Sales Manager
The Independent Living Sales Manager combines a hands-on approach with coaching, training, and motivating a sales team.
Experienced in monitoring goals and performance metrics.
In conjunction with the Director of Sales & Community Relations as an organizational outreach partner, contributes to the quarterly marketing plans and lead conversion strategies, tactics and follow through objectives that lead to move ins.
The Independent Living Sales Manager is experienced in monitoring goals and performance metrics.
This effort includes both conducting and monitoring measurable sales critical success factors, for calls, appointments, tours, in home visits, videos, compliance to the sales board, quotas and occupancy for the community.
This individual has the expertise and experienced ability to analyze data; is technically savvy and has critical thinking skills as it applies to sales outcomes.
Prior advanced knowledge of the use of CRM's in the sales process is a must.
The Independent Living Sales Manager is responsible for achieving individual as well as team (meeting or exceeding) move-in goals which advance occupancy for the community.
This individual is a direct contributor of move ins and presents and sells the community lifestyle to the prospective resident - from initial lead through closing - leading to deposits and gains in occupancy.
This individual is responsible for meeting with prospective residents through telephone contact, personal appointments and will apply effective sales techniques which include a thorough discovery process, pipeline management tools, consultative and relational selling practices.
This individual leads the inside sales team by example through their own selling techniques and SantaFe's prescribed sales system, and best practice selling standards.
ESSENTIAL DUTIES AND RESPONSIBILITIES The following duties are normal for this position.
This list is not to be construed as exclusive or all inclusive.
Other duties may be required and assigned.
Generates a minimum quota of 3 or more sales per month from all lead sources including but not limited to potential resident, staff, and professional community contacts.
Acts as the Team Leader for the Inside sales team.
Provides the team with training and monitoring of staff which includes Senior Living Sales Counselors and Marketing Coordinator/Transitions Specialist or any Administrative Sales Assistants.
Partners with the Director of Sales to achieve the successful transition of incoming referrals converting them into active prospects in the pipeline.
Provides accurate reports to all appropriate parties which include but not limited to the Executive Director, Accounting, and Corporate Management, purchase orders and local budget oversight, variance reports, commission reports, occupancy report oversight, performance management with team ratios, metrics and benchmarks.
Participates in Leadership Meetings for the Department also in rotation with the Director of Community Relations.
Conducts weekly update meetings with The Executive Director discussing apartment availability, room turnover, the interplay of sales and operations, improved process, operational challenges, upcoming sales strategies, incentives, etc.
Mandatory attendance and presentation of sales board at weekly sales accountability calls with Corporate Director of Sales and Marketing and management, providing ongoing pipeline updates, plans of action, and team's continuous improvement of process to deliver occupancy results.
Embraces a culture of continuous self-improvement and self-correction.
Responds to requests for information in a timely manner with a high sense of urgency.
Assists in creating urgency campaigns that drive the book of business.
Maintains regular contact with existing leads and prospects always setting next steps.
Interacts with all leads whether provided through advertising, public relations, referral, or personal contact and to turn those leads into depositors and residents of the Community through the use of professional selling skills including but not limited to outbound sales calls, in-person sales appointments and tours, event participation, and group presentations.
Address specific customer preferences and priorities to guide them to commitment Connect with a sufficient volume of leads and prospects by phone daily to create the velocity of sales needed to meet established goals, work within a metrically driven set of benchmarks and critical success factors.
Daily maintain CRM data base and sales board effectively and in a timely manner with all inquiries Skillfully interview prospects or their representatives to ascertain how the Community will meet their needs Know and be able to explain the benefits of residing at the Community and value proposition including the community points of differences for all levels of care and types of contracts.
Record all information obtained during the interview process and accurately input data in the ENQUIRE data base, correctly noting where each lead came from.
Conducts effective sales presentations that inspire customers to take the next step in the sales process Influence closing through sales messages, video follow-ups, presentation techniques, home visits, facilitation methods and relationship management Execute thorough follow through to be able to retain the majority of sales and move prospects forward to move-in.
