Manager of Sales

Base salary is $75,000+ based upon related experience with additional incentive pay potential averaging 30%
JOB SUMMARY

Responsible for the leadership, direction, and management of the Village’s Independent Living Sales team and Health Services Business Development team. Develops and administers performance goals, and sales commission structure. Directs and implements sales programming, sales promotions, and performance evaluations. Develops and implements sales training and provides one-on-one training and oversight as necessary. Responsible for meeting monthly, quarterly, and annual sales goals and revenue targets. Collaborates with the Marketing Manager and Inventory Specialists to ensure maximum lead generation and inventory needs are reached to achieve deposits and move-in goals. Is the voice of the future resident for all strategic initiatives that impact new resident sales and satisfaction. Represents the Village at all Sales and Marketing functions and events. Collaborates with health service administrators to support the goals and needs of each area through the leadership and training of the business development team. Supportive of the Village’s mission, values, and service/hospitality (PRIDE) expectations. Completes training as required by policy.

ESSENTIAL JOB FUNCTIONS
Develops, coordinates, and implements annual sales activity and individual performance goals, aligning with village wide goals.
Responsible for monitoring and managing the weekly, monthly, quarterly, and annual sales activity and sales performance for each member of the sales and business development team.
Responsible for the development and implementation of the annual sales commission program.
Collaborates with Marketing Manager to develop lead generation, sales promotion and marketing promotional materials and events to maximize new leads, deposits, and move-ins.
Collaborates with the Inventory Specialists to ensure that the right inventory mix is available and meeting the expectations of clients to maximize sales.
Manages the Move-in Coordinator to ensure that the sales process is complete, and oversees the sale from deposit to final move-in.
Represents the Village at all marketing events, open houses, and seminars by providing sales management to sales team, presenting to prospective residents and leading Village tours.
In conjunction with the marketing Manager, is responsible for local and industry competitive knowledge and trends.
Analyzes sales matrixes and trends to ensure optimal sales techniques and outcome.
Researches, develops, and implements on-going training programs, utilizing outside resources, as well as conducting team training sessions and one-on-one as needed.
Co-leads the referral initiative with the Marketing Manager to improve the referral culture at the Village.
Manages and is key liaison with outside vendors on specialty sales and marketing programs, i.e. Moving Assistance Program (MAP).
Collaborates with other business units to maximize the entire continuum that John Knox Village provides.
Works closely with key departments/managers (finance & health services) on contract approvals and concerns.
Adheres to all applicable regulatory and fair housing requirements.
Adheres to all safety regulations and requirements.
Handles stress well and gets along with others within the workplace and with customers outside the department.
Maintains acceptable standards of workplace conduct.

The responsibilities described above represent the primary responsibilities of the job. Other responsibilities may be assigned by the supervisor as warranted by business needs. The incumbent is expected to perform all assigned responsibilities.

ESSENTIAL QUALIFICATIONS

Education:

Bachelor’s degree from four-year college or university in Marketing or Business is required. Will consider four or more years of related experience in lieu of degree.

Licenses/Certifications:

A valid driver’s license is required.

Knowledge and Skills (required unless otherwise noted):

Intermediate keyboarding skills are required.
Intermediate level knowledge of Microsoft Windows and Office applications such as Excel, Word, Access, and PowerPoint are required.
Advanced level of REPS Database or data base management system strongly recommended.
Intermediate level knowledge of desktop publishing software.
Intermediate level knowledge of web design/development.
Ability to work with people, utilizing interpersonal, team building, presentation, persuasion, and problem-solving skills.
Intermediate level understanding of design and graphics.
Advanced organizational skills.
Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public.
Ability to read, analyze and interpret general business periodicals, professional journals, technical procedures, or governmental regulations is required.
Ability to write reports, business correspondence, and procedure manuals.
Ability to apply business math, such as fractions, percentages, ratios, and proportions to practical situations.
Ability to define problems, collect data, establish facts, and draw valid conclusions.
An advanced knowledge and understanding of sales management and sales promotion is required.
An intermediate knowledge and understanding of marketing, planning and development strategies in the areas of television, print, direct mail, websites, and seminars is required.
Able to handle confidential information with discretion.
Advanced customer service, negotiating, public speaking and motivation skills.

Experience:

• A minimum of 10 years in sales/sales management.
• Experience in senior living industry is preferred.
SPECIAL WORKING CONDITIONS
Primarily in an office environment.
Will need to drive a personal vehicle 100% on and off campus.
All associates may be called upon to assist other departments in a declared emergency situation.
PHYSICAL AND MENTAL DEMANDS

The physical demands described below are representative of those that must be met by an individual to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Standing and/or walking up to two-thirds of each day.
Sitting for up to two-thirds of each day.
Extensive use of fingers and hands for using a computer keyboard and/or writing.
Occasional reaching with hands and arms.
Occasional kneeling, stooping, or crouching.
Frequent speaking and hearing.
Must be able to occasionally lift boxes or other materials weighing up to 50 pounds.
Requires close vision, distance vision, color differentiation, peripheral vision, depth perception and the ability to adjust focus.
SUPERVISION RECEIVED
Reports to the Director, Sales, Marketing and Corporate Communications.
SUPERVISION GIVEN
Provides direct supervision to retirement counselor sales team and Move-in Coordinators.

EOE/D/V

Nicotine-Free Workplace

Post-offer background check and drug-screen required.

Experience
Required
10 year(s): Sales/sales management experience.
Preferred
Senior living industry experience.
Education
Required
Bachelors or better in Marketing or related field
Motivations
Required
Self-Starter: Inspired to perform without outside help
Financial: Inspired to perform well by monetary reimbursement
Goal Completion: Inspired to perform well by the completion of tasks

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)

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