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. Develop an organized marketing and sales approach to effectively move prospects through the
sales process to achieve budgeted occupancy targets.
2. Responsible for maintaining budgeted occupancy by both generating the number of qualified
inquiries, referrals, tours and then effectively closing the sale.
3. Utilizing recognized sales methods, achieve targeted closing ratios through effective
information gathering and presenting valid value-based options that “make sense” to the
client.
4. Receive and/or respond to all incoming calls for inquiries. Follow-up with the inquiries 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.
5. Keep referral, mailing list and customer information up-to-date.
6. Identify, build and develop an effective network of community and professional sources for
potential resident referrals and establish relationships that assure continuing opportunities
for the property through spending a portion of the workweek out of the property engaged in
these activities.
7. Achieve and maintain required number of marketing contacts per week. Maintain outside
referral database of qualified contacts.
8. Develop active referral base within the community by making personal visits and sponsoring
networking functions at the property. Accurately represent the community, its services, and
pricing structure in all interactions.
9. Monitor condition of all model rooms and respite rooms daily. Ensure that all rooms are ready
for tour activity. In conjunction with Executive Director, furnish, decorate and appoint model and
respite rooms.
10. Conduct morning walk-through of community to ensure readiness for property tours. Ensure all
common areas needing attention are addressed at the beginning of each day, prior to any tour
activity.
11. Complete the marketing report weekly and provide completed report to the Executive
Director.
12. Meet with the Executive Director daily to report on census, admissions, discharges, transfers,
deposits, inquiries, and tours. Maintain model room, respite room and rent-ready room
availability list.
13. Attend all appropriate networking functions in the area.
14. Ensure You’ve Got Leads database is up-to-date and accurate. Complete input of all required
information (leads and activity) timely and accurately.
15. Ability to measure success rates of referral contacts by establishing systems for tracking
referral sources and requests for information by callers and walk-in visitors.
16. Assist with the processing of all required information necessary to complete a successful
move-in, as requested.
17. Work with the Executive Director and Regional Sales & Marketing Director to establish a
creative marketing and advertising plan for the property, seek advertising resources, and
coordinate public relations efforts.
18. Develop and complete a Competitive Market Analysis at least twice a year or as directed to do
so by the Executive Director.
19. At the direction of the Executive Director, collaborate with the Regional Sales & Marketing
Director to develop brochures, public service announcements and other promotional advertising
for local and regional audiences.
20. Participate in daily “Stand-Up” meetings to communicate key issues within the department,
as required by Executive Director.
21. Perform day-to-day clerical work connected with the position.
22. Ensure knowledge base remains current regarding aging, assisted living and dementiaspecific
care through continuing education.
23. Assist with the setting-up and tearing down of special events.
24. Encourage teamwork through cooperative interactions with co-workers and other
departments.
25. Support a positive and professional image through actions and dress.
26. Maintain a safe and secure environment for all staff, residents and guests, following
established safety standards.
27. Perform other duties consistent with position as assigned by the Executive Director.

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
l 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.
Equipment Used: Be proficient in basic office equipment (including a personal
computer) for the purpose of accomplishing and maintaining a
high level of job performance.
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. Good physical health
verified by a health screening, including a chest x-ray or an
intradermal test result not more than 6 months prior or seven
(7)
days after employment.
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.
Working Conditions: Well-lighted office with appropriate ventilation and
temperature levels. Will be working in and out of the
community on a regular
basis.

Employee must pass a criminal record clearance prior to
beginning work in the community.