Director of Sales (DOS)

Job Description

Director of Sales | TerraBella Senior Living

The Tone:
This is a full-time role at TerraBella Senior Living, located in Fayetteville, NC. TerraBella proudly serves thousands of residents and families, offering a full range of lifestyle and care options in communities focused on purpose, hospitality, and connection. As part of a Great Place to Work® certified organization, the company invests in learning and development to ensure team members build meaningful careers. The Director of Sales plays a pivotal role in managing sales operations, connecting with prospective residents, and achieving crucial occupancy and revenue targets for the community.

The TL;DR
• Role: Full Time
• Type: Full-time
• Location: In-person, Fayetteville, NC
• Pay: $95000 yearly
• Team: Reports to the Executive Director; collaborates with marketing teams and executive leadership.
• Mission: Owns the sales process from lead generation to move-in, driving occupancy and revenue optimization for the community.
• Tech Stack: Microsoft Office (Word, Excel, Outlook, Power Point), CRM

What You’ll Actually Do
• Sales Conversion: Interact with all leads provided through multiple channels, converting them into residents by executing a professional sales process and gaining customer commitment to achieve budgeted occupancy and net revenue.
• Market Research & Strategy: Conduct quarterly competitive market research, including product ranking and analysis, to accurately report data and identify opportunities and threats for strategic alternatives.
• Revenue Optimization: Determine and utilize revenue drivers such as pricing, incentives, and inventory management to meet predetermined monthly sales goals and optimize net revenue.
• External Business Development: Identify and develop an effective network of non-paid referral sources, planning and executing monthly presentations to generate leads and move-ins, properly documenting all activities in the CRM.
• Move-In Coordination: Review and facilitate the Move-In Packet, coordinate Resident Assessments with the clinical team, and oversee the entire move-in process to ensure a smooth transition and compliance with state-mandated paperwork.

The Must-Haves
• Background: Director-level professional with a strong understanding of sales operations and the senior living industry.
• Experience: Two years in marketing/sales, with specific experience utilizing sales CRM systems for tracking leads and sales activities.
• Skills: Professional selling skills including discovery, objection handling, and closing techniques; proficiency in sales CRM systems; strong command of Microsoft Office (Word, Excel, Outlook, PowerPoint); ability to conduct competitive market research; effective relationship building for lead generation.
• Bonus: Bachelor’s degree in marketing, Business, Public Relations, or a related field; two years of marketing/sales experience in a senior living setting.