Sales Specialist (Southeast) - Navion Senior Solutions

Navion Senior Solutions•Charlotte, 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 position supports lead generation, sales and closing activities, and achievement or exceedance of move-in goals while maintaining a positive image of the company among referral sources, residents, and team members. Immediate occupancy and revenue growth are the top priorities. The role involves frequent travel to communities across the Southeast, with availability to travel up to 95% of the time. The Sales Specialist develops sales strategies, supports and coaches community sales teams, monitors sales activity and performance, and works with community leaders and other colleagues to advance inquiries through move-in. The role also involves building relationships with residents, families, team members, and professional referral sources; representing residency-related documents; maintaining confidentiality and regulatory compliance; and completing other duties as 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 at least 18 years of age.
Availability 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 reports on sales activities, 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 Directors.
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 promptly and appropriately to walk-ins, phone inquiries, and mail-ins, and treat 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 create, plan, and implement prospect-generating events such as seminars, speakers, themed events, and family nights.
Understand and clearly represent documents related to residency, including residency agreements and admission forms.
Develop and maintain productive relationships with residents, families, team members, and professional referral sources.
Communicate with key influencers who affect sales and move-ins.
Maintain working knowledge of all software programs.
Take the lead on uncertain sales and instruct the team member 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 timely, effective closing, 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 foster cohesiveness, share best practices, and provide positive reinforcement.
Perform other duties as assigned by supervisors.