating the annual sales and marketing strategy/plan in collaboration with the Director of Marketing and Love & Company, department staff and supervisor. Generate new, qualified leads; maintain timely communication with existing leads; acquire new sales; and sustain contract holders to move-in.
Coordinate, with Director of Marketing, special events and group functions of an informal, social or entertainment nature which will draw prospects, as well as important referral groups to the community.
Coordinate, with Director of Marketing, networking and PR activities for the community with Love & Company PRIM. Maintains strong community presence through membership in local community-based organizations and professional contacts.
OTHER RESPONSIBILITIES AND FUNCTIONS:
Work weekends and evenings as necessary/required or to close a sale.
Call upon prospects in their homes as needed.
Perform other duties as assigned by supervisor(s).
Serve on committees of the organization as appointed by the management team.
Additional Salary Information: Commissions for sales
Internal Number: 0003
About Blue Skies of Texas (formerly Air Force Villages, Inc.)
With 1,000 residents, this Continuing Care Retirement Community (CCRC)/Life Plan Community (LPC) is located at the edge of the Texas Hill Country. Blue Skies provides all levels of care; independent living, assisted living, skilled nursing, memory care, and hospice.
Founded in 1964 as Air Force Village (AFV), the original focus was to care for U.S. Air Force officers’ widowed spouses. The mission soon expanded to a more traditional senior living community focus that included all ranks and all branches of the military. Over time the mission continued to expand and in 2014 the name was changed to Blue Skies of Texas to coincide with opening the campus to those with or without a military affiliation. Today, residents include people from all walks of life but maintains a unique military heritage.
Blue skies of Texas ranks in the top 100 largest non-profit CCRC/LPCs in the United States and ranks fourth largest in Texas. Our two campuses are the only two CARF-accredited senior living communities in Texas (each is accredited separately) and our healthcare facilities consistently rank in the top 20% of all skilled nursing facilities in San Antonio.
The East campus boasts ...a large state-of-the-art 80-bed skilled nursing facility and the West campus is home to a newly renovated 72-bed memory care unit with the latest research driven designs. The East campus sits on 38 acres close to town and the West campus is located on 550 pastoral acres just outside of town.