Sales Specialist

Experience Senior Living

3d • $115,000 - $125,000

About The Position

As a Sales Specialist, you will be responsible for driving occupancy and revenue growth across our senior living communities. You will play a crucial role in showcasing our communities to prospective residents and their families, ensuring they understand the unique benefits and lifestyle offerings we provide.
Travel Requirements: This position is 100% travel to communities in the Experience Senior Living portfolio.
Principal Duties and Responsibilities
The following essential functions are the fundamental job duties of the position to be completed with or without reasonable accommodation.
Train and coach sales adjacent staff – Concierge, Director teams, Resident Experience teams
Main priority is getting move-ins and working the Sherpa database, alongside teams. Improving process habits/fundamentals of daily strategy sessions and execution of sales tasks.
Database review with the RDSM and EDs so that they could be mindful of the issues moving forward
Tour path / process review –make suggestions for the tour experience and recommend changes. Suggestions such as
Areas on the tour path that feel cold – how can we add sound, music, engagement staging
Process Review – are we using a welcome sign, thank you gift, ED follow up calls, et on brand standards
Physical plant and model apartment review – are there areas of the building that don’t show well, brainstorming easy, light lift changes
Training the director team how to walk the building with a sales eye
Grow revenue and manage all aspects of sales in the community through designated sales activities. Maximize opportunities for in-house and external sales, public relations and the content and effectiveness of the database and scheduler.
Act as the community sales professional leasing units.
Conduct sales activities that meet or exceed Company standards.
Make sales calls to potential residents, referral sources and other resources.
Respond to telephone inquiries, remotely and in real time where possible, and conduct walking and scheduled tours with prospective residents or interested parties.
Conduct daily sales strategy planning meetings and execution of daily creative follow up home visits and additional activities.
Accurately track move-ins, move-outs and quantity vs. quality of referral activity, determining appropriate follow-up actions.
Accurately maintain the Organizational and Contact libraries in the community’s Customer Relationship Management database by entering information about new potential referral sources, updating information about current referral sources and keeping detailed accounts of appointments with individual referral source contacts.
Assist in maintaining and maximizing referral and lead generation service relationships like A Place for Mom and Caring.com
Extensive travel required (100% on the road).
Develop and maintain relationships with any and all potential referral sources and conduct on-going field visits.
Qualify prospective residents, effectively matching our services to their needs, thus maximizing move-in potential.
Assist the Executive Director in ensuring that the community, including all available apartments, model apartments, common areas and grounds are staged, marketable and presentable.
Provide regional management with necessary paperwork and reports to actively monitor sales efforts.
Work with the Executive Director to facilitate training and continuous in-servicing for all community staff that may have occasion to field an inquiry call or conduct a walk-in or scheduled tour.
Research and maintain current information on local competition and new services and competitors entering the marketplace. As requested, gather specific market/competitive information and report findings to the Executive Director, the Divisional Sales Director, and the Business Optimization team at the Support Center.
May perform other duties as needed and/or assigned.

Requirements

• Must demonstrate competence in the following areas:
• Ability to connect and build trust with clients and their circle of influence
• Ability to understand and manage emotions arising from client situations
• Ability to guide clients toward solutions
• Experience in a customer service-oriented setting necessary
• Demonstrated ability to work in a team environment
• Ability to show sincerity and empathy
• Effective verbal and written communication skills are required, including the ability to communicate openly, honestly, and responsibly with others
• Ability to read, speak, and understand the English language
• Ability to work nights, weekends and holidays required
• Proficient in Microsoft Outlook, Word, Excel, and PowerPoint
• Must possess a current driver's license

Nice To Haves

• Experience in senior living, including assisted living and memory care environments preferred
• Bachelor's degree or equivalent experience and education preferred
• Background in sales or leasing in the health care or senior living industry helpful
• Creative and "out of the box" thinker desired
• Expertise in “relationship selling” and a demonstrated ability to close
• Experience with motivational interviewing techniques preferred

Responsibilities

• Train and coach sales adjacent staff – Concierge, Director teams, Resident Experience teams
• Main priority is getting move-ins and working the Sherpa database, alongside teams. Improving process habits/fundamentals of daily strategy sessions and execution of sales tasks.
• Database review with the RDSM and EDs so that they could be mindful of the issues moving forward
• Tour path / process review –make suggestions for the tour experience and recommend changes. Suggestions such as
• Areas on the tour path that feel cold – how can we add sound, music, engagement staging
• Process Review – are we using a welcome sign, thank you gift, ED follow up calls, et on brand standards
• Physical plant and model apartment review – are there areas of the building that don’t show well, brainstorming easy, light lift changes
• Training the director team how to walk the building with a sales eye
• Grow revenue and manage all aspects of sales in the community through designated sales activities. Maximize opportunities for in-house and external sales, public relations and the content and effectiveness of the database and scheduler.
• Act as the community sales professional leasing units.
• Conduct sales activities that meet or exceed Company standards.
• Make sales calls to potential residents, referral sources and other resources.
• Respond to telephone inquiries, remotely and in real time where possible, and conduct walking and scheduled tours with prospective residents or interested parties.
• Conduct daily sales strategy planning meetings and execution of daily creative follow up home visits and additional activities.
• Accurately track move-ins, move-outs and quantity vs. quality of referral activity, determining appropriate follow-up actions.
• Accurately maintain the Organizational and Contact libraries in the community’s Customer Relationship Management database by entering information about new potential referral sources, updating information about current referral sources and keeping detailed accounts of appointments with individual referral source contacts.
• Assist in maintaining and maximizing referral and lead generation service relationships like A Place for Mom and Caring.com
• Extensive travel required (100% on the road).
• Develop and maintain relationships with any and all potential referral sources and conduct on-going field visits.
• Qualify prospective residents, effectively matching our services to their needs, thus maximizing move-in potential.
• Assist the Executive Director in ensuring that the community, including all available apartments, model apartments, common areas and grounds are staged, marketable and presentable.
• Provide regional management with necessary paperwork and reports to actively monitor sales efforts.
• Work with the Executive Director to facilitate training and continuous in-servicing for all community staff that may have occasion to field an inquiry call or conduct a walk-in or scheduled tour.
• Research and maintain current information on local competition and new services and competitors entering the marketplace. As requested, gather specific market/competitive information and report findings to the Executive Director, the Divisional Sales Director, and the Business Optimization team at the Support Center.
• May perform other duties as needed and/or assigned.

Benefits

• We offer a full benefits package that includes medical, dental, vision, STD/LTD, life and voluntary life, 401k with employer matching, paid holidays, and up to 20 days PTO in the first three years.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Number of Employees: 11-50 employees