What are the responsibilities and job description for the Director of Sales & Business Development - Senior Living position at Legacy Senior Living?
Sales
- Maintain up-to-date records of all communication with prospective customers using the appropriate system, and track each prospective customer from initial contact to the final decision.
- Possess and maintain a strong knowledge of the residence, its benefits, the services provided, the customers, and employees.
- Build positive and trusting relationships with prospects through:
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- Listening to the needs of the prospect.
- Asking questions to acquire more information about the prospect’s situation and concerns.
- Presenting the benefits of the residence to the prospect and how the prospect’s needs can be met.
- Introducing prospects and their families to other employees, residents and families and providing opportunities for them to experience the benefits of the residence.
- Following-up with prospects regularly, based on their needs and time frame.
- Guiding the prospect to make a decision that best meets their needs.
- Maintain or exceed budgeted census, deposits and move-ins.
- Provide regular reports to the executive director regarding sales achievements, status of interested prospects, and implementation of the marketing plan.
Networking/Marketing
- Develop and implement an effective marketing plan to include:
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- Visiting with referral sources
- Hosting events at the residence for qualified prospects and referral sources
- Placing advertisements in newspapers
- Mailing promotional information to prospects
- Seek and build positive relationships with the surrounding community, particularly referral sources.
- Educate employees as to their role in marketing and presenting the residence.
- Join community groups and attend meetings to build good will in the surrounding area, educate members about your residence, and develop positive relationships.
- Attend seminars, read books and publications, and participate in any company training for marketing and sales.
Move-In Process
- Provide the family with all move-in paperwork and ensure that it is completed and returned within the specified time frame prior to move-in.
- Work with the wellness nurse and resident services director to schedule an assessment with the resident.
- Inform all employees of the pending move-in date and the necessary information about the resident.
- Assist the resident and their family with the transition process through on-going communication, sensitivity and reassurance.
