Sales Specialist (NC/SC) - Navion Senior Solutions

Navion Senior Solutions•Raleigh, NC

About The Position

Navion Senior Solutions is seeking a high-performing Sales Specialist to provide sales and marketing support to its communities based on need and at the direction of the Vice President of Sales and Marketing. The role supports communities in North and South Carolina, with frequent travel, and focuses on immediate occupancy and revenue growth. The Sales Specialist assists with lead generation, sales, closing activities, and achievement of move-in goals while maintaining a positive company image with referral sources, residents, and team members. The position develops and implements sales strategies, supports and mentors sales and marketing staff, monitors performance and census metrics, and works with community leaders to advance prospective residents from inquiry through move-in. It also involves coordinating tours and events, maintaining relationships with residents, families, team members, and referral sources, and ensuring appropriate handling of residency documentation and confidential information. Other duties may be assigned by supervisors.

Requirements

Proven sales executive experience, meeting or exceeding targets.
Proven ability to drive the sales process from inquiry to close.
Ability to articulate the distinct aspects of Navion Senior Solutions offerings.
Ability to position Navion against competitors.
Ability to work well with others and promote a team environment.
Excellent listening, negotiation, and presentation skills.
Excellent verbal and written communication skills.
Must be 18 years of age or older.
Available to travel up to 95% of the time.

Nice To Haves

Bachelor's degree preferred.
One to two years' experience in long-term care and progressive sales experience in healthcare, hospitality, or a service environment preferred.

Responsibilities

Develop and implement comprehensive sales strategies to drive occupancy success.
Coach, train, mentor, track, and assist with management of Sales and Marketing team members.
Monitor and report daily census and weekly conversion ratios for all communities.
Provide bi-monthly sales activity reports, including hot and warm prospects, follow-up activities, lost leads, and overall performance, to the SRD of Operations and SRD of Sales and Marketing; review reports with Executive Directors and Sales Director.
Achieve community sales census goals in the budgeted plan; track accuracy and approve monthly commission reports.
Schedule, organize, and conduct tours with prospective residents, families, and professional referral sources.
Respond to and follow up promptly and appropriately with walk-ins, phone inquiries, and mail-ins, treating each inquiry with value and respect.
Meet minimum sales expectations for call-outs, first on-site personal touches, securing deposits, and move-ins.
Collaborate with Sales and Marketing and Life Enrichment Directors to plan and implement prospective-resident events, such as seminars, speakers, themed events, and family nights.
Understand and represent residency documents, including residency agreements and admission forms.
Develop and maintain working relationships with residents, families, team members, and professional referral sources.
Communicate with key influencers affecting sales and move-ins.
Maintain working knowledge of all software programs.
Take the lead on uncertain sales and direct the individual assisting with the lead on immediate next steps and strategies.
Raise questions and challenges with the Executive Director and other managers regarding sales, move-ins, and closing sales effectively and promptly, including possible denials of admits or readmits.
Maintain confidentiality of pertinent information.
Comply with Navion, city, state, and federal regulations pertaining to residents’ accounts, including Medicare and third-party billing.
Interact professionally and effectively with all levels of the organization, residents, and family members.
Motivate the community team and sales staff through ongoing training and positive reinforcement.
Maintain and develop Sales team communication to promote cohesiveness, share best practices, and provide positive reinforcement.
Perform other duties as assigned by supervisors.