Campus Sales Director

Campus Sales Director

The Campus Sales Director is responsible for managing the people, processes, and programs of the community sales office. This effort includes both implementing and monitoring measurable sales goals for calls, appointments, event attendance, deposits, occupancy levels and revenue generation for the community. The Campus Sales Director is responsible for communicating the sales and marketing goals to the larger community team and emphasizing the importance of creating a positive customer experience that inspires prospects to want to move to the community.

In order to advance measurable sales results, the Campus Sales Director will create and maintain effective collaboration, communication, and sales focus with various internal partners to include the regional sales leader, the Executive Director, community executive team, community operations associates, the sponsor and the advertising firm working to advance lead generation and marketing tactics for the community.

The following duties are normal for this position. This list is not to be construed as exclusive or all inclusive. Other duties may be required and assigned.

• Plan and direct all sales activities, which include overseeing the community sales team members

• Generate sales referrals from potential resident and community contacts

• Respond to requests for information in a timely manner

• Provide accurate reports to all appropriate parties

• Maintain regular contact with existing leads and prospects

• Achieve the community sales and move in goals

• Exceed hospitality and service standards

• Follow the Sales Process

• Prospecting

• Interact with all leads whether provided through advertising, public relations, referral, or personal contact and to turn those leads into depositors and residents of the Community through the use of professional selling skills including but not limited to outbound sales calls, in-person sales presentations, and group presentations

• Plan and execute weekly goals for lead contact:
Connect with a sufficient volume of leads and prospects by phone daily to create the velocity of sales needed to meet established goals

• Greet all visitors pleasantly and professionally presenting a very positive image for the Community

• Address specific customer preferences and priorities to guide them to commitment

• Maintain CRM database effectively and in a timely manner with all inquiries

• Discovery process

• Skillfully interview prospects or their representatives to ascertain how the Community will meet their needs

• Know and be able to explain the benefits of residing at the Community

• Record all information obtained during the interview process and accurately input data in the CRM database

• Presentations

• Conduct effective sales presentations that inspire customers to take the next step in the sales process

• Create and deliver group seminars to prospective residents on a variety of sales-related subjects and evaluate results

• Present the community's products and services to prospective residents, families, referral sources, and the local community:
Make group presentations

• Maintain knowledge of community services and that of the competitors in order to sell and accurately explain the community difference

• Closing Skills

• Influence closing through sales messages, presentation techniques, facilitation methods and relationship management

• Utilize closing techniques for securing final commitment from prospects

• Efficiently execute the completion of agreements and securing proper signatures on documents

• Retention

• Execute thorough follow through to be able to retain all sales and move prospects forward to move-in

• Maintain prospect relationships through consistent communications by phone, mail, email, 1:1 contact

• Manage and update customer expectations in a positive manner to assure an informed, supportive and committed prospective base

• Ensure a smooth transition for the residents from the sales process through the move in process

• Establish and maintain complete and accurate records of all reservations, holds, and cancellations, as well as available inventory

• Data Management and Tracking the Customer Journey

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