Director of Sales- HealthCare

Unclassified - Lancaster, OH

Full-time - Mid Level

Lancaster, OH

About the position

The Director of Sales at Trilogy Health Services is a pivotal role responsible for leading the sales and marketing efforts at the campus level. This position is designed for an individual who is passionate about making a difference in the healthcare sector, particularly in senior living. The Director will develop and execute comprehensive sales strategies aimed at meeting revenue targets, which involves nurturing existing leads, generating new qualified leads, and enhancing community and professional awareness of the campus's offerings. The role requires a proactive approach to sales, with a focus on understanding the needs of prospective residents and effectively communicating the benefits of the campus programs and services. In this role, the Director will lead and manage the sales team to achieve revenue and census goals, ensuring that established targets for lead and lease conversion are met for both the Health Center and Senior Living. The Director will also be responsible for increasing community awareness and reputation through active participation in outside events, professional groups, and stakeholder organizations. Utilizing established sales processes and systems, the Director will track information, compile data, and achieve desired community goals. A strategic, rolling 90-day sales plan will be developed and implemented to support campus goals, leveraging sales data to meet sales metrics. The Director will conduct audits on local competitors and collaborate with local clinical and non-clinical referral partners to develop and convert leads in accordance with sales policies and procedures. Timely follow-up with potential leads is crucial, and the Director will ensure that the Customer Relationship Management (CRM) system is consistently updated. High-value lead sales activities, such as tours and campus events, will be conducted to advance the sales process. Additionally, the Director will work closely with the Executive Director to facilitate training and continuous coaching for the Admissions Coordinator, Guest Relations, and other community staff involved in the sales process. Managing the community sales and marketing budget is also a key responsibility, along with developing and maintaining an effective internal referral program with residents and families. The Director will ensure that the campus is staged and marketable, aligning with Trilogy Standards, and will perform daily work orders for maintenance needs that support first impressions and move-in readiness. Monthly business reviews will be conducted to share business results and insights, and the Director will collaborate with the Life Enrichment team to ensure that social channels accurately reflect the quality of service offerings. This role is integral to the success of the campus and requires a dynamic leader who can drive results and foster a positive community environment.

Responsibilities

• Leads and manages the sales team to achieve revenue and census goals.
• Meets established targets for lead and lease conversion for both Health Center and Senior Living.
• Manages sales process by understanding prospective residents' needs and educating them about the benefits of the campus programs and services.
• Increases community awareness and reputation through participation in outside events, professional groups, and stakeholder organizations.
• Utilizes established sales processes and systems to perform job duties, track information, compile data, and achieve desired community goals.
• Develops and implements a strategic, rolling 90-day sales plan that supports the goals for campus, using sales data to achieve sales metrics.
• Performs audits on local competitors and provides data to Trilogy Home Office.
• Identifies and works with local clinical and non-clinical referral partners to develop and convert leads in accordance with sales policies and procedures.
• Responds to all potential leads with timely follow-up and ensures the Customer Relationship Management System (CRM) system is up to date.
• Conducts high value lead sales activities including tours, home visits, campus meals, and events with the goal of moving the sales forward.
• Works with the Executive Director to facilitate training and continuous coaching for Admissions Coordinator, Guest Relations, and any community staff that may need to field an inquiry call or conduct a walk-in or scheduled tour.
• Manages the community sales and marketing budget.
• Collaborates with the Executive Director to develop and maintain an effective internal referral program with residents and families.
• Supports the Executive Director in ensuring that the campus, including all available apartments, model apartments, common areas, and grounds are staged, marketable, and aligned with Trilogy Standards; performs daily work orders for maintenance needs that support first impressions/move in readiness.
• Shares business results and the story behind the numbers on monthly business reviews.
• Works with Life Enrichment to make sure social channels best reflect quality of service offering.
• Ensures that adequate financial records and cost reports are submitted to the Executive Director upon request or as necessary.
• Serves on, participates in, and attends various committees of the health campus - Power Meeting, Census Calls, Medicare meetings, Quarterly Advisory Board, Peer Reviews, etc.
• Communicates during daily stand-up meetings current hot prospects and high value next steps, tours, sales calls, and sales events.
• Partners with Home Office marketing team to develop sales tools and messaging that is in line with strategic sales objectives.
• Other duties as assigned.

Requirements

• Education: Associate Degree
• Experience: 3-5 years
• Must be able to lift at least 50lbs.
• Must be able to maintain verbal and written communication with co-workers, supervisors, residents, family members, visitors, vendors, and all business associates outside of the health campus.

Benefits

• Competitive salaries and weekly pay
• 401(k) Company Match
• Mental Health Support Program
• Student Loan Repayment and Tuition Reimbursement
• Health, vision, dental & life insurance kick in on the first of the month after your start date
• First time homebuyers' program
• HSA/FSA