This includes daily mining of the database.
Works collaboratively with the healthcare team and Transition Specialist in obtaining needed clinical documentation necessary for an admission to Independent, Assisted Living or Memory Care Assisted Living.
Works collaboratively with the Business Office in establishing financial qualifications for all incoming residents especially those securing a LifeCare contract.
Maintains prospect relationships through consistent communications by phone, mail, email, 1:
1 contact to meet company benchmarks of inquiry to tour, tour to move in, and inquiry to move in ratios.
Operates prospect-tracking system and possess strong personal computer proficiency taking the lead on all reports for accuracy.
Maintain and update daily an effective sales board which provides forecasting opportunities to know and reach monthly sales goals and adopt weekly plans of action to self-correct any shortfalls.
Know the procedures followed in lead fulfillment and lead tracking to advance a prospect in the sales process Keep track of weekly call metrics and appointment setting goals with tours booked out two weeks in advance on the calendar.
Enforce the non-negotiables with direct reports for all Critical Success Factors.
Hold the team accountable.
Administer performance improvement plans or performance development plans where appropriate.
Update talent profiles for direct reports as required.
Conduct direct report reviews per company standards.
Requirements and
Experience:
Continuing Care Retirement Community sales experience is a must.
College Bachelor's Degree, Masters preferred -Business Administration, Marketing, Finance, English, or a Healthcare Related Degree.
Proven sales experience including commissioned sales At least seven years in marketing/sales specifically in a life-care community setting with a minimum of 3 years leading a sales team.
Benefits:
Career advancement opportunities Competitive salaries and Commissions Comprehensive benefits package, including medical, dental, life and disability insurance Educational assistance programs Associate recognition programs, referral bonuses, and gym reimbursement Paid Time Off, company paid holidays, 403(B) plan with matching contributions, and more Recommended Skills Administration Assisted Living Business Administration Business Process Improvement Business Relationship Management Clinical Works Estimated Salary: $20 to $28 per hour based on qualifications.
Experienced in monitoring goals and performance metrics.
In conjunction with the Director of Sales & Community Relations as an organizational outreach partner, contributes to the quarterly marketing plans and lead conversion strategies, tactics and follow through objectives that lead to move ins.
The Independent Living Sales Manager is experienced in monitoring goals and performance metrics.
This effort includes both conducting and monitoring measurable sales critical success factors, for calls, appointments, tours, in home visits, videos, compliance to the sales board, quotas and occupancy for the community.
This individual has the expertise and experienced ability to analyze data; is technically savvy and has critical thinking skills as it applies to sales outcomes.
Prior advanced knowledge of the use of CRM's in the sales process is a must.
The Independent Living Sales Manager is responsible for achieving individual as well as team (meeting or exceeding) move-in goals which advance occupancy for the community.
This individual is a direct contributor of move ins and presents and sells the community lifestyle to the prospective resident - from initial lead through closing - leading to deposits and gains in occupancy.
This individual is responsible for meeting with prospective residents through telephone contact, personal appointments and will apply effective sales techniques which include a thorough discovery process, pipeline management tools, consultative and relational selling practices.
This individual leads the inside sales team by example through their own selling techniques and SantaFe's prescribed sales system, and best practice selling standards.
ESSENTIAL DUTIES AND RESPONSIBILITIES The following duties are normal for this position.
This list is not to be construed as exclusive or all inclusive.
Other duties may be required and assigned.
Generates a minimum quota of 3 or more sales per month from all lead sources including but not limited to potential resident, staff, and professional community contacts.
Acts as the Team Leader for the Inside sales team.
Provides the team with training and monitoring of staff which includes Senior Living Sales Counselors and Marketing Coordinator/Transitions Specialist or any Administrative Sales Assistants.
Partners with the Director of Sales to achieve the successful transition of incoming referrals converting them into active prospects in the pipeline.
