Director of Sales & Marketing Job at IMMANUEL LUTHERAN CO
The Director of Sales and Marketing is responsible for meeting and exceeding the Community’s designated sales goals through direct hands-on sales, as well as supervise, motivate, train a sales team to reach occupancy stabilization, and ultimately develop a wait list for The Community. The Director of Sales and Marketing will implement and execute successful sales and marketing strategies in conjunction with a consultant agency when necessary and the Community’s Executive Director/Chief Operating Officer. S/he will direct a small staff which includes sales/residency counselor, a sales/move-in associate when appropriate, The Director of Community Sales will report to The Executive Director/Chief Operating Officer. The Director of Sales time and attention allocations are approximately 20% marketing coordination activities either with Executive Director/Chief Operating Officer and/or with consulting agency when appropriate, and 80% direct sales and team sales support.
Expectations of Excellence
> Understand and support the core values, mission, philosophy, and guiding principles of Immanuel Lutheran Communities.
> Provide consistent quality and valued service, while complying with Corporate and Department policies and procedures and State and Federal regulations.
> Respect the privacy, confidentiality, and possessions of those ILC serves, its staff, and Immanuel Lutheran Communities.
> Contribute to an atmosphere of positivity, teamwork, and mutual support, while leading by example.
> Look for the good in others and assume positive intentions. Be caring, compassionate, and hospitable, while acting with integrity and honesty.
> Ensure that a safe living and working environment exists.
> Attend work regularly and follow established work schedule, while being flexible to meet the needs of the department. Manage use of work time wisely.
Position Duties
> Identify and nurture relationships with prospective residents and referral contacts within targeted market areas to meet and exceed monthly and annual sales goals. (ESSENTIAL; DAILY)
> Achieve individual sales goals and targets (callouts, appointments/tours, sales, closings, contract execution, etc), in addition to ensuring that goals of sales team are achieved. (ESSENTIAL; DAILY)
> Collect and analyze data on inquiry and other analytics to develop and refine sales strategies, lead fulfillment, tours/appointments to successful closing. (ESSENTIAL; DAILY)
> Supervise, train, mentor, monitor, motivate, encourage sales team activity to achieve and exceed monthly/annual goals. (ESSENTIAL; DAILY)
> Generate regular reports utilizing database software to monitor and achieve sales goals and targets. (ESSENTIAL AS NEEDED)
> Build and maintain a future resident wait list and incorporate this as an effective sales tool for generating referrals. (ESSENTIAL AS NEEDED)
> Work in close collaboration with SVP/Chief Marketing & Communications Officer, and consultant agency to implement sales strategies, including events and presentations for lead generation, as well as depositor engagement events. (ESSENTIAL AS NEEDED)
> Ensures that unassigned or uncontacted leads are distributed equitably to sales team. (ESSENTIAL; DAILY)
> Monitors and assists with the move-in processes to maintain depositor satisfaction. (ESSENTIAL AS NEEDED)
> Participates in meetings, outside presentations and events upon request. (ESSENTIAL AS NEEDED)
> Follows policies and procedures outlined by administration. (ESSENTIAL; DAILY)
> Fosters a positive, productive work environment, and strives for good communications among all staff. (ESSENTIAL; DAILY)
> Fully understands and effectively communicates the following: Mission and Vision; The Community marketing plan; The Community collateral materials, offering plan and residency agreement; Services, amenities and programs as outlined in residency agreement; Floor Plans and other collateral material. (ESSENTIAL; DAILY)
> Complies with following average minimum monthly goals
> Oversee ongoing maintenance of company website.
> Provide evaluation, statistical analysis, and recommendations to Executive Director/COO and/or SVP/SMCO as necessary or requested.
> Responsible for community outreach and education activities for creating referrals.
> Responds to inquiries, scheduled visits, conducts tours, and closes sales per sales and marketing goals.
> Conducts daily and weekly reviews of prospects in the pipeline, i.e., Hot Board.
> Participates in sales meetings, including but not limited to quarterly marketing meetings with consultants.
> Ensures marketing team is using CRM for all internal and external sales activities.
> Participates in Stand-Up meeting providing updates to team members on census, projected move-ins, tours, events, etc.
