Sales Specialist

Clearwater Living•Newport Beach, CA

17d•$95,000 - $110,000

About The Position

Are you passionate about serving seniors? Do you want to be part of team that strives to create experiences that celebrate our seniors? Clearwater Living is a premier luxury senior living company in based out of Newport Beach and is looking for a Sales Specialist to join the team! This is a full time travel role filling in for vacant Sales Directors Salary Range: 95k-110k Clearwater Living associates enjoy great benefits: Excellent benefits 401(k)contributions Paid Vacation and Sick leave Exciting opportunities to grow Dynamic and fast paced environment Culture of people first and service always The Sales Specialist posses excellent organizational, time management skills and displays effective planning and negotiation skills. The Sales Specialist provides sales and marketing support for assigned communities to drive community sales and meet or exceed company budgeted occupancy and revenue goals. This role oversees the rental sales of assigned community apartments, keeps abreast of current market trends and competitors, manages all leads, from the initial inquiry through the admission process and builds strong relationships with outside referral sources to increase community awareness and drive leads into the community.

Requirements

Bachelor’s degree in communications, public relations, marketing, or related field preferred or minimum 3 three to five years combination of education and sales experience in a senior living, hospitality, or related industry
Ability to travel 80-100%, and at times work weekends or evenings to support community events
Minimum one year of supervisory experience to include training and supervising staff and developing and managing a budget preferred
First Aid/CPR/BLS Certification preferred
Background clearances as required by government regulations
Must meet health requirements, including TB
Clearwater Living is an equal opportunity employer that is committed to diversity and inclusion in the workplace. We prohibit discrimination and harassment of any kind based on race, color, sex, religion, sexual orientation, national origin, disability, genetic information, pregnancy, or any other protected characteristic as outlined by federal, state, or local laws.

Responsibilities

Provide short-term support to communities (two weeks to six months) where there is no current Sales and Marketing Director or where additional sales support is needed to achieve community goals.
Responsible for all community rentals sales and maintaining budgeted occupancy and revenue by generating the number of qualified inquiries, referrals, tours and closing rates required
Facilitate the entire move-in process, from generating leads to conducting/coordinating tours, through qualifying and final move-in
Develop a pre-call plan for presentations and a strategy to advance the lead to sale.
Maintain computer database with all the leads critical information including tracking each customer interaction, assigning a status and source code.
Train community leadership team to conduct effective presentations with leads and professionals
Work in collaboration with the Executive Director and SVP of Sales and Marketing to ensure that all community associates understand that sales and marketing is everyone’s responsibility.
Conducts training where necessary and needed to deploy and maintain this philosophy.
Work with Leadership Team to implement and maintain Clearwater Living’s Customer Service program: Facilitate this critical component of our customer service and sales leadership standards within the community
Conduct daily property walk through to ensure the community is ready for guests to include; Ensuring that the grounds, common areas and models are in top tour condition and up to Clearwater Living standards; Work with Leadership team when changes are necessary, so standards are met
Identify, establish and maintain positive relationships with industry influencers and key community and strategic partners to assure on-going referrals and continued opportunities to promote the community and attract residents: Build and maintain relationships with professional referrals where appropriate and depending on length of assignment.
Determine key referral sources within market area and establish a plan and strategy to advance the relationship to generate referrals
Pre-call plan personal visits and calls with a strategy to advance the relationship to referral status
Plan and conduct internal events to showcase our communities
Attend local market area events
Maintain referral database with all contact information including all customer interactions, notes, status and relationship updates; Identify professionals and/or organizations status in the database based on volume potential of leads
Create, update and manage quarterly Sales and Marketing Plan in collaboration with the Executive Director and SVP of Sales and Marketing - to generate new leads, advance current leads, build relationships with referral sources and close sales
Collect and evaluate current market research to understand trends and competition, and adjust marketing strategy to meet changing conditions
Maintain current knowledge of the local market trends and competitors to assist in developing and executing effective sales and marketing plans
Understand Clearwater Living strength and weaknesses, opportunities and threats so marketing plan is updated for effective implementation
Provide Reception staff members with relevant information regarding community rentals, referrals, new prospects
Train Receptionist team on initial greeting, phone answering and transferring etiquette and Clearwater Living standards, on creating positive first impressions and a professional experience
Maintain updated prospect lead base with contact information, tour notes, and notes on status/relationships: Stay current on all prospect follow up
Determine strategy and pre-call plan each customer interaction for effective advancement of lead
Use the database for mailing lists and information
Analyze leads for creating marketing plan (i.e. source codes, zip codes, etc.)
Deliver paperwork to Business Office Director timely and per Clearwater Living policy and procedure for all admissions, deposits and waitlists, etc.
Forward all required documentation, paperwork, files, reports, move-in paperwork (prior to move-in) to: Health Services Director (if applicable), Memory Care Director (if applicable), the Executive Director and the Business Office Director
Oversee and manage the move-in process – including reviewing and collecting all move-in paperwork from the families and/or the seniors themselves (Note: rental contracts are to be reviewed with families and signed by the Executive Director)
Ensure all details from the apartment readiness are complete for the resident to comfortably move-into their apartment
Complete move-in packet with all appropriate copies ensuring all State and Clearwater Living required forms are completed and signed prior to turning over to the Business Office Director
Attend, coordinate, and sponsor community networking functions (both within and outside the community) to continually promote the positive and professional image of our community, while accurately representing our services and pricing structure
Determine and plan appropriate activities to achieve sales and implement marketing plan
Attend daily stand up, weekly management and leadership meeting, monthly all associate meeting
Present sales and marketing initiatives at community meetings
Run sales reports and have ready for ED/Sales weekly strategy meeting
Work with Executive Director and SVP of Sales and Marketing to value-price the community apartments to maximize revenue and sales
Determine other opportunities for increased revenue, i.e. increased Community Fees in specific apartments and neighborhoods, increased rates for services and/or increased apartment rents based on competitor information.
Select units to model to sell open inventory
Maintain community models in compliance with Clearwater Living standards and policies
Develop marketing strategy to sell open units, i.e., pricing promotions, marketing opportunities and referral sources to target for appropriate leads
Determine appropriate concessions to offer (within community guidelines) to close sale and move residents into the community
Understand and ensure compliance with all federal, state and local laws and regulations and all community policies and procedures affecting the department, health conditions and move-in procedures
Collaborate and lead with a spirit of teamwork and present a consistent professional and positive image.
Develop all promotional materials and communication (written and verbal) in accordance with the Clearwater Living principles, core values and with a professional image
Available to attend and promote all community functions and events
Assist with coordination, set up and tear down of special events
Manage department with financial responsibility
Comply with Clearwater standards and regulations to encourage safe and efficient operations
Encourage teamwork through open communication with associates
Display a positive and professional image through actions and maintain high standards of personal appearance and grooming, which includes wearing the proper uniform and name tag when working
Represent the Clearwater principles and core values on a daily basis
Perform other duties and tasks as assigned or required