Kasey Matthews
Midlothian,USA
Summary
Dynamic sales leader with a proven track record at AlerisLife, excelling in consultative sales coaching and team development. Achieved a remarkable increase in occupancy from 75% to 100% in 18 months, leveraging data evaluation and cross-functional collaboration to drive results and foster strong client relationships.
Overview
18
18
years of professional experience
Work History
Regional Director of Sales and Marketing
AlerisLife, Five Star Senior Living Inc.
Newton, MA
08.2022 - 06.2025
- Strategies to include pipeline management, external business development and events
- Analyze and utilize pertinent sales data in order to build strong foundations for sales strategies
- Worked through training, coaching, improvement plans, progressive discipline, performance evaluations, hiring and onboarding of community sales team members
- Facilitated trainings on personalized tours, lead nurturing, first impressions and signature move-in processes
- Worked with senior leadership and regional partners on development and roll-out of companywide initiatives and strategies
- Train and mentor sales team in each community through onsite visits, weekly 1:1 sales calls and weekly region sales call
Regional Sales Specialist
AlerisLife, Five Star Senior Living Inc.
Newton, MA
05.2022 - 08.2022
- Foster teamwork with co-workers, show initiative in overcoming obstacles, take actions to assist others in reaching community goals, and have a positive impact on co-workers, and visitors
- Maintain comprehensive knowledge of the lead tracking/management system, trouble shooting, and training
- Determine and implement the proper sales structure within area as determined by the corporate office
- Works with on-site Executive Director to support on-site marketing staff
- Works closely with Regional Directors, Operations and Regional Vice Presidents, Operations and all home office and support center associates
- Act as sales leader in a community as needed performing all responsibilities of the Sales Director in the absence of that position
- Increased Tour to Move-In Conversions to 40% from 20% with an average of 8 move-ins per month
Director of Sales and Marketing
Morningside of Bellgrade, A Five Star Senior Living Community
Midlothian
01.2017 - 05.2022
- Responsible for meeting or exceeding all expectations for achieving occupancy goals
- Create a positive image of the community with potential residents and referral sources
- Maintain accurate record of daily sales related activities such as sales calls, tours, external business development, etc
- Using Salesforce CRM platform
- Initiate and maintain relationships with healthcare professionals and senior living industry colleagues to generate referrals
- Work closely with the Executive Director and regional management in the development and execution of the sales and marketing plans
- Plan and host events for prospects and professionals to increase awareness of the community
- Effectively communicate with all departments to coordinate tours, marketing events and new resident move-ins
- Increased occupancy from 75% to 100% in 18 months accomplishing 118 move-ins in my first year
- Maintained 98%-100% occupancy for 6 months with only 2 third party referrals
- Chosen as the Sales Mentor for 12 Five Star Senior Living communities in Virginia to assist with onboarding of new Sales Directors and/or communities with census challenges
- Named as A Place For Mom “Top Producer” for Five Star Senior Living 3 years in a row
Field Sales Representative
National Federation of Independent Business
St. Peter
02.2014 - 12.2016
- Responsible for growing membership base and revenue through prospecting, cold calling, presenting benefits of NFIB membership and closing on small business owners in person
- Initiate and leverage contacts to build new business referrals
- Developed tailored sales pitches that addressed clients' specific needs, resulting in a higher conversion rate of prospects into customers
District Manager
Physicians WEIGHT LOSS Centers
Boca Raton
10.2010 - 01.2014
- Responsible for overseeing the operations and sales of 4 franchise centers
- Principal duties included ensuring excellent client service provided, weekly sales goals being met, operations management, and personnel management with an emphasis on recruitment and sales training
- Increased revenue approximately 25% in one year
- Set monthly, weekly, and daily sales quotas for all 4 centers
- Performed new-hire sales training courses, as well as on going coaching and development of existing employees with sales procedures and lead nurture
District Operations Manager
LA Fitness International
South Florida
11.2007 - 10.2010
- Responsible for coaching and developing of all staff in the areas of driving revenue, providing outstanding customer service to help maintain the company's position as the leader in the fitness industry
- Train and develop operations managers and staff on corporate policy and phone performance
- Handled 25 or more member issues or concerns per day via telephone to find resolution beneficial to retaining membership base and satisfying member
Education
Bachelor of Arts - Public Relations, Psychology, Personnel Supervision
Purdue University
West Lafayette, Indiana05.1989
Skills
- Consultative Sales Coaching
- Team Development
- Staff management
- Client relationships
- Sales Training Expertise
- Cross functional collaboration
- Sales management oversight
- Marketing/External Business Development
- CRM training
- Value creation
- Data Evaluation Approach
References
References available upon request
Accomplishments
- Oversight of 12 multi-state communities with a unit count of 3,633 units
- Increased census from 73.9% to 74.9% in 7 months with an average of 75 move-ins per month-increase of 76 move-ins from same time previous year
- Increase Lead to Tour conversions from 30% to 35% and Tour to Move-in conversions from 18% to 22%
- March 2023- December 2023, Virginia and Maryland Region
- Oversight of 14 communities with a unit count of 1447 units
- Increase census from 86% to 91%
- June 2022-March 2023, North Carolina Region
- Oversight of 17 communities with a unit count of 1227 units
- Increased census from 73% to 79%
Timeline
Regional Director of Sales and Marketing
AlerisLife, Five Star Senior Living Inc.
08.2022 - 06.2025
Regional Sales Specialist
AlerisLife, Five Star Senior Living Inc.
05.2022 - 08.2022
Director of Sales and Marketing
Morningside of Bellgrade, A Five Star Senior Living Community
01.2017 - 05.2022
Field Sales Representative
National Federation of Independent Business
02.2014 - 12.2016
District Manager
Physicians WEIGHT LOSS Centers
10.2010 - 01.2014
District Operations Manager
LA Fitness International
11.2007 - 10.2010
Bachelor of Arts - Public Relations, Psychology, Personnel Supervision
Purdue University
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