Sales Manager Bench

Brookdale Senior Living Inc.•Brentwood, TN

About The Position

The Sales Manager Bench Program provides on-the-job training and prepares associates to assume a Sales Manager role at a Brookdale community. The role focuses on increasing and maintaining community occupancy, generating and managing leads, guiding prospective residents and their families through the decision-making process, and meeting community occupancy and revenue goals. It combines consultative sales with relationship building and coordination with community leadership and referral partners. The Sales Manager uses Brookdale’s sales processes and lead-management systems, conducts tours and presentations, follows up on inquiries, coordinates the steps needed to convert deposits into move-ins, and monitors sales performance. The role also develops referral relationships, participates in local events and community outreach, supports resident retention, and collaborates with management on marketing plans. Frequent car travel is required; occasional weekend, evening, or night work may be needed to ensure shift coverage.

Requirements

Two to five years of sales experience, preferably in the retirement industry or medical or pharmaceutical sales.
Proven track record of generating and closing a high percentage of qualified leads.
A bachelor’s degree in Marketing, Business, or a related field is preferred; an equivalent combination of experience and education is required.
Valid driver’s license; frequent car travel is required.
Knowledge of sales and marketing principles and methods, including marketing strategy and tactics, sales techniques, and sales-control systems.
Knowledge of Medicare and Medicaid regulations and applicable processes for the product lines being sold, and of state regulations affecting service delivery.
Ability to operate smartphones, personal computers, and related software.
Ability to manage time, tasks, and projects effectively in a dynamic environment.
Ability to build trust, act honestly, assess customer expectations and needs, work effectively with diverse personalities, and treat people with dignity, respect, fairness, and maturity.
Effective listening and verbal and written communication skills.
Ability to make varied decisions using guidelines and procedures and apply sound judgment to solve moderately complex problems.

Nice To Haves

Bachelor’s degree in Marketing, Business, or a related field.
Sales experience in the retirement industry or in medical or pharmaceutical sales.

Responsibilities

Participate in on-the-job training for the Sales Manager role, learning about senior living and demonstrating increasing proficiency in sales and marketing responsibilities.
Maintain or improve community occupancy in accordance with marketing and business plans; use established sales processes and systems to track information, prepare reports, and achieve occupancy goals.
Guide prospective residents, family members, and advisors through the sales process by understanding their needs and explaining community services and programs.
Promptly respond to telephone, email, internet, and in-person inquiries; complete weekly follow-up calls, letters, and tours according to the community marketing plan.
Coordinate activities needed to complete sales and convert deposits into move-ins, including visiting prospects at home or other locations for assessments or presentations and ensuring required forms are completed before move-in.
Keep management and key associates informed about prospective move-ins and track pre-residency steps to facilitate communication.
Coordinate weekly with the business development coordinator or director on efforts to meet or exceed professional-lead goals; contact local referral sources and manage these business development activities when business development associates are absent.
Develop and maintain relationships with residents, families, and professional referral sources, generate leads, and provide information or presentations about community services and programs.
Manage community inventory and identify opportunities to increase revenue or create other revenue streams.
Represent the community at outside events, professional groups, and local community activities; plan and conduct prospect or referral-source events and follow up with leads generated there.
Assist management with resident retention through welcome events, referral programs, visits to hospitalized residents, and other marketing-plan activities.
Partner with management to develop and execute marketing plans and achieve occupancy goals; research and recommend content and delivery for promotional materials.
Monitor sales and business-development conversion ratios, collect and analyze data, prepare weekly and monthly reports, and share sales-performance issues with management.
Maintain working knowledge of lead-management systems and enter sales and marketing activities promptly according to system standards.

Benefits

Paid time off
Paid holidays
Medical insurance
Dental insurance
Vision insurance
401(k)
Company-provided life insurance
Adoption benefit
Short- and long-term disability
Flexible Spending Accounts
Health Savings Account
Optional life and dependent life insurance
Associate assistance program
Employee discounts
Tuition reimbursement
Referral program
Early access to earned wages for hourly associates outside California
Optional voluntary benefits, including accident, critical illness, hospital indemnity, legal plan, identity theft protection, and pet insurance
Annual bonus incentive eligibility for full-time associates in the role
Professional development and ongoing health and wellness programs
Naturalization application fee advances up to $725, less applicable taxes and withholding, for qualified associates employed for at least one year