Health Care Sales Counselor

Otterbein SeniorLife•Celina, OH

About The Position

At Otterbein, you’re more than an employee, you’re a Partner in Caring. Together, we work side by side toward a shared goal: delivering person-centered care that respects every resident and the choices they make. Whether in our vibrant communities, our welcoming small house neighborhoods, Home Health, Hospice or Home Office, we provide the highest level of compassionate, quality care. Join our team of Partners who are talented, kind, wise, funny, spirited, generous, endearing, and truly one-of-a-kind. Otterbein SeniorLife Communities strive to enrich individual life journeys for those we serve, by providing high quality service in a cheerful, timely manner and by communicating, coordinating, and cooperating with others to attain goals. Otterbein has an employment opportunity for a Health Care Sales Counselor. JOB SUMMARY: The Community Marketing Assistant/Health Care (Assisted Living and Skilled Nursing and Rehab) Lifestyle Counselor is a dual role: The Health Care SeniorLife Counselor is responsible for achieving and exceeding sales goals while managing all aspects of the sales cycle-from initial inquiry and referral contact through admission. This includes clearly communicating the Otterbein value proposition, nurturing prospective residents and their families and guiding them through each step of the decision-making process. The counselor will maintain and develop the lead database, build strong relationships with key referral sources (such as physicians, nurses, social workers, discharge planners) and conduct outbound calls to generate visits and appointments. In addition, the Healthcare Counselor is accountable for driving occupancy by effectively managing leads for assisted living and long stay nursing, as well as short term post-acute rehabilitation. This includes coordinating referrals, completing insurance verifications and pre-authorizations, preparing admission paperwork and ensuring timely and effective communication with residents, families and referral partners throughout the process.

Requirements

Bachelor’s degree or equivalent experience
5+ years of sales/referral marketing experience preferably in retirement communities, social work, or related fields.
Must be detail oriented and have excellent literacy and writing, documentation, communication, and interpersonal
Must have high-level computer skills and maintain confidentiality.
Must have excellent customer service skills and good judgment and decision-making skills.
Must be able to communicate with older persons who may be ill, disabled and/or emotionally
Must be able to adjust to impromptu situations on a daily basis and prioritize and utilize effective time management
Must be knowledgeable of all department processes and
Must be able to interact and communicate marketing information with other departments
Must have a proven track record of successful sales/referral marketing experience
Must have ability to develop strategic and tactical plans to meet/exceed objectives
Must be detail oriented, able to prioritize and utilize effective time management skills and be flexible to adjust to impromptu situations on a regular basis
Must have strong interpersonal skills and possess excellent communication skills (listening, writing, speaking)
Must have outstanding customer service skills, good judgment and decision-making skills
Must be able to communicate with health care professionals and older persons (and associated families) who may be ill, disabled and/or emotional.
Must be able to master a contact management software system
Must maintain a high level of confidentiality
Must be capable of collaborating with internal departments, corporate and community partners
Must remain current with industry sales trends and current state of economy and resultant effect on potential sales/admissions

Responsibilities

Responsible for all duties, follow up and support to new residents (up to 90 days after move in).
Maintain adequate supply of facility information packets.
Follow up on all paperwork for admission of new residents (after move in) including dissemination of forms and set up of resident files.
Be able to answer questions pertaining to admissions documents for all new residents.
Included in the role is contract administration; all activities associated with the move-in/move-out process; reporting requirements (traffic, activity, SOAR, census, REPs, etc.); reception and phone responsibilities; planning and execution of logistical elements associated with events, programs, and meetings; and in some cases is also responsible for support in lead generation, sales calls and sales support.
Prepares resident's face sheets and Business Office forms for new
Interact with visitors, residents and family members in a positive manner, addressing a variety of issues and
Maintain, develop, and strengthen working relationships with all internal departments and
Be responsible for completing pre-admission processes that include verifying insurances, completing pre-authorization and utilization of point click care.
Meet/exceed sales goals and meet/exceed Critical Success Factors such as outbound calls, one-on-one appointments, campus tours, lead generation/follow-up and target ratios.
Productive calls
Effective appointments and/or tours
Admissions
Census
Develop, maintain, and execute a detailed prospect “Sales/Referral Marketing Plan” for Otterbein Heath care rooms/beds.
Continually update an accurate contact management database, e.g. CRM, with all activity such as walk-ins, calls, letters, invitations, etc. and analyze and use data to drive sales results.
Build relationships with existing and new prospective residents and move them effectively through the Otterbein Healthcare “Sales Funnel.”
Build relationships with a network of key referral partners representing targeted hospitals, doctors' offices, senior centers, churches, social work environments, etc.
Answer incoming calls and walk-ins, conduct campus tours, sales calls, home visits, luncheons, and all duties related to lead generation and follow-up.
Effectively communicate information and answer questions pertaining to financial and admissions requirements and documentation for prospective residents.
Develop a detailed understanding of prospective resident’s needs and work with Environmental Services to prepare the residence to meet these needs.
Interact positively with visitors, residents, family members and community members and be able to effectively address a variety of issues and circumstances.
Develop and strengthen collaborative working relationships with internal departments and staff including identifying and helping address areas of improvement to enhance the quality of living at Otterbein.
Assist Marketing Director in coordination of marketing/admission events and encourage participation of current and prospective residents.
Perform other job duties as assigned

Benefits

Health & Wellness
Medical Insurance with free virtual doctor visits
Vision & Dental Insurance
Pet Insurance
Life Insurance
Employee Assistance Program (EAP) for personal and professional support
Financial Security
401(k) Retirement Savings Plan with company match
Paid Time Off (PTO) that accrues immediately from day one
Paid Holidays for a healthy work-life balance
Access to DailyPay, enabling you to access up to 100% of your earned wages on a daily basis
Tuition Reimbursement up to $5,250 per year for ANY field of study
Tuition Discounts through exclusive partnerships with the University of Cincinnati, University of Toledo, and Hondros College
Employee-Sponsored Crisis Fund available for those facing unforeseen challenges
Legal & Identity Theft Protection
Growth & Development
University Partnerships with University of Cincinnati, University of Toledo, and Hondros College for exclusive tuition discounts
Multiple Partner Discounts available for various products and services through Access Perks
Access to 1,000s of hours of personal and professional development material through RightNow Media @ Work
Some benefits, including PTO and tuition reimbursement, are based on hours worked.