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Director of Community Relations and Sales & Admissions Resume Example

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DIRECTOR OF COMMUNITY RELATIONS AND SALES & ADMISSIONS
Professional Summary

Highly qualified sales and admissions professional with almost fourteen years experience as the Director and lead sales team member for admissions and resident recruitment. Recognized as a high impact sales and admissions professional that exhibits a high and continually-increasing knowledge of  lead management strategies, data analysis and creative marketing to create high impact results and goals. Possesses management and implementation responsibilities with a forward thinking approach that thrives on working in a highly charged, collaborative environment to translate a vision into strategy. Known to employ creative, strategic and marketing innovation to stay ahead of others in the market. Recognized for outstanding relationship building techniques that translates into sales and successful admissions while maintaining a results oriented attitude with enthusiasm. Actively seeking an opportunity that will allow me to utilize my extensive experience to help build new client relationships and contracts and increase organizational growth.





Relevant Skills & Responsibilities
  • Admissions - Direct Sales
  • Support/develop outreach initiatives - Indirect Sales
  • Manage/prepare contracts and agreements
  • Ability to build meaningful relationships
  • Lead database management 
  • Prepare annual marketing plan
  • Budget and forecasting
  • Knowledge of competitive market indicators
  • Client centric solutions
  • Proficient in CRM systems
  • Consultative selling technique
  • Prospecting hot, warm and cold leads
  • Referral management
  • Event and brand strategy
Experience
Bridges by EPOCH at TrumbullNovember 2015 to CurrentDirector of Community Relations and Sales & Admissions
Trumbull, CT
Represent the brand new, start-up memory care, assisted living community since its grand opening as the full-time sales and outreach professional. As Director of Community Relations, primary responsibilities include developing and implementing all business-building and relationship-building expectations with a multitude of professionals, businesses and customers. Responsible for all admissions and meeting admission goals for both internal and external sales and generating community awareness. Responsible for cultivating new admissions and securing client commitment and contracts to meet monthly sales goals and revenue. Planning and executing the face to face sales meetings, professional networking events and educational presentations. Manage all aspects of internal and external sales and referral management and all lead management activities.
  • Cultivate new admissions and sales and see each one through the commitment process. 
  • Manage and oversee the entire lead database
  • Manage annual incentive program to cultivate new sales
  • Develop and manage the marketing strategy, event schedule and community outreach presence
  • Responsible for daily, weekly and monthly metrics
  • Present, educate and develop new business relationships that will improve and cultivate new referrals, sales and customer satisfaction
  • Monitor multiple lead databases while managing internal lead lists, business lists, CRM database and purchased lists and directories
  • Develop promotional programs to optimize revenue levels and manage the annual marketing budget for expenses and projects
  • Represent the company at area tradeshows, expositions and other professional events with documented success at building business to business relationships
  • Identify prospective leads using strategic lead generating methods
  • Average of 200 connected sales calls or emails monthly
  • Successful in securing more than 27 new sales in 8 months, valued at an average of 100k individually
  • Developed professional lead database from 200 professionals to in excess of 600 viable professionals and referrals sources.
  • Established excellent professional networking relationships with both families and professionals alike
Participated in various incentive programs and contests designed to support achievement of production goals. Established critical alliance with five main integration partners within two-month period. Established critical alliance with five main integration partners within two-month period.


Covenant Retirement CommunitiesNovember 2013 to October 2015Director of Sales
Cromwell, CT

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
Masonicare Ashlar VillageAugust 2012 to November 2013Marketing and Sales Director
Wallingford, CT

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.
Elim Park Baptist Home Inc.January 2006 to July 2012Director of Marketing and Community Relations
Cheshire, CT

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
Elim Park Baptist Home Inc.June 2003 to January 2006Associate Director of Sales and Community Relations/Sales Counselor
Cheshire, CT
Responsible for direct sales of the retirement community and meeting all sales metrics. Additionally responsible for church and community relations and outreach. Manage the lead database by conducting daily phone quotas and building relationships with the prospects and professionals as well as  local organizations identified as referral sources. Completed face to face appointments  and educational sessions guiding prospects through the sales process while assisting them in the decision making process.
Education
University of New Haven2007Masters of Business AdministrationWest Haven, CT, United States
Hall Real Estate 2007Real Estate Coursework/LicensureNew Haven, CT
La Salle University2003Bachelor of Arts: Human Communication and Public RelationsPhiladelphia, PA, United States
Skills

Account Management, Budgeting, Business Development, CRM Systems, Client Relations, Cold Calling and Call Center Management, Computer Proficient, Creative Problem Solving, Sales, Marketing, Strategic Planning, Advertising, Hospitality, Health Care, CCRC'S, Assisted Living, Community Relations, Corporate Communications, , Excellent Customer Service, Marketing Collateral, Public Relations, Real Estate, Recruitment, Relationship Management




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Resume Overview

Companies Worked For:

  • Bridges by EPOCH at Trumbull
  • Covenant Retirement Communities
  • Masonicare Ashlar Village
  • Elim Park Baptist Home Inc.

School Attended

  • University of New Haven
  • Hall Real Estate
  • La Salle University

Job Titles Held:

  • Director of Community Relations and Sales & Admissions
  • Director of Sales
  • Marketing and Sales Director
  • Director of Marketing and Community Relations
  • Associate Director of Sales and Community Relations/Sales Counselor

Degrees

  • Masters of Business Administration
    Real Estate Coursework/Licensure
    Bachelor of Arts : Human Communication and Public Relations

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