Summary
Overview
Work History
Education
Skills
Timeline
Generic

Tarin Lawrence

Leesburg,FL

Summary

A dynamic leader with a proven track record, excelling in operations management and strategic sales planning. Spearheaded initiatives to maintain over 90% occupancy, demonstrating exceptional team leadership and negotiation skills. Expert in CRM and adept at fostering professional relationships, significantly boosting business development and revenue growth.

Overview

10
10
years of professional experience

Work History

Lead Senior Living Advisor

Osprey Lodge
Tavares, FL
10.2022 - Current
  • Present the community to prospects using relationship-based selling techniques.
  • Use the lead tracking system to document all contacts with prospects.
  • Consistently exceeding move-in standards and sales initiatives while maintaining 90%+ occupancy.
  • Identified needs, barriers, and next steps for each inquiry.
  • Planned and managed the sales and marketing budget within approved guidelines, and according to company policies and procedures.
  • Maintain knowledge of local competition by performing periodic visits to update the competitive analysis document.
  • Recruit, manage, train, motivate, and evaluate sales and marketing associates according to company policies and procedures.
  • Managed sales budget and monitored expenses to ensure alignment with financial targets.
  • Implemented sales training programs that are aligned with the company's goals and strategies.
  • Identified, developed and maintained relationships with professional referral sources.
  • Oversaw the recruitment, selection, and onboarding of new sales associates.
  • Supported sales team members to drive growth and development.
  • Coached, developed and motivated team to achieve revenue goals.

Sales and Marketing Director

Trinity Springs
Oxford, FL
10.2021 - 08.2022
  • Guide the sales team by providing ongoing coaching, structured training programs, and clear leadership to optimize their performance in achieving desired sales goals.
  • Design and implement the annual sales and marketing plan.
  • Implement a comprehensive strategic marketing plan to include the following: social media, referral source development, community outreach, internal marketing, advertising, public relations, events, and reputation management.
  • Identify needs, barriers, and next steps for each inquiry.
  • Generate required reports related to marketing activity by using the lead tracking system.
  • Build community relationships through participation in networking groups, and hosting events.
  • Establish relationships with local skilled nursing facilities to ensure smooth discharge planning when necessary.
  • Actively contribute to improving public relations, increasing positive public regard, and overall awareness of the community.
  • Directed sales forecasting activities and set performance goals accordingly.
  • Implemented sales training programs that are aligned with the company's goals and strategies.
  • Built relationships with customers and industry professionals to establish long-term business growth.
  • Developed and maintained sales materials and current product knowledge.
  • Implemented effective pricing strategies that increased profits while maintaining customer loyalty.
  • Hired and motivated high-performing sales team.
  • Implemented CRM systems to streamline sales processes and improve customer relationships.
  • Provided detailed sales reports and forecasts to executive management for strategic decision-making.

Director of Sales and Marketing

Highpoint at Stonecrest
Summerfield, FL
09.2020 - 10.2021
  • Establish goals, oversee daily operations of the department to attain targeted occupancy levels
  • Monitor efficiency and effectiveness of department activities
  • Design and implement the annual sales and marketing plan
  • Recruit, hire, train, supervise, schedule, evaluate, and counsel the sales and marketing staff
  • Actively contribute towards improving public relations, increasing positive public regard and overall awareness of the community
  • Plan, update and conduct sales and marketing presentations
  • Plan ads, newsletters, and other advertising and public relations materials
  • Develop and actively participate in the Outreach Program by providing necessary resources, building contacts, creating awareness, and garnering goodwill overall
  • Assist with organizing and planning onsite facility-specific events and tours
  • Exceeds personal Sales expectations
  • Manages Budget
  • Uses Direct Sales Performance Indicators (DSPI’s) to set goals and diagnose areas of strength and needed improvement
  • Hired and motivated high-performing sales team.
  • Managed budgets related to area sales operations including forecasting expenses against goals.
  • Led sales planning, development and account management to grow existing accounts and establish new sales accounts.
  • Supported sales team members to drive growth and development.
  • Provided leadership through effective communication of vision, active coaching and development of personnel, presentation skills, and the ability to motivate teams.
  • Provided detailed sales reports and forecasts to executive management for strategic decision-making.
  • Developed and maintained sales materials and current product knowledge.
  • Led a team of sales managers and representatives, providing training and development to enhance performance.

