MARIA LORD
Edgewater,FL
Summary
Dynamic sales strategist with a solid record of achievement and demonstrated success driving census while providing exceptional sales leadership in highly competitive markets. Focused and diligent sales leader with over 15 years offering expertise in creating strong sales pipelines, achieving high sales goals and strong sales teams within assisted living and memory care communities.
Overview
26
26
years of professional experience
Work History
Regional Director of Sales
Harbor Retirement Associates
Vero Beach, FL
10.2023 - Current
- Produced monthly reports to analyze job performance against team goals/KPI’s
- Served as a mentor to emerging leaders, sharing knowledge and expertise while fostering an environment of continuous learning and growth.
- Directed/mentored 11 sales teams
- Developed and executed sales plans
- Implemented quarterly sales plans
- Delivered exceptional customer service, resulting in increased retention rates, referrals, and repeat business from satisfied clients.
- Implemented effective training programs for new hires as well as ongoing professional development initiatives for existing staff members.
- Identified new product opportunities and target
- Championed sales culture change initiatives that fostered collaboration, innovation, and continuous improvement across community teams
- Increased regional sales by implementing targeted marketing strategies and fostering strong relationships with key clients.
Regional Community Relations Director
TLC Management
Marion, Indiana
12.2021 - Current
- Support and coach sales efforts for four AL/MC communities in florida.
- Consistently stayed above budget for all communities
- Developed and rolled out corporate marketing plan template to help achieve a focused strategy and fluid plan for success
- Implemented creative perspective selling techniques and initiatives throughout the region
- Stayed within budget for marketing expenses.
- Marketed offerings and services to community.
- Developed and executed quarterly rolling calendar of events.
- Taught in-house employees strategies for successful internal and external communications.
- Reviewed marketing materials and documents for brand accuracy and trending design.
Community Sales Director
Civitas Senior Living
Port Orange, FL
04.2020 - 12.2021
- Established new professional relationships with referral sources
- Maintained weekly sales tracking and leadership reports to support operational enhancement and set monthly sales goal
- Continued to work with prospects and overcome set back due to pandemic-moved from 5% to 15% in during time frames allowed to move residents in. Nine on Deposit
- Successful networking and partnership development, leading to strong non-paid referral's
- Trained and coached marketing assistant
Senior Sales Specialist
Arbor Terrace
Mountainside, NJ
07.2017 - 09.2019
- Achieved 69% pre-leased by opening
- Consistently hit and exceeded monthly sales goals
- 85% occupied within 7 months
- Increased market rate revenue by $10,000 per month for select apartments, by understanding what market could support
- Maintained weekly sales tracking and leadership reports to support operational enhancement and set monthly sales goals
- Developed strong pipeline, creating wait list for select apartments
- Successful networking and partnership development, leading to strong non-paid referral's
- Trained and coached new sales teams at sister communities
- Conducted sales training for management team that included process improvement techniques, first impressions guides and checklists as well as welcome kits offered to new residents upon move in
- Develop and lead multiple brand recognition projects for five sister communities
- Motivated sales professionals by delivering positive reinforcement and constructive feedback
- Recruited, hired and trained new employees, including monitoring and review of individual performance
Director Of Sales
Brightview Senior Living
Norwalk, CT
05.2015 - 06.2017
- Achieved 52% occupancy day of opening
- Consistent closing ratio of 68%
- Conducted market analysis summaries to maximize competitive strategy
- Conducted sales training seminars for internal staff as well as sister communities
- Implemented creative selling techniques and initiatives for focused strategy to drive occupancy based upon needs of community
- Responsible for developing monthly sales plans; prepared weekly projections and sales calls
- Maintained extensive follow up program to develop relationships, identify and overcome objections, offer creative solutions and commitment
- Work with entire management team and staff to possible stay in engaged with sales process
- Increased business revenue through proactive management of relationships and sales strategies
- Addressed customer complaints quickly to drive satisfaction and adjusted operational strategies to reduce issues
