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Director of Sales and Marketing

Company: Arbor Village - Marketing
Location: Kent
Posted on: October 10, 2020

Job Description:

Job Summary: Director of Sales and Marketing  - The Director of Sales and Marketing is responsible for achieving budgeted occupancy through targeted sales and marketing activities. Heavy inside and outside are required to be successful in the position. Subsequently, quarterly action plans will be developed which will outline the specific strategies to ensure occupancy success. In-depth knowledge of competitors and community sources will be required to properly sell the community.  This position is also responsible for supervising the CommunittyRelations Director.

Minimum Eligibility Requirements:

Must be able to communicate effectively with residents, families, staff, vendors and the general public

Ability to multi-task.

Excellent organizational skills.


Ability to follow through with complex and detailed projects to completion.

Computer proficient

Relevant work experience (2 years preferred)

Must have compassion for and desire to work with the elderly

Must meet all health requirements, including TB screening

Must be able to perform duties and responsibilities (essential job functions), with or without reasonable accommodation

Must pass criminal background check

Must have valid driver license

Essential Primary Functions:

Meet or exceed budgeted occupancy goals through achievement of budgeted number of new move-ins each month.

Perform inquiry call lead generation (traffic) through targeted sales and marketing activities for both professionals and the general public. Achieve the necessary number of leads for the community to ensure the move-in goal is attained.

Properly conduct all initial telephone inquiries with the goal of setting up a community tour. The marketing director will conduct timely and focused follow up with all inquires generated at the community. Develop individualized strategies to convert inquiries into move-ins.

Identify and train an inquiry call back up team to ensure that no inquiries are missed.

Develop and implement a Cascade Living Group approved tour protocol for the community. Follow tour protocol procedures and train touring back up team on the community tour protocol. Conduct all tours for prospects while on-site at the community.

Ensure proper interview/assessments are conducted on all new prospects prior to the move-in date. Train the assessment team on the marketing and selling aspects of the assessment. Coordinate a back up team for assessments.

Utilize the Cascade Living Group Sales Effectiveness Selling Method to achieve excellent closing rations.

For communities with more than one apartment available, set up and maintain a Cascade Living Group approved model room which should be used exclusively for tours.

Generate professional referrals by outside, face to face selling to a minimum of who are in the position of referring residents to the community. Professional referral sources should include: social workers, case managers, physicians, nurses, therapists, managers, administrators, clergy, competitors, snfs, ILS/ALS, and trust officers.

Generate new leads into the community through a targeted advertising plan that might include newspaper or direct mail. All advertising placement must be approved in advance by the Director of Marketing and Sales.

Organizes innovative and targeted special and educational events on a monthly basis to attract new consumer leads and professional traffic into the community. These events are separate and distinct from events targeted for current residents.

Conducts extensive competitor analysis. Tours all competitors regularly. Conducts a quarterly written update of all competitors including pricing, strengths, weaknesses and number of inquires won and lost to each competitor. Develops a written plan to combat all competitor strengths and emphasize competitor weaknesses in the sales process.

Complete a daily marketing report which is sent to Director of Sales and marketing, ED and Director of Operations. This report is copied from You Got Leads and posted to an e-mail. A short summary of the days events are also included.

Understand and communicate the Cascade Living Group difference. Develop a written features and benefits analysis of the community and train all staff. Continuously educate yourself on the programs offered in all departments for improved selling results.

Attend and contribute to Daily Stand Up meetings, keeping focus on Census

Walk through community on a daily basis, ensuring that it is show ready

Keep You’ve Got Leads up to date, complete daily schedule tasks, enter notes, new leads etc. for both inside and outside contacts promptly.

Assist in maintaining budget of the department

Maintain Company standards of inquiries, inquiry to tour ratio, tour to reservation fee ratio, inquiry to move-in ratio, number of professional referrals, move-ins per month.

Coordinate new move-ins

Complete Apartment make ready list and keep up-to-date

Maintain two week rotating outreach schedule: Company standard for 1 person is 30 calls per month, for 2 people standard is 60 calls per month

Maintain a tour book at the front desk

Join weekly conference call to discuss leads and brain storm ways to move the sales process forward.

Ensure that there are adequate brochures and move-in packets ready for tours and admissions.

Maintain accurate record of move-ins, submit commission request in timely fashion

Maintain accurate record of mileage and expenses, submit detailed account to Executive Director on a monthly basis

Other tasks as assigned by Executive Director

Supervisory functions:

Demonstrate independent judgment and discretion

Customer service:

Is an Ambassador of Good-will and is able to rally Associate’s to positively promote the Sales and marketing efforts.

Residents’ rights:

Ensure compliance and understanding of all regulations regarding residents’ rights


Must maintain eight hours of Alzheimer’s and related dementia-specific training per year.


Promote and encourage residents and Associates to participate in Sales activities

Follow and communicate company policies and procedures

The job description provides a framework for the job, other duties may be assigned as necessary

Attire is appropriate at all times, preferably business attire.

Working conditions (travel, hours, environment):

Workspaces must be kept orderly.

Able to work any of the 7 days per week.

Available for weekend and event events as needed.

Physical/sensory requirements:

Medium work: ability to exert 20-50 pounds of force occasionally, and/or 10-25 pounds of force frequently, and/or greater than negligible up to 10 pounds of force constantly to lift, carry, push, pull, or otherwise move objects.

OSHA category classification:

II: Potential for exposure to bloodborne pathogen


Keywords: Arbor Village - Marketing, Kent , Director of Sales and Marketing, Other , Kent, Washington

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