Sales and Marketing Director

SUMMARY

The Director of Sales & Marketing is responsible for generating and managing leads for our senior living community and qualifying prospects to move them through the admission process for the purpose of achieving budgeted occupancy targets at the community. Develop the property’s marketing, public relations, and advertising programs to develop a growing base of referral sources, and to promote the programs provided at the property. Maintain a thorough knowledge of the property’s products and services to effectively and accurately represent the community to referral sources and prospects. Spend a portion of the work week marketing and selling outside of the community. Maintain a working knowledge of the local market trends and competitors to assist in the development of sales and marketing strategies and action plans.Reports to:Executive Director.

ESSENTIAL FUNCTIONS, DUTIES AND RESPONSIBILITIES

The essential duties and responsibilities described below are representative of those an employee encounters while performing the basic functions of the position. While every effort has been made to identify the essential functions of the position, it in no way states or implies that these are the only duties you will be required to perform. The omission of specific statements of duties does not exclude them from the position if the work is similar, related or is an essential function of the position. Reasonable accommodation may be made to enable qualified individuals with disabilities to perform the essential functions of the position.

1. Developan organized marketing and sales approachto effectively move prospects through the salesprocesstoachieve budgetedoccupancy targets.
2. Responsible for maintaining budgetedoccupancyby both generating the number of qualified

inquiries, referrals, tours and then effectively closing the sale.

1. Utilizingrecognizedsales methods, achieve targeted closing ratios through effective information gathering and presenting valid value-based options that“makesense”tothe client.
2. Receiveand/orrespondtoall incoming calls for inquiries. Follow-upwiththeinquiries via

effective telephone calls, cards/letters, mailing of marketing information and other means in an effort to meet budgeted occupancy. Enter all available information in You’ve Got Leads database.

1. Keepreferral,mailing list and customer information up-to-date.

1. Identify, build anddevelopan effective network of community and professionalsourcesfor potentialresidentreferralsand establish relationships that assure continuing opportunities for theproperty through spending a portion of the workweek out of theproperty engaged in these activities.
2. Achieveandmaintainrequirednumber of marketing contactsperweek. Maintain outside

referral database of qualified contacts.

1. Developactivereferral base within the community by making personal visits and sponsoring networking functions at theproperty.Accuratelyrepresent the community, itsservices, andpricingstructure in all interactions.
2. Monitor condition of all model rooms and respite rooms daily. Ensure that all rooms areready

for tour activity. In conjunction with Executive Director, furnish, decorate and appoint model and respite rooms.

1. Conduct morning walk-through of communitytoensurereadiness forpropertytours. Ensure all

common areas needing attention are addressed at the beginning of each day, prior to any tour activity.

1. Complete the marketing report weekly and provide completedreportto the ExecutiveDirector.
2. Meetwiththe Executive Director dailytoreport on census, admissions, discharges, transfers, deposits, inquiries, and tours. Maintain model room, respite room andrent-readyroom availability list.
3. Attend all appropriate networking functions in the area.
4. Ensure You’ve GotLeadsdatabaseis up-to-date and accurate. Complete input of allrequiredinformation (leads and activity) timely and accurately.
5. Abilitytomeasuresuccessrates ofreferralcontacts by establishing systems for tracking

referral sources and requests for information by callers and walk-in visitors.

1. Assistwith theprocessing of all required informationnecessaryto complete a successful move-in, asrequested.
2. Workwiththe Executive Director and Regional Sales & Marketing Directortoestablish a

creative marketing and advertising plan for the property, seek advertising resources, and coordinate public relations efforts.

1. Developand complete a Competitive Market Analysis at least twice a year or asdirectedtodo so by the ExecutiveDirector.
2. Atthe direction of the ExecutiveDirector,collaboratewiththe Regional Sales & Marketing

Director to develop brochures, public service announcements and other promotional advertising for local and regional audiences.

1. Participate in daily “Stand-Up” meetingstocommunicatekeyissues within the department, asrequiredby ExecutiveDirector.
2. Performday-to-dayclericalworkconnectedwiththe position.
3. Ensure knowledge base remainscurrent regarding aging, assisted living and dementia- specificcarethrough continuing education.
4. Assistwiththe setting-up and tearing down of special events.
5. Supervise move-in coordinator which includes identifying and addressing performance issues, provide guidance and direction , and evaluate performance .

1. Encourage teamwork through cooperative interactionswithco-workersand other departments.
2. Support a positive and professionalimagethrough actions and dress.
3. Maintain a safe andsecure environment for allstaff, residents and guests, following established safety standards.
4. Performother duties consistentwithposition as assigned by the ExecutiveDirector.

Qualifications

MINIMUM QUALIFICATIONS

Education: Bachelor’s degree in communications, public relations, marketing, related field, or equivalent experience preferred.
Experience: Minimum of two years’ experience working in long-term care industry, preferred. Possess some knowledge of health care terminology.
Mathematica Skills: Ability to perform calculations needed for tracking referrals, preparing reports and completing admissions documents.
Reasoning Skills: Understand complex issues and ability to make decisions and
prioritize requirements of the job.
Oral/Written Communication Skills: Demonstrates exceptional communications skills, both verbally and written in dealing with referral sources, residents, family members and co-workers. Speaks confidently and effectively in front of groups.
Physical Effort: Be mobile and able to perform physical requirements of the job. Be able to spend the majority of the workday/workweek out of the community marketing and selling. 
Personal Characteristics: Ability to show sincere compassion towards older adults. Demonstrates genuine concern for the physical and emotional needs of older people and their families. Displays a team spirit in performance of daily duties. Possesses good character and displays personal integrity.