Position Summary
The Regional Director of Sales and Marketing is responsible for improving sales performance, occupancy growth, and move-in results across Seasons Living’s portfolio of Independent Living, Assisted Living, and Memory Care communities.
This is a highly visible, hands-on field leadership position. The Regional Director will spend significant time working directly with community Sales Directors, Executive Directors, and operational leaders to strengthen sales skills, advance inquiries through the sales process, remove barriers to move-in, and improve conversion results.
The ideal candidate is an experienced senior living sales leader who enjoys coaching others, participating in sales calls, engaging directly with prospective residents and families, and helping community teams convert interest into move-ins. This is not a position centered on sitting behind a desk, creating brochures, or developing theoretical marketing plans. Success will be measured by the growth and development of community sales teams and the occupancy results those teams produce.
Essential Responsibilities: Sales Training and Coaching
- Provide consistent, practical training and coaching to community Sales Directors and other team members involved in the sales process.
- Observe sales calls, tours, follow-up activity, discovery conversations, and closing techniques, providing direct and constructive feedback.
- Help Sales Directors strengthen their ability to build trust, conduct meaningful discovery, communicate value, overcome objections, and confidently ask for the move-in.
- Develop individualized coaching plans based on each Sales Director’s experience, strengths, performance, and opportunities for improvement.
- Reinforce sales standards, expectations, systems, and best practices across all Seasons Living communities.
- Support the onboarding and development of newly hired Sales Directors.
- Create a culture of accountability, urgency, continuous learning, and ownership of results.
Inquiry Management and Conversion
- Work directly with community teams to move inquiries from initial contact through tour, deposit, and move-in.
- Review active inquiries and help Sales Directors identify the appropriate next step for each prospective resident or family.
- Identify and address barriers that may delay or prevent a move-in, including financial concerns, family resistance, clinical questions, timing issues, apartment readiness, competing communities, and internal communication gaps.
- Participate in strategy discussions for high-value, complex, or stalled prospects.
- Assist Sales Directors with follow-up messaging, objection handling, and closing strategies.
- Ensure inquiries receive timely, personalized, and persistent follow-up.
- Help communities create clear action plans for prospects who are not yet ready to move but remain viable future residents.
- Partner with operations and clinical leadership when internal barriers require cross-functional resolution.
Field Sales Support
- Travel regularly to communities to provide in-person coaching and sales support.
- Participate in prospect calls, home visits, professional referral visits, tours, family meetings, and other sales activities.
- Accompany Sales Directors on external business-development calls and provide coaching before and after each interaction.
- Step into the sales process when additional leadership, experience, or credibility is needed to help a family reach a decision.
- Support communities experiencing occupancy challenges, leadership transitions, staffing gaps, or declining sales performance.
- Model the behaviors, communication, follow-up, and accountability expected from community sales teams.
Performance Management and Accountability
- Monitor key sales indicators, including new inquiries, response times, completed calls, tours, deposits, move-ins, lost leads, conversion rates, referral activity, and sales pipeline movement.
- Conduct regular pipeline reviews with community Sales Directors and Executive Directors.
- Identify trends, gaps, and missed opportunities within each community’s sales process.
- Establish clear performance expectations and follow-up commitments.
- Develop corrective action and improvement plans for communities or team members who are not meeting expectations.
- Recognize strong performance and help replicate successful practices across the portfolio.
- Provide leadership with clear assessments of community sales performance, staffing needs, and occupancy risks.
Community and Regional Partnership
- Partner closely with Executive Directors to ensure sales and operations are aligned around occupancy goals and the customer experience.
- Work with clinical and operational teams to ensure prospective residents receive timely assessments, pricing information, apartment readiness updates, and answers to care-related questions.
- Help communities maintain a smooth transition from initial inquiry through move-in and resident handoff.
- Encourage shared accountability for occupancy throughout the community, rather than treating sales as the responsibility of one individual.
