Director of Business Development and Sales- La Vida Real

Company Description

The anticipated wage range for this role is $35-$37 hour.

For over 37 years, Senior Resource Group-SRG has been an innovator in the development and operation of senior living communities across the USA. Our experience and passion has helped us win many awards for innovative community design, excellent service and exceptional care. 

Job Description

The Director of Business Development and Sales is responsible for increasing occupancy and referrals from community professionals by building trust with prospects and professionals by showcasing how life in the community can enhance well-being. This role involves strategic outreach, community-hosted professional events, personalized tours, strategic follow-up, home visits, and prospect events, all in collaboration with the community team to deliver exceptional experience. This role spends fifty percent of their time on Business Development and fifty percent of their time on in-house sales at the community.

Essential Duties and Responsibilities:

Business Development & Community Outreach

• Develop and execute a comprehensive business development plan to grow referrals from healthcare professionals, community organizations, and local businesses within the market.
• Establish, cultivate, and maintain strong relationships with paid and non-paid referral sources, including hospitals, skilled nursing facilities, physicians, home health agencies, hospice providers, senior centers, and social workers.
• Conduct consistent external sales activity, including professional visits, networking events, and community presentations to increase brand awareness and referral volume.
• Represent the community at local industry events, health fairs, chamber of commerce meetings, and senior-focused organizations to strengthen market presence.
• Plan, host, and execute community-based professional events, referral appreciation events, and educational programs designed to drive qualified referrals and tours.
• Record all outreach and lead follow-up in YARDI

Lead Generation & Follow-Up

• Respond to all inbound inquiries (phone, email, web) within two hours to maximize speed-to-lead.
• Proactively generate and cultivate leads through a minimum of three home visits per week.

Tours

• Schedule and lead in-person community tours aligned with your weekly move-in goals, ensuring the majority of tours occur on your scheduled workdays.
• Customize each tour using the company’s Tour Planning in collaboration with department heads during stand-up meetings. Incorporate a personalized "One Extra" that reflects the prospect’s interests and showcases our unique value within senior living.

Sales Strategy & Reporting

• Drive occupancy and revenue goals through strategic sales planning, execution, and analysis of Yardi reports.
• Monitor key performance metrics in the CRM, including lead conversion, speed-to-lead, and activity dashboards.

Sales Expectations

• Achieve three monthly move-ins and meet net occupancy goals for the assigned community.
• Conduct three home visits weekly
• Send five personalized OneDay videos each week.
• Conduct outreach and increase referrals and move-ins into the community monthly over previous trends
• Serve as the primary point of contact for professional referral partners, ensuring timely communication, follow-up, and relationship stewardship.
• Track, analyze, and report referral source performance using CRM and Yardi data to identify growth opportunities and adjust outreach strategies.

Schedule

• This position is either a Tuesday-Saturday or a Sunday-Thursday position, depending on current schedules at the community.
• Perform other duties as assigned.

Qualifications

Required Skills/Abilities:

• Excellent verbal, problem-solving, and written communication skills.
• Excellent interpersonal and customer service skills.
• Excellent organizational skills and attention to detail.
• Comfortable with ambiguity; can extract relevant components from complex situations to connect the dots, make sound decisions, and work with minimal direction.
• Understand the sales function and assigned community and make recommendations as business needs evolve.
• Excellent time management skills with a proven ability to meet deadlines and maintain consistent and regular attendance.
• Consistently uphold an overall professional appearance, demeanor, and conduct.
• Proficient with Microsoft Office, customer relationship management (CRM) software, and other business-related software.