Director of Business Development

Work With Purpose

At AlerisLife we’re dedicated to advancing the lives of all we serve - from our residents to each and every one of our team members. With a mission-driven mindset and a desire to make a difference in the lives of others, our team members enjoy a work culture that is uniquely supportive of their professional and personal lives. A place where they can advance others, and themselves.

About the Team

We’re a team of mission-driven individuals with a hunger for purposeful innovation and making a difference in the lives of others. We keep our values of People First, Trust Matters, Moving Forward and Passion for Life at the center of what we do and who it serves- our people. We welcome diversity of backgrounds, ideas and life experiences. At AlerisLife and our Operating Divisions, you’ll find a dedication to one another that’s profound, where everyone plays a role in the success of others. What’s more, we have a respect for the commitments we all have outside of work – and the trust and flexibility to attend to them.

About you

• Purpose and Meaning – You have an authentic connection to our vision, mission and values that helps you advance our culture and keep People First at all times.
• Advancing Others – Whether it’s for our customers or team members, you are known as someone committed to advancing others by supporting their continued growth and leading them to achieve results. You get it- positive team experiences lead to incredible customer moments.
• Operational Excellence – You are a systems thinker who encourages a mindset of continuous process improvement and outcomes, believes that ideas can come from everywhere and empowers people to find ways to improve how and what we deliver for our customers and each other.
• You Are Accountable – to our team, our customer and our brand(s). You believe that how we achieve results is just as important as what we accomplish together.
• Let’s Do This - Fast is as slow as we go! You thrive on maintaining the focus on what’s now while managing multiple priorities, projects and competing demands and helping others anticipate and embrace what’s next.

Summary:

Under the direction of national sales leadership, the Director of Business Development works to drive customer acquisition and retention efforts within Five Star Senior Living, our flagship brand. They are responsible for overseeing, guiding and supporting the sales and marketing efforts of the communities in their assigned portfolio; providing leadership, mentoring, sales training and coaching for community leaders and sellers; and ensuring the ongoing development and execution of comprehensive and effective sales and marketing plans. They are also responsible for identifying and escalating operational barriers to sales effectiveness and resident retention. They are ultimately accountable for providing a clear roadmap that will allow operations to meet or exceed occupancy goals.

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Responsibilities:

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Oversee sales and marketing functions for an assigned portfolio of senior living communities, including ongoing customer engagement and satisfaction.

• Effectively function in a matrix environment, collaborate and drive results alongside other leaders.
• Analyze sales indicators and trends, align with operational partners on such.
• Ensure appropriate sales and customer engagement training for all key personnel in the region, and targeted coaching as required.
• Partner with operations in annual budget process and ongoing move-in goal targets.
• Communicate clear expectations for sales performance to community leadership.
• Assist in the hiring, development and performance management of community sellers in close partnership with executive director.
• Manage and monitor compliance for each community to CRM usage, timely move-in/out projections, driving commission approval, resident survey, participation rates and action plan.
• Review partnership metrics for their portfolio (both national and local partners) and identify opportunities.
• Partner with operations and engineering on rent readiness efforts and room upgrades.
• Ensure that community sellers and ED are onboarded with an understanding of key functions such as contracts, residency agreements, Safe Rent, etc.
• Partner with community to implement new resident welcome process
• Develop strong relationship with clinical and programming leadership, align on interventions and resident retention

Drive sales effectiveness for each community in their portfolio.

• Develop sales teams at the community level and partner with operations to identify communities that need to be targeted for sales development.
• Coach and provide feedback to community sellers and leaders on overall sales functions.
• Review community level analytics on weekly, monthly and quarterly basis to identify opportunities for improvement in the sales cycle.
• Meet with each community team at least twice a month to review hot, warm leads, strategize appropriate follow-up, nurture and closing strategies, and assess engagement.
• Conduct successful community site visits (minimum quarterly) to include first impressions review, shadowing and/or modeling tours, evaluate the rent readiness of communities, assess model rooms.