- Trained newly hired sales associates in upselling techniques
Executive Director
Sunol Creek Memory Care
Pleasanton, CA
05.2013 - 04.2015
- Direct and monitor all marketing activities, including outreach, prospective residents, follow up, direct sales, sales monitoring to ensure 100% occupancy
- Pre-leased community to over 60% by opening day
- Ensured compliance with applicable state and federal requirements
- Created and developed business ideas to help drive new sales into community
- Guided residents and their families through process of discovery and transition
- Consistently identified, developed and maintained relationships with current and potential referral sources and conducted ongoing outreach
- Develop and maintain systems that effectively monitored operations of community
- Direct and monitor timely and accurate completion of all daily, weekly, monthly billing and reports
- Train/Orient/Coordinate employees to ensure customer care meets expectations at all times
Home Care Consultant
Caring Senior Service
Stroudsburg, PA
06.2012 - 05.2013
- Developed reciprocal referral relationships with other providers and community resources
- Attended functions and remained actively involved with community events that would aid in promoting company
- Ensure that clients and families receive highest quality of service by providing skilled and compassionate caregiver as well as necessary care coordination between clients and referral sources
- Maintained extensive follow up program to develop relationships, identify and overcome objections, offer creative solutions and commitment
- Worked directly with owners to brainstorm ideas that will identify different and better approach within home health
- Helped patients navigate healthcare system and care options by educating on relevant subject areas and answering questions throughout treatment process
Elder Care Advisor
A Place For Mom
Old Bridge, NJ
10.2010 - 06.2012
- Assist families in finding ideal solution for their loved one based up care needed, location and finances, which will also provide better quality of life as well as help alleviate some of stress on family members by giving them peace of mind
- Created strong pipeline, leading to 65% closing ratio
- Effectively promoted positive image of company to seniors and their families
- Developed, maintained and enhanced referral sources with discharge planners, hospitals, rehabilitation centers, home health agencies, senior centers and other communities
Executive Director Sales Director
Concord Senior Living
Las Vegas, NV
05.2007 - 05.2010
- Increased census from 47% to 95% within first 7 months
- Successfully led resident recruitment process; established and cultivated relationships with prospects and their families
- Developed and executed internal and external marketing strategies including developing referral sources and community relationships and planning and executing special events
- Ensures that customers and families receive highest quality of service in caring and compassionate atmosphere which recognizes individuals' needs and rights
- Train/Orient/Coordinate employees to ensure customer care meets expectations at all times
- Developed plan to maintain readiness for licensing surveys, resulting in "A" score
Assistant Manager Of Business Development
Epic Asset Management
Seattle, WA
01.1999 - 05.2007
- Achieved 65% pre-lease of two new apartment complexes
- Continuously exceeded corporate monthly occupancy goals for 350 apartments
- Managed and maintained resident relations
- Communicated issues and inefficiencies to create strategies that will maintain resident satisfaction
- Interacted with customers to determine needs and offer solutions
- Prepared monthly sales reports for distribution to team
Education
Business
University Of Washington
Seattle, WA2007
Skills
- Team training
- Operations
- Networking skills
- Sales reporting
- Prioritizing workflow's
- Business development and planning
- Goals and performance
- Self-motivated
- Strategic planning
- Proficiency with CRM systems
- Mentor and coach
- Strong closer
- Sales Process
- Detail-Oriented
Additional Information
- PA Personal Care/Assisted Living License
- CALA for state of CA
- Certified in Dementia Live
Timeline
Regional Director of Sales
Harbor Retirement Associates
10.2023 - Current
Regional Community Relations Director
TLC Management
12.2021 - Current
Community Sales Director
Civitas Senior Living
04.2020 - 12.2021
Senior Sales Specialist
Arbor Terrace
07.2017 - 09.2019
Director Of Sales
Brightview Senior Living
05.2015 - 06.2017
Executive Director
Sunol Creek Memory Care
05.2013 - 04.2015
Home Care Consultant
Caring Senior Service
06.2012 - 05.2013
Elder Care Advisor
A Place For Mom
10.2010 - 06.2012
Executive Director Sales Director
Concord Senior Living
05.2007 - 05.2010
Assistant Manager Of Business Development
Epic Asset Management
01.1999 - 05.2007
Business
University Of Washington