> Provides Marketing Coordinator the new Resident and Family contact information to assist in the move-in process, including all required paperwork, unit readiness, and Resident requests.
> Participates and organizes events on-site as well as off-site.
> Works with the Executive Director/COO to resolve any Community first impression issues.
> Reviews weekly productivity report for accuracy and identifying areas of focus.
> Works collaboratively with department heads and consultants to emphasize the team’s role in sales.
> Provides weekend sales coverage as scheduled.
> Updates key competitor evaluations and price surveys semi-annually.
> Follows all emergency procedures.
> Understands all safety practices and procedures.
> Exhibits excellent customer service and public relations skills.
> Is creative, energetic, enthusiastic, patient, flexible, encouraging, and team oriented.
> Displays patience, tact, enthusiasm, and a cheerful disposition.
> Promotes the Community in a positive manner and effectively communicates Community values to residents, families, visitors, and team members.to resolve any Community first impression issues.
Education and Experience
> B.S./B.A./B.F.A. in communications, business, marketing, or related field. Demonstrates compliance with the Standards of Performance.
> 5 years of professional and successful experience in Entrance Fee Continuing Care Retirement Community sales and outreach.
Equipment Utilizations
> Proficient in Microsoft Office suite, including word, excel, power point, outlook. Database management a must (Industry CRM highly preferred).Special Skills/Licenses
> Must be able to perform multiple tasks simultaneously with ability to prioritize. Must be an effective communicator with the ability to work with older adults as a “Thinking Partner” to explain the concept of a Life Plan Community, and to help them make the best decision for their future retirement living plans specifically for Community. Requires ability to relate effectively with prospective residents to assist them in visualizing their potential for active, secure, and involved participation in the community. Must have valid driver’s license in good standing and the ability to drive and provide their own vehicle for prospect tours.
Essential Physical, Mental and Emotional Requirements
> Must be able to see and hear or use prosthetics that will enable these senses to function adequately to assure that the requirements of this position can be fully met. Must function independently, have flexibility, and personal integrity. Must demonstrate emotional stability and be able to relate to the ill, disabled, elderly, emotionally upset, and at times, hostile people within the facility including residents, family members, personnel, visitors, etc. Must be available to work beyond normal working hours, weekends, and holidays, and in other positions temporarily, when necessary.
Communications Skills
> Must be able to communicate with prospects, depositors, families, professional network of elder attorneys, financial advisors, clergy, key stakeholders, trustees, leaders, etc. Excellent written, verbal communication and presentation skills a must. Superb listening skills are required. Effective communication within the department and between departments is required. Must be able to speak and write English in a legible and understandable manner. Must possess the ability and willingness to work harmoniously with professional and non-professional personnel and demonstrate the ability to follow written and/or oral instructions. The Director of Community Sales and Marketing will demonstrate professionalism, patience, tact, a cheerful disposition, and enthusiasm. Must be able to perform multiple tasks simultaneously, prioritize, and communicate and meet deadlines, and status of projects in a timely manner. Communicates with department and organizational personnel.
About Immanuel Lutheran Communities
Immanuel Lutheran Communities is a not-for-profit, Life Plan Community located in Kalispell, MT. Thanks to our creative and dedicated staff, we offer residents new possibilities each day – along with resort style amenities, numerous options for healthy lifestyles, and a breathtaking location in the Flathead Valley near Glacier National Park. Immanuel Lutheran Communities is the primary residence for 300 older adults living in our independent villa apartments, assisted living and memory support residences, our post-acute rehab and long term care residences and includes multiple dining rooms, a fitness center, art studio, and more. Immanuel Lutheran Communities is affiliated with the Evangelical Lutheran Church of America and is committed to its philosophy of providing a faith-based environment to enrich the lives of older adults while maintaining its local and regional reputation as the leader in senior living for its quality of services and innovation.
What We Offer:
Immanuel Lutheran Communities offers a competitive benefits package* that goes above and beyond. Benefits eligible employees can take advantage of:
- Benefits are subject to change without notice. Benefits details dependent on employment status.
Immanuel Lutheran Communities is a drug-free workplace and an Equal Opportunity Employer.
If this sounds like you, then please apply for this position. When applying, please include all work history. List your employers, starting with the most current/recent, including self-employment.
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