Provides accurate reports to all appropriate parties which include but not limited to the Executive Director, Accounting, and Corporate Management, purchase orders and local budget oversight, variance reports, commission reports, occupancy report oversight, performance management with team ratios, metrics and benchmarks.
Participates in Leadership Meetings for the Department also in rotation with the Director of Community Relations.
Conducts weekly update meetings with The Executive Director discussing apartment availability, room turnover, the interplay of sales and operations, improved process, operational challenges, upcoming sales strategies, incentives, etc.
Mandatory attendance and presentation of sales board at weekly sales accountability calls with Corporate Director of Sales and Marketing and management, providing ongoing pipeline updates, plans of action, and team's continuous improvement of process to deliver occupancy results.
Embraces a culture of continuous self-improvement and self-correction.
Responds to requests for information in a timely manner with a high sense of urgency.
Assists in creating urgency campaigns that drive the book of business.
Maintains regular contact with existing leads and prospects always setting next steps.
Interacts with all leads whether provided through advertising, public relations, referral, or personal contact and to turn those leads into depositors and residents of the Community through the use of professional selling skills including but not limited to outbound sales calls, in-person sales appointments and tours, event participation, and group presentations.
Address specific customer preferences and priorities to guide them to commitment Connect with a sufficient volume of leads and prospects by phone daily to create the velocity of sales needed to meet established goals, work within a metrically driven set of benchmarks and critical success factors.
Daily maintain CRM data base and sales board effectively and in a timely manner with all inquiries Skillfully interview prospects or their representatives to ascertain how the Community will meet their needs Know and be able to explain the benefits of residing at the Community and value proposition including the community points of differences for all levels of care and types of contracts.
Record all information obtained during the interview process and accurately input data in the ENQUIRE data base, correctly noting where each lead came from.
Conducts effective sales presentations that inspire customers to take the next step in the sales process Influence closing through sales messages, video follow-ups, presentation techniques, home visits, facilitation methods and relationship management Execute thorough follow through to be able to retain the majority of sales and move prospects forward to move-in.
This includes daily mining of the database.
Works collaboratively with the healthcare team and Transition Specialist in obtaining needed clinical documentation necessary for an admission to Independent, Assisted Living or Memory Care Assisted Living.
Works collaboratively with the Business Office in establishing financial qualifications for all incoming residents especially those securing a LifeCare contract.
Maintains prospect relationships through consistent communications by phone, mail, email, 1:
1 contact to meet company benchmarks of inquiry to tour, tour to move in, and inquiry to move in ratios.
Operates prospect-tracking system and possess strong personal computer proficiency taking the lead on all reports for accuracy.
Maintain and update daily an effective sales board which provides forecasting opportunities to know and reach monthly sales goals and adopt weekly plans of action to self-correct any shortfalls.
Know the procedures followed in lead fulfillment and lead tracking to advance a prospect in the sales process Keep track of weekly call metrics and appointment setting goals with tours booked out two weeks in advance on the calendar.
Enforce the non-negotiables with direct reports for all Critical Success Factors.
Hold the team accountable.
Administer performance improvement plans or performance development plans where appropriate.
Update talent profiles for direct reports as required.
Conduct direct report reviews per company standards.
Requirements and
Experience:
Continuing Care Retirement Community sales experience is a must.
College Bachelor's Degree, Masters preferred -Business Administration, Marketing, Finance, English, or a Healthcare Related Degree.
Proven sales experience including commissioned sales At least seven years in marketing/sales specifically in a life-care community setting with a minimum of 3 years leading a sales team.
Benefits:
Career advancement opportunities Competitive salaries and Commissions Comprehensive benefits package, including medical, dental, life and disability insurance Educational assistance programs Associate recognition programs, referral bonuses, and gym reimbursement Paid Time Off, company paid holidays, 403(B) plan with matching contributions, and more Recommended Skills Administration Assisted Living Business Administration Business Process Improvement Business Relationship Management Clinical Works Estimated Salary: $20 to $28 per hour based on qualifications.
|
|
 | |