- Build strong relationships with professional referral partners and assist communities in strengthening local referral networks.
- Support community events, outreach efforts, and relationship-building activities that generate qualified inquiries and move-ins.
Sales Strategy and Resource Development
- Help communities develop focused, practical sales action plans based on current pipeline opportunities and local market conditions.
- Identify the specific referral sources, outreach activities, and prospect segments most likely to produce near-term results.
- Share effective sales tools, messaging, processes, and successful approaches across communities.
- Provide input regarding pricing, incentives, competitive positioning, and local market barriers.
- Collaborate with company leadership and outside marketing resources as needed, while maintaining primary focus on sales execution and conversion.
- Ensure marketing activities are connected to measurable sales opportunities and occupancy outcomes.
Qualifications
- Minimum of five years of successful sales experience in senior living, healthcare, hospitality, or a related service-based industry.
- Prior experience leading, training, or coaching sales professionals across multiple locations strongly preferred.
- Demonstrated success increasing occupancy, improving conversion rates, and developing high-performing sales teams.
- Strong understanding of the senior living sales process, including Independent Living, Assisted Living, and Memory Care.
- Ability to assess sales performance, identify barriers, and translate observations into clear action steps.
- Excellent communication, presentation, coaching, and relationship-building skills.
- Comfortable participating directly in sales calls, tours, family meetings, home visits, and professional outreach.
- Strong sense of urgency and willingness to take ownership of difficult or stalled sales situations.
- Ability to balance encouragement and support with direct feedback and accountability.
- Proficiency with customer relationship management systems, sales reporting, and Microsoft Office applications.
- Valid driver’s license and ability to travel frequently, including occasional overnight travel.
Preferred Leadership Characteristics
The successful Regional Director of Sales and Marketing will be:
- A coach who develops people rather than simply directing them.
- A closer who is comfortable helping prospects and families make decisions.
- A field leader who prefers being alongside community teams rather than managing exclusively from an office.
- A problem-solver who looks beyond the obvious objection to identify the real barrier to move-in.
- A strong communicator who can build confidence while also holding team members accountable.
- A collaborative partner who understands that occupancy requires coordination between sales, operations, clinical services, and executive leadership.
- A disciplined sales professional who believes every viable inquiry deserves a clear next step and consistent follow-up.
- A practical leader who focuses on actions that produce tours, deposits, move-ins, and lasting referral relationships.
Measures of Success
Performance in this position will be evaluated based on:
- Portfolio occupancy growth.
- Community move-in performance.
- Inquiry-to-tour, tour-to-deposit, and deposit-to-move-in conversion rates.
- Quality and consistency of prospect follow-up.
- Movement of active inquiries through the sales pipeline.
- Improvement in the skills and effectiveness of community Sales Directors.
- Community-level sales accountability and pipeline management.
- Growth of productive professional referral relationships.
- Successful onboarding and retention of Sales Directors.
- Ability to improve results at underperforming or high-priority communities.
Physical and Travel Requirements
- Ability to travel frequently between Seasons Living communities in Oregon, California, Idaho, and Arizona.
- Ability to work occasional evenings or weekends when needed for prospect meetings, events, or urgent sales opportunities.
- Ability to tour communities, visit prospective residents in their homes, and participate in off-site referral and outreach appointments.
- Ability to operate a motor vehicle and maintain a valid driver’s license and appropriate insurance.
Equal Employment Opportunity
Seasons Living is an equal opportunity employer. Employment decisions are based on qualifications, merit, business needs, and the ability to perform the essential functions of the position. Seasons Living does not discriminate on the basis of any status protected by applicable federal, state, or local law.
Pay: From $110,000.00 per year
Benefits:
- 401(k)
- 401(k) matching
- Dental insurance
- Employee assistance program
- Flexible schedule
- Health insurance
- Life insurance
- Paid time off
- Parental leave
- Professional development assistance
- Retirement plan
- Vision insurance
Work Location: In person
