White Horse Village (WHV),a retirement community located in Newtown Square, PA is seeking to add a Director of Strategic Planning & Marketing to their team! WHV offers housing and healthcare services for seniors, living out its mission to intentionally create opportunities for extraordinary living in a vibrant, diverse community through personal growth, connectedness and relationships seeks team members committed to quality service who are looking to make a difference in our residents lives. WHV offers its full-time team members a very competitive benefits package that includes medical, dental & vision insurance, short term disability insurance, 403B with company matchafter one year of service, and generous paid time off
The Director of Strategic Sales and Marketing provides both strategic and operational support to the organization by developing short and long-term sales goals, strategies, and leading the sales team in the achievement of occupancy and growth objectives in accordance with White Horse Village’s Mission and Vision. The Director of Sales leads by example, maintaining a professional work relationship with team members and residents.
Demonstrate an expertise and knowledge of current best practices in successful retirement housing sales techniques.
Plan and host events to showcase the Community to prospective residents
Develop and execute sales & marketing plans for residential living; adjust strategies as appropriate (call-outs, appointments, sales, closings, etc.).
Support the development/execution of the marketing plan for healthcare areas to achieve optimal sales/occupancy goals and meet or exceed projections.
Pivot existing sales effort focus on leads contributing to 80% of 10% deposits/sales with less of a reliance on the waitlist.
Identify and nurture relationships with prospective residents & referral contacts within targeted market areas to increase awareness of amenities/services at White Horse Village.
Achieve individual sales and marketing goals and targets (call-outs, appointments, sales, closings, etc.), in addition to ensuring that goals of the sales team are achieved.
Maintaining prospect interest through continuous follow-up.
Following White Horse Village’s procedures in lead tracking and maintaining complete records of every contact with every lead and prospect in the CRM: “if it isn’t in the CRM, it did not happen
Collect and analyze data on inquiry and telemarketing activity, lead fulfillment, move-in commitments, residential living unit inventory and attrition.
Generate weekly sale reports utilizing the current CRM lead database software quantifying contacts, tours, presentations, deposits, and sales.
Build and maintain a strategic waiting list and incorporate this as an effective sales tool for generating conversions.
Supervise, train, mentor, monitor and promote sales team activity to achieve performance goals.
Demonstrate an expertise and knowledge of market analysis, competitive analysis and understanding of local market.
Represent in professional manner the organization at public and community functions and foster a positive image of the community.
Collaborate with team members regarding media, public relations, and advertising.
Collaborate with Property & Facilities departments to ensure unit release, renovation and turnover processes are effective and meet community objectives.
Manage the departmental expense budget, ensuring expenses are in line with strategic tactics to drive census.
Foster a team environment fostering positive working relationships with all departments.
5 or more years of successful sales experience in a continuing care retirement community (CCRC) environment.
BA in marketing, business administration, or related field.
Demonstrated ability to communicate, present and influence credibly and effectively.
Demonstrated record of working within a ‘performance-measured’ environment and experience with reporting/metrics/data management with a strong outcomes perspective.
Knowledge of the applicable standards and regulations governing senior living services.
Working knowledge of Microsoft Office applications and REPS lead tracking system preferred.
Strong leadership skills and strategic, sales and relationship management, long-range planning capability with exceptional innovation skills.
Ability to effectively manage multiple responsibilities and priorities.
Results-oriented, with a strong sense of urgency and high level of integrity and dependability.
Excellent mentoring, coaching and people management skills.
Ability to respond to and work with a diverse resident population, contributing to a warm, caring and supportive environment for the enjoyment of the residents/clients and to promote this philosophy to all team members.
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