The Director of Sales is responsible for the overall marketing and public relations strategies designed to meet and exceed budgeted census goals. General responsibilities include developing marketing plans, coordinating advertising strategies, completing direct sales calls, completing tours with prospective residents, planning in-house marketing events and maintaining marketing collaterals and brochures. The Director of Sales ensures that policies and procedures related to customer service and marketing are implemented and maintained consistently. All department directors report directly to the Executive Director.
Scope & Status: Exempt
The Director of Sales reports directly to the Executive Director and participates in the Manager-On-Call Program. The Director of Sales is required to carry a cell phone in order to promptly respond to administrative calls and inquiries.
Relationships:
The Director of Sales is expected to maintain positive, professional relationships with the following individuals and representatives:
a. Key management staff, department directors, nurses and direct care staff.
b. Consultants and Vendors
c. Physicians, Nurses, Case Managers, Social Workers and Health Care Providers
d. Residents, family members, support groups and referral sources
e. Federal, County, State and City officials
Qualifications:
To perform this job successfully, an individual must be able to perform and complete each essential duty satisfactorily, have excellent communication and language skills to enable them to perform their duties and interact effectively with residents, prospects and referral sources. The individual must have adequate experience in sales, public relations and budget management. The Director of Sales models the values and core purpose of Blake Management. An individual for this job description must have at least two years of college education and/or at least two years of successful sales and marketing experience, preferably in the healthcare industry. A safe driving record and valid driver’s license are required to retain this position.
Areas of Responsibility:
1. Planning
a. Assists the Executive Director in the development of the annual marketing plan, including a quarterly competitive analysis.
b. Successfully organizes and implements the marketing plan on a daily basis; utilizes BMG
approved reports to inform leadership team of census, lead development, tour planning and
up-coming admissions. Know budgeted census, net admission goals and actual census at all
times.
c. Plans quarterly in-house events and an annual open house designed to educate the community on the services and strengths of The Blake.
d. Practices excellent time management skills and completes tasks within company time frames.
2. Direction and Implementation
a. Makes at least 10-15 direct sales calls with referral sources each week.
b. Completes sales calls according to the annual marketing plan (primary, secondary and tertiary referral sources). Maintains an average minimum of 12 hot leads per month.
c. Demonstrates and is able to verbalize a solid understanding of The Blake’s position and strengths as they relate to selling and marketing.
d. Utilizes the Move-N software program daily in order to document inquiries, deposits, admissions, discharges, census, schedule, advertising and sales calls.
e. Ensures occupancy/census goals are achieved through qualified admissions.
f. Ensures all staff are trained in greeting guests and can actively participate during tours.
g. Models professionalism, compassion and courtesy at all times.
h. Ensures that model rooms are available and ready for viewing at all times during the lease-up phase.
i. Develops and maintains strong relationships with community and civic organizations, such as The Alzheimer’s Association, Rotary Clubs, Chambers of Commerce, Senior Centers, etc.
j. An average of six admissions per month are required for success. An admission is defined with
the following parameter: 30+ day stay. Any stay less than 30 days is defined as a respite and/or
transitional stay. Ensures that admissions occur successfully and effectively communicates all
resident care issues to the appropriate departments (maintenance, dietary, activities and
wellness). Follows-up with residents and family members after an admission; and passes
responsibilities of operations and care to the appropriate department director.
k. Coordinates events with the Director of Activities.
l. Provides thorough and accurate information to the Wellness department in order to complete pre-admission assessments for prospective residents.
m. Coordinates admissions and discharges with the Director of Facility Maintenance to ensure a minimum turnaround time for vacated apartments and verifies the apartment’s readiness prior to a resident’s admission.
n. Recommends innovative ideas to the Executive Director for marketing, advertising, collaterals and public relations.
3. Regulation and Policy Compliance
a. Ensures that Blake Management policies and procedures are followed as they relate to marketing and advertising.
b. Maintains Federal, State, County and City regulations.
c. Maintains a working knowledge and demonstrates acceptable performance skills in:
1. Resident rights and responsibilities.
2. Respect for residents’ belongings.
3. Respect for residents’ privacy.
4. Respect for residents’ religious beliefs.
5. Respect for interpersonal relationships with family and other staff members.
See Job Description for full details!
Pay: $70,000.00 - $115,000.00 per year
Benefits:
- 401(k)
- Dental insurance
- Employee assistance program
- Flexible spending account
- Health insurance
- Health savings account
- Life insurance
- Tuition reimbursement
- Vision insurance
Work Location: In person
