Department: Corporate/Home Office

Reports to: Regional Director of Sales

Status: Exempt

Job Summary

The Sales Specialist’s role is to support sales efforts in an assigned cluster of communities or in a single sales-challenged community. The Sales Specialist may also fill in as the Director of Community Relations where there may be an open sales position or during other salesperson’s vacations. This position reports to the Regional Director of Sales. The Sales Specialist is responsible for increasing occupancy and revenue growth through generating new sales leads, increasing professional referrals, converting leads to tours, tours to move-ins, and helping to implement necessary sales systems. Some evenings and weekends may be required at times.

Duties and Responsibilities

• Assists in developing, implementing, and maintaining a 90-day Marketing Action Plan (MAP) and Sales Action Plan for each community within the cluster in conjunction with other sales associates, Executive Directors, and Regional Directors of Operations
• Prepare and participate in weekly sales conference calls with regional teams.
• Identify and overcome objections of leads through building trusting relationships
• Generate quality community leads and professional referrals.
• Manage sales and marketing data through the company CRM timely and efficiently.
• Ensures all lead sources are identified in the CRM
• Completes and executes Quarterly Marketing Action Plans.
• Plan, market, and host events both in the community as well as off site.
• Maintain and input accurate sales information in the Weekly Dashboard
• Presents the company in a positive and professional manner
• Presents self in a positive and professional manner
• Successfully educates the community at large about the community
• Positively influences and impacts sales activities for communities as assigned
• Assures that occupancy and sales productivity goals are consistently met.

Minimum Qualifications:

• A Bachelor’s degree in business administration, healthcare administration, or related subject is required.
• A minimum of five to seven years related business experience in skilled, assisted living, or retirement living facility/community management. Successful history of building sales and meeting financial goals.
• Three – five years experience in operations management with demonstrated success in meeting financial goals specific to retirement living, assisted living, long term care or related fields such as hospitality.
• Demonstrated success in operating or maintaining a quality, customer service workforce.
• Experience in recruiting and training others.
• Understanding of facilities management.
• Solid performance management skills, including the ability to communicate performance expectations, document performance conversations, coach and document performance issues and complete performance management expectations as guided by the company.
• Basic knowledge of computer systems, particularly Microsoft Excel and Word.
• Licensed as an administrator for assisted living in states requiring such a license.
• Valid driver’s license.

Required Behavior:

• Adhere to and carry out all Company policies and procedures as they relate to sales, marketing, safety and all aspects of operations and human resources.
• Report on-the-job injuries to a supervisor before the end of the day on the day an injury occurs.
• Establish and maintain constructive working relationships with coworkers, residents/families, and visitors.
• Maintain confidentiality of verbal and written communication.
• Promote the community in a positive way.
• Able to define realistic, specific goals and objectives. Able to define task and deliverables necessary to meet goals.
• Builds and maintains productive, work-focused relationships with team, residents, and their families, corporate, regional and divisional resources and within the community.
• Able to work with people in such a manner as to build high morale and group commitments to goals and objectives.
• Able to work non-traditional hours as needed
• Participate in outside networking events in the surrounding community to foster excellent working relationships with outside referral sources.

Physical Demands

• Physically able to move at least 20 lbs. without assistance.
• Physically able to bend, reach, and work in small areas.
• Physically able to push and pull equipment and furnishings