Director of Sales & Marketing

Job Summary:

The Director of Sales & Marketing is responsible for leading and executing sales strategies to drive occupancy and revenue for Residential Living units, exceeding budgetary goals while maintaining optimal occupancy levels. This role involves actively engaging with prospective residents and families, coordinating marketing efforts, and representing the community with local organizations. Additionally, the Director of Sales & Marketing oversees the creation and execution of annual marketing plans, ensuring alignment with organizational objectives.

Essential Functions:

• Treats all information about residents, their condition, and family as confidential information.
• Complies with established Corporate and Departmental policies and procedures and maintains established standards and practices.
• Leads, coaches, and manages sales and marketing teams to ensure high performance, accountability, and professional development.
• Collaborates with executive leadership to develop and execute an annual marketing plan. Manages plan goals, conversion metrics, key performance indicators and reporting.
• Oversees the marketing budget, forecasting, and return on investment to ensure effective use of resources. 
• Develops and implements comprehensive sales strategies to generate leads, close sales, and maximize revenue from Residential Living offerings.
• Actively engages with prospective residents and families, providing information about the community, conducting tours, and effectively communicating the value proposition of the CCRC product and contracts.
• Conducts regular sales and marketing meetings to collaborate with internal stakeholders to coordinate marketing efforts, including the development of marketing materials, public relations initiatives, events, and contributions to community publications.
• Maintains thorough knowledge of the region through regular competitor analysis, including products, services and market trends and demands. 
• Plans and organizes regular marketing and sales events aimed at driving lead generation and conversion. 
• Develops a growing base of referral partners, community organizations and key stakeholders through consistent external sales and networking activity, leading to a consistent flow of inquiries that result in high levels of occupancy. 
• Executes multi-channel marketing campaigns (e.g., telemarketing, direct mailings, digital advertising, events) to reach target audiences and drive sales opportunities.
• Cultivates and maintains positive relationships with vendors supporting marketing and sales efforts, ensuring effective collaboration and resource utilization.
• Conducts follow-up contacts with sales leads to nurture relationships and facilitate the sales process.
• Maintains timely and accurate records in the CRM associated with lead management and all sales activities.
• Provides regular reporting and recommendations to executive leadership on performance and sales opportunities.
• Negotiates and completes resident contracts in accordance with organizational policies and regulatory requirements, ensuring compliance and customer satisfaction.
• Completes all financial requirements of the resident contract from deposit through to refund.
• Assists residents and families throughout the move-in/transfer process, providing support and addressing any concerns or questions.
• Collaborates with the Corporate construction team and relevant stakeholders to facilitate unit turnover and renovations, ensuring timely availability for new residents.
• Actively participates in system-wide marketing meetings and training sessions to stay abreast of industry trends and best practices.
• Coordinates communications to residents regarding annual rate increases, policy/procedure changes, and other relevant updates.
• Performs other functions as directed by the supervisor.

Qualifications:

• Bachelor’s Degree required.
• Strong knowledge of professional sales and marketing standards and techniques, with previous experience in senior living preferred.
• Excellent written and verbal communication skills, coupled with sound judgment and reasoning abilities.
• Ability to coach, mentor, and collaborate effectively with the sales and marketing team, volunteers, and other coworkers.
• Compassion, understanding, and empathy for older people, with the ability to communicate effectively at their level.
• Proficiency in using computer applications, including Microsoft Office and Excel.
• Demonstrated ability to close sales agreements effectively.
• Valid driver's license and willingness to travel regionally and to other Homewood communities.

Physical Requirements:

Work is primarily performed in a standard office environment. This role requires frequent use of a computer and other office equipment. The position is largely sedentary but may involve occasional walking and reaching. Must be able to use hands to operate computers and other tools. Visual requirements include close vision and the ability to adjust focus. Minimal lifting may be required.

Compensation & Benefits:

Eligible coworkers receive a comprehensive benefits package including medical, dental, vision, retirement savings, paid time off, and additional voluntary benefits. Compensation is determined based on experience, qualifications, and internal equity. This role is also eligible for participation in a performance-based incentive program aligned with organizational goals.