Oversee creation and ongoing maintenance of a community specific sales and marketing plan

• Assist in analyzing specific markets by reviewing demographics, competitors, referral sources, pricing and other relevant factors.
• Partner with home office team to ensure that community understands, is able to articulate, and is delivering on its better and different story (unique value proposition) to customers and external business partners.
• Oversee community relations marketing budget through a functional, measurable lead generation plan to impact occupancy.
• Partner with corporate marketing team to continually assess and enhance digital and search strategy and spend, and social media strategy.
• Ensure targeted and effective external business development activities.
• Include ongoing resident referral strategies in the sales and marketing plans.
• Ensure community is appropriately leveraging ancillary services and partnerships to drive resident experience as well as creating a referral system. Act as conduit for grass-roots partnership opportunities, facilitating, encouraging and fostering innovation, initiative and creativity at the field level.
• Complete analysis and make recommendations on community pricing and revenue management strategies including ROI on room upgrades and appropriate usage of concessions.

Supervisory Responsibility

This position is responsible for overseeing sales performance at the community level. While there is no direct reporting relationship with community sellers, this is considered a dotted line supervisory relationship.

Requirements:

• Bachelor’s degree (in Marketing, Business, Communications or related field) or 10 to 15 years of related experience and/or training; or equivalent combination of education and experience.
• Business Acumen
• Communication Proficiency
• Ethical Conduct
• Leadership
• Performance Management
• Personal Effectiveness/Credibility
• Problem Solving/Analysis
• Strategic Thinking

We Got You

We see and support the whole you. Because investing in you, and all our team members, is the first step in making a difference in the lives of others.

• Comprehensive Medical/Dental/Vision
• 401k + Match
• Bonus Opportunity
• Competitive PTO, Sick & Holidays
• Life, Disability & other supplemental benefits
• Flexible Workplace
• Professional Development Funds
• Wellness Coaching & Personal Support Benefits
• Recognition & Reward Programs

Is This You?

Beyond checking off the boxes, we’re looking for someone who shares our passion and commitment.

• Purpose and Meaning – You have an authentic connection our vision of a world in which the quality of life is ageless, and a desire to advance our culture and keep People First at all times.
• Advancing Others – You advance others, supporting their continuous growth and enabling their achievements. You get it – positive team experiences lead to incredible customer moments.
• You Are Accountable – To our team, our customers and our brand(s). You firmly believe that the way in which we achieve results is just as important as what we accomplish together.
• Operational Excellence – You encourage a mindset of continuous improvement, respect ideas from everywhere, and empower others to elevate how and what we deliver for our customers and each other.
• Let’s Do This – Fast is as slow as we go! You thrive with a focus on the here-and-now, while managing multiple priorities, projects and competing demands, helping others anticipate and embrace what’s next.

EEOC

Alerislife prohibits discrimination against any applicant or employee with regard to or on the basis of race, color, religion, national or ethnic origin, age, ancestry, sex, pregnancy (including... Continue reading

Alerislife prohibits discrimination against any applicant or employee with regard to or on the basis of race, color, religion, national or ethnic origin, age, ancestry, sex, pregnancy (including pregnancy, childbirth, lactation and related medical conditions), gender, gender identity and expression (including transgender), sexual orientation, mental or physical disability, military status, certain criminal records, genetic information (including characteristics and testing), HIV testing, a personal admission to a facility for the care and treatment of a mentally ill person and taking of parental leave or membership in any other category protected by applicable law. In addition to federal requirements, AlerisLife complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has communities and/or facilities. This policy applies to all terms and conditions of employment, including, but not limited to, recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.

In addition, AlerisLife expressly prohibits any form of workplace harassment based on race, color, religion, national or ethnic origin, age, ancestry, sex, pregnancy (including pregnancy, childbirth, lactation and related medical conditions), gender, gender identity and expression (including transgender), sexual orientation, mental or physical disability, military status, certain criminal records, genetic information (including characteristics and testing), HIV testing, a personal admission to a facility for the care and treatment of a mentally ill person and taking of parental leave or membership in any other category protected by applicable law. We will not tolerate harassment of employees in the workplace, or in other settings in which employees may find themselves in connection with their employment. Improper interference with the ability of AlerisLifeTesting of New Employment Application’s employees to perform their job duties may result in discipline up to and including discharge. Additionally, retaliation, including intimidation, threats, or coercion, because an employee or applicant has objected to discrimination harassment or retaliation, engaged or may engage in filing a complaint, assisted in a review, investigation, or hearing or have otherwise sought to obtain their legal rights under any federal, state, or local law is prohibited and will not be tolerated.