Hybrid Sales Director at Judson Retirement Community

JUDSON RETIREMENT COMMUNITY

JOB DESCRIPTION

Job Title - Sales Director, Judson at Home

Department - Sales

Reports to - Vice President of Sales & Marketing

General Purpose: This position is responsible for increasing and maintaining occupancy levels and revenue from memberships at Judson at Home, in accordance with marketing and business plans. The Sales Director manages the sales process and performs all necessary activities to close sales. Additionally, this role involves representing Judson and contributing to creative and promotional ideas that are vital parts of the strategic marketing and sales plan. 

This position works with other Sales team members within the organization, the Marketing team, and community operations teams to achieve targeted goals. 

Essential Duties and Responsibilities: 

Sales and Membership Growth 

• Increase Program Occupancy: Increase and maintain membership levels through effective marketing and business strategies. 

• Build Referrals: Educate and engage referral providers by presenting information and conducting group presentations on Judson Senior Living and Judson at Home services. 

• Utilize Sales Systems: Use established sales processes and systems to track leads, compile data, and achieve membership goals. 

• Manage the Sales Pipeline: Guide prospective members and their advisors through the decision-making process, aligning their needs with Judson at Home membership services. 

Prospect and Customer Relations 

• Promptly Respond to Inquiries: Ensure all phone calls, emails, and in-person inquiries are answered quickly and according to sales protocols. 

• Conduct Follow-ups: Maintain relationships and move prospects through the sales process by utilizing various sales tactics, including calls, tours, and home visits.  

• Personalize the Experience: Utilize a consultative and advisory sales approach to craft tailored experiences for each customer. 

• Finalize Sales: Coordinate all activities to convert inquiries into memberships, including home visits, presentations, and ensuring all required forms are completed. 

Cross-functional Collaboration 

• Coordinate with Internal Teams: Process applications in collaboration with clinical and operations teams, and present prospects to the Admissions Committee. 

• Communicate Progress: Keep the community operations team, corporate operations, and the Vice President of Sales & Marketing updated on all prospective members. 

• Partner on Events: Work with the Clinical Case Manager to plan and host events for current members to improve retention. Collaborate with the Director of Marketing to research and coordinate community events. 

Reporting and Professional Development 

• Track Sales Activities: Enter all sales activities into the lead management system promptly. 

• Team Collaboration: Work effectively with the Sales Counselor team to manage lead distribution and provide exceptional customer service. 

• Attend Meetings: Participate in daily community meetings and weekly sales meetings to discuss progress, plan, and address critical issues. 

• Market Knowledge: Stay up-to-date on the local senior living market and competing alternatives. 

• Maintain Professional Standards: Represent Judson with a professional attitude and appearance. Be willing to work flexible hours as needed to accommodate prospect schedules and events. 

Behavioral Skills: This position requires incumbents to exhibit the following behavioral skills: 

Effective Communication 

Initiative and Self-Management 

Organizational and Planning Skills 

Result Orientation 

Maintain Confidentiality 

Developing Relationships and Networking 

Sound Judgment and Decision Making 

Professional Appearance and Demeanor 

Respectfulness, Trustworthiness, Integrity; High Standards, Responsiveness; Teamwork and Collaboration 

Minimum Qualifications, Education, and Certifications: 

• A Bachelor’s degree or equivalent in psychology, business, communications, marketing, or a related field is required.

• Proficiency in Microsoft Office Suite and experience working in web-based programs/databases required.

• Reliable car transportation with insurance, plus a valid driver’s license required. 

• Minimum of two years with a proven sales track record, progressive experience in real estate or health care preferred. 

• Experience selling or promoting senior residential and health care services is highly preferred. 

Physical Requirements. The physical demands described here are representative of those that an employee must meet to perform the essential functions of this job successfully: 

Physical demands may include kneeling, climbing ladders, reaching, pushing, manipulating, talking, hearing, standing, sitting, and speaking on the telephone for extended periods; crouching, stooping, walking, lifting to 20 pounds, and performing repetitive motions. 

Working Conditions: The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job:

Office environment with some time spent in the field.