Director of Sales

The Role

The Director of Sales is responsible for leading the sales strategy, execution, and performance at Enso Village to achieve and sustain occupancy across Independent Living, Assisted Living, and Memory Care.

Operating within a stabilized community model, this role is focused on conversion excellence, pipeline discipline, and consistent monthly move-ins, rather than high-volume lead generation. The Director of Sales serves as a key member of the leadership team, ensuring alignment between sales performance, operational readiness, and brand positioning.

This role operates within a collaborative marketing structure, partnering with Kendal’s strategic marketing leadership and Enso Village’s on-site marketing team to align brand, demand generation, and sales outcomes.

Primary Objectives

• Achieve and sustain occupancy targets across all levels of living through proactive pipeline management, strategic lead conversion, and ongoing market responsiveness
• Deliver consistent monthly move-ins aligned with stabilized demand (~3–5 per month) by driving accountability, monitoring trends, and adjusting strategies as needed to meet goals
• Improve and maintain strong conversion ratios across the full sales funnel by analyzing performance metrics, identifying barriers, and implementing targeted process improvements
• Ensure alignment and collaboration between Sales, Operations, and Marketing to support occupancy goals, optimize lead flow, and deliver consistent messaging and execution
• Deliver a high-quality, seamless prospect-to-resident experience by ensuring timely communication, personalized engagement, and a coordinated transition from initial inquiry through move-in

Primary Expectations and Job Duties

Drive Occupancy Performance

• Maintain stabilized occupancy targets across all levels and achieve consistent monthly move-ins through proactive pipeline management.

Lead Conversion Excellence

• Own and improve conversion metrics across the funnel and coach the team to guide prospects through decision-making.

Establish Sales Accountability & Discipline

• Ensure CRM accuracy, eliminate aging leads, and create a culture of accountability and follow-through.

Optimize the Prospect Experience

• Deliver a high-touch, seamless experience from inquiry through move-in and remove friction points.

Collaborate with Marketing to Drive Qualified Demand

• Partner with Kendal and Enso marketing leaders to align campaigns, messaging, and lead quality with occupancy goals.

Align with Operations & RCFE Administrator

• Ensure alignment on resident readiness, care levels, compliance, and smooth move-in transitions.

Leverage Data & Drive Performance

• Use CRM and reporting tools to monitor trends and make data-driven improvements.

Duties

• Provide leadership, direction, and oversight to the sales team, including hiring, onboarding, coaching, and performance management to drive results and accountability
• Ensure all prospective residents meet established financial and health qualification requirements in alignment with community standards and regulatory guidelines
• Lead regular pipeline reviews to assess conversion activity, identify risks and opportunities, and implement strategies to improve performance
• Deliver ongoing coaching and development to team members, including goal setting, feedback, and performance improvement planning as needed
• Oversee CRM utilization to ensure accurate, timely data entry, adherence to process, and compliance with internal expectations
• Track, analyze, and report on key performance indicators (KPIs), including lead generation, conversion rates, occupancy, and sales cycle metrics
• Partner closely with Marketing to plan, execute, and evaluate campaigns, ensuring alignment with sales goals and target audience strategies
• Oversee the planning and execution of events, tours, and outreach initiatives to drive lead generation and community engagement
• Develop, implement, and continuously refine sales processes, tools, and best practices to improve efficiency and effectiveness
• Prepare and present regular reports, forecasts, and updates for leadership, including insights, trends, and recommendations
• Ensure compliance with all applicable regulatory requirements, company policies, and industry standards throughout the sales process
• Performs other duties as assigned

Performance Expectations

• Maintain targeted o