Director of Community Relations and Sales & Admissions Resume Example

Managed the admissions and sales activities of the organization, leading to direct or indirect sales and increased sales by 15% over two-year period. Established monthly planning and reporting, quota setting and management, sales process optimization, sales training, administration, and recruitment and selection of sales force talent. Established plans and efforts for marketing, advertising, and promotions. Responsible for business development and sales and marketing of the organization with a multi-million dollar revenue target. Oversight of the all marketing campaigns with objective of achieving sales goals and profitability. Solicit new business through strategic program and lead generating activities. Resolve and manage client relationships to provide and maintain exceptional customer service. Conduct organizational analysis to identify and address sales objectives and obstacles.

• Manage $500K discount budget and $953K operational budget
• Successful at attaining 14 Independent living sales ranging from 30k to 600k
• Managed and facilitated team member sales, assisting with closing strategies and securing client commitment.
• Recognized as Excellent Team Leader for maximizing sales members closing ratios and building the morale
• Prepared and managed client contracts, files and correspondence
• Prospect qualification and negotiation of contracts or incentives
• Increased sales by total of 15% over an eighteen month period
• Developed, planned and implemented annual event calendar
• Monitored and integrated multiple lead management databases 
• Led key projects resulting in the achievement of highest customer satisfaction rating YTD with 13% increase in the overall rating
• Manage high volume of phone calls, personal appointments and information sessions
• Develop and implement aggressive tactical plan and data analysis
• Create and nurture lead sources, referrals and outreach sources
• Facilitate and mentor staff to convert leads to sales and admissions
• Demonstrated ability to sell tangible and intangible product/services

Managed and directed marketing and sales efforts for 360 units for the continuing care retirement community (IL) and 136 unit assisted living (AL) and memory support (MS) community. Kick-started the sales program for the assisted living community and developed the highest occupancy since the inception of the community. Responsibilities included maintaining occupancy goals and revenue as well as implementing all marketing and sales efforts to create and maintain community awareness, generating sales and revenue. Responsible for a 76K lead data base and sales campaigns. Oversight of the distribution and management of leads, client relations, appointments, contracts and contractual obligations.Coordinates sales forecasting, planning, and budgeting processes. Pro-activley maintained high levels of quality, accuracy, and process consistency. Assists sales management in understanding process bottlenecks and inconsistencies.

• Daily efforts focused on securing prospect commitment leading to future residency.
• Achieved the highest occupancy rate since 2008 by 16% in one year in AL, 95 units
• Successfully attained 100% occupancy since opening of the Hearth Memory Support, 41 bed unit.
• Successfully created sales initiatives and restructured sales team daily functions, resulting in increased sales and occupancy rate for IL, AL and MS.
• Average of 40 move-ins independent living and 50+ move-ins assisted living, annually.

Managed and directed all the sales and marketing efforts for one of Connecticut's premier CCRC's with a total of 218 units and various expansions. Highly experienced in project management and executive processes for development and implementation of the sales program, community outreach and brand awareness initiatives. Additionally managed all the in-direct sales efforts for fitness and wellness programming as well as the Performing Arts/Theatre, Nelson Hall.  The primary focus and accountability was to sustain and promote maximum occupancy in the independent living community consisting of 218 luxury apartments and an additional 40 units under construction, as well as maintaining excellent community awareness and resident satisfaction.

• Directly responsible for achieving maximum occupancy with an average of 95% or better occupancy rate for more than 6 years consecutively
• Documented high impact sales ability and revenue management
• Proven ability to sell EFee and monthly fee lifestyle ranging from $150K to $850K
• Sales averaging in excess of $15M a year
• Directed a $1.8M operating budget
• Organized all aspects of marketing and corporate communication for campus growth through 4 large phases of expansion including residential and amenity expansion
• Responsible for promoting internal and external campaigns
• Led pre-sales of a $17M residential expansion and $9M fitness center and performing arts center expansion
• Reviewed and provided comments on the adequacy of documents, prepared contracts and files, taking necessary steps to cure any deficiencies or negotiate and terms. Managed all activities in the CRM system