Community Outreach Director

Elan Buena Vista/Elan Spanish Springs (CIVITAS)
The Villages, FL
02.2018 - 09.2020
  • Collaborate with the internal marketing department and other related vendors to produce marketing materials and media content to support the facilities.
  • Ensures implementation of the brand for the communities
  • Led sales planning, development, and account management to grow existing medical and non-medical professional referral sources.
  • Generated weekly, monthly, and quarterly reports on sales volume, and revenue growth.
  • Supported sales team members in driving growth and development.
  • Developed and executed strategic sales plans to achieve sales targets, and expanded professional referrals.
  • Planned, developed, and implemented sales strategies in the assigned region.
  • Led, trained, and mentored a team of sales professionals, enhancing their skills to reach monthly and annual sales goals.
  • Identified new business opportunities within the region through networking activities.
  • Developed sales training programs and materials for team development.
  • Established strong working relationships with professional referral sources.

Community Relations Director

Elan Buena Vista
The Villages, FL
02.2018 - 09.2020
  • 228 bed IL/AL/MC
  • Increased census from 68% to 85%
  • Builds and maintains a positive and trusting relationship with prospects through listening and understanding needs and asking questions to acquire more information about specific situations
  • Guiding the prospect to make the decision that best fits their individual needs
  • Meets sales, phone out and appointment standards on a consistent basis
  • Provides regular reports to the Regional Dir
  • Of Sales & Marketing regarding sales achievements, status of interested prospects, and implementation of the marketing plan
  • B2B Development with Physicians, SNF’s, Hospital case managers and discharge planners
  • Develop and execute sales plan
  • Prepare market plan to blend professional outreach efforts and community-based events to generate leads

Community Sales Director

Atria Lady Lake
The Villages, FL
01.2015 - 01.2018
  • Focused on sales activities outside the AL/MC community by making sales calls to potential residents, referral sources, and other resources.
  • Respond to telephone inquiries, remotely and in real time, and conduct walk-in and scheduled tours with prospective residents or interested parties.
  • Met and exceeded sales goals.
  • Work with the Executive Director and the Regional Sales Manager to facilitate training and continuous servicing for all community staff who may have occasion to field an inquiry call, or conduct a walk-in or scheduled tour.
  • Serve as a resource by educating and providing information to those who advise seniors on health and alternative living options.
  • Team Mentor – Training and coaching new Community Sales Directors in Florida.
  • Create, plan, and implement events with the Sales and Marketing Team and Program Director to bring in prospective residents, such as, but not limited to, seminars, speakers, themed events, and family nights.
  • Keeps informed of all trends, developments, concepts, and techniques in his or her field that affect the product.
  • Represents the community and increases awareness through participation in outside events, professional groups, and community involvement in the local market
  • [Lexington Park]

Education

Bachelor of Science - Business Administration, Marketing, Management

Penn State University
01.2022

Florida Assisted Living Administrator License - CORE Certified

USF
01.2017

Associates degree - Business Administration

Lake-Sumter State College
Leesburg, IN
01.2016

Certificate - Human Resource Management

Rollins College
01.2005

Skills

  • Operations Management
  • Human Resource Management
  • Full cycle recruitment process
  • Disciplinary reviews
  • Exit reviews
  • New Business Development
  • P&L Management
  • Proficient in CRM
  • Strategic Sales and Marketing Planning
  • Orientation
  • Training
  • Coaching
  • Proficient in Microsoft Office products
  • Business development
  • Team leadership
  • Strong negotiation skills
  • Marketing and promotion
  • Excellent communication skills
  • Organizational skills
  • Attention to detail
  • Teamwork and collaboration

Timeline

Lead Senior Living Advisor

Osprey Lodge
10.2022 - Current

Sales and Marketing Director

Trinity Springs
10.2021 - 08.2022

Director of Sales and Marketing

Highpoint at Stonecrest
09.2020 - 10.2021

Community Outreach Director

Elan Buena Vista/Elan Spanish Springs (CIVITAS)
02.2018 - 09.2020

Community Relations Director

Elan Buena Vista
02.2018 - 09.2020

Community Sales Director

Atria Lady Lake
01.2015 - 01.2018

Bachelor of Science - Business Administration, Marketing, Management

Penn State University

Florida Assisted Living Administrator License - CORE Certified

USF

Associates degree - Business Administration

Lake-Sumter State College

Certificate - Human Resource Management

Rollins College

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Tarin Lawrence