Senior Living Sales Advisor

Description

Miami Jewish Health is one of the leading providers of health and living options for older adults in South Florida, with an 85-year history. We recently launched a new Continuing Care Retirement Community (CCRC) expansion project planned on our existing 20+ acre campus in the heart of Miami. The CCRC, also known as a Life Plan Community, will include a beautiful, state-of-the-art independent living tower and garden homes in a park-like setting with all the expected amenities. We are currently building our sales team to support this initiative and are seeking dynamic, hospitality-minded, sales-oriented professionals to join our team.

Job Title: Senior Living Advisor

Job Summary
The Senior Living Advisor is a sales professional who 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, consultative and relational selling practices.

This effort includes both conducting and monitoring measurable sales goals for calls, appointments, event attendance, deposits and occupancy for the community. The Senior Living Advisor is responsible for achieving (meeting or exceeding) reservation and move-in goals which advance occupancy for the community.

Essential Job Functions

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.

• Generate sales referrals from potential resident and community contacts
• Respond to requests for information in a timely manner
• Provide accurate reports to all appropriate parties
• Maintain regular contact with existing leads and prospects
• Achieve the community sales and move in goals
• Exceed hospitality and service standards
• Follow the Sales Process
• • Prospecting

§ Interact 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 presentations, event participation, and group presentations

§ Greet all visitors pleasantly and professionally presenting a very positive image for the Community

§ 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

§ Maintain CRM database effectively and in a timely manner with all inquiries

• • Discovery process

§ 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

§ Record all information obtained during the interview process and accurately input data in the CRM database

• • Presentations

§ Conduct effective sales presentations that inspire customers to take the next step in the sales process

• • Closing Skills

§ Influence closing through sales messages, presentation techniques, facilitation methods and relationship management

• • Retention

§ Execute thorough follow-through to be able to retain all sales and move prospects forward to move-in

§ Maintain prospect relationships through consistent communications by phone, mail, email, 1:1 contact

o Data Management and Tracking the Customer Journey

§ Operate CRM database and possess strong computer proficiency

§ Maintain effective hot lead list which provides forecasting opportunities to know and reach monthly sales goals

o Marketing

§ Know the procedures followed in lead fulfillment and lead tracking to advance a prospect in the sales process

o Training and Development

§ Strive for constant improvement in selling skills through attendance at sales training meetings and through the reading of motivational and sales-oriented materials

§ Remain informed about the local real estate market, the customer profile in your market, competitor communities, industry trends and customer trends

§ Build trust and strong cross functional relationships within the community and operational structure

• Operate CRM database.
• Utilize existing resident, depositor and lead contacts to generate additional leads by prospecting for referrals.
• Act professionally and honestly at all times in the representation of the Community concept of senior living.
• Other duties as assigned by Supervisor.

Prospecting

• Interact with all leads whether provided through advertising, public relations, referral, or personal contact and 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 presentations, event participation, and group presentations
• Greet all visitors pleasantly and professionally presenting a very positive image for the Community
• 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
• Maintain CRM database effectively and in a timely manner with all inquiries

Discovery process

• 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
• Record all information obtained during the interview process and accurately input data in the CRM database

Presentations

• Conduct effective sales presentations that inspire customers to take the next step in the sales process

Closing Skills

• Influence closing through sales messages, presentation techniques, facilitation methods and relationship management

Retention

• Execute thorough follow-through to be able to retain all sales and move prospects forward to move-in
• Maintain prospect relationships through consistent communications by phone, mail, email, 1:1 contact

Data Management and Tracking the Customer Journey

• Operate CRM database and possess strong computer proficiency
• Maintain effective hot lead list which provides forecasting opportunities to know and reach monthly sales goals

Marketing

• Know the procedures followed in lead fulfillment and lead tracking to advance a prospect in the sales process

Training and Development

• Strive for constant improvement in selling skills through attendance at sales training meetings and through the reading of motivational and sales-oriented materials
• Remain informed about the local real estate market, the customer profile in your market, competitor communities, industry trends and customer trends
• Build trust and strong cross-functional relationships within the community and operational structure
• Other duties as assigned by Supervisor.

Job Requirements

Education:

• Business Administration, Marketing, Finance or English Bachelor Degree, or equivalent experience.

Experience:

• Proven sales experience.
• At least one year in marketing/sales in senior living setting preferred.

Licenses/Certifications:

• N/A

Abilities Required

Language Ability:

Effective communication with all levels in a professional manner.

• Effective communication with all levels in a professional manner.
• Excellent oral and written communication and presentation skills
• Ability to explain current residency fee structures.
• Ability to explain current monthly service fee structure.
• Must be self-starter, attentive to detail and possess excellent organizational skills.
• Must be able to work with little supervision.
• Positive attitude and approach to change and improvements.
• Proficient in Microsoft Office (Word, Excel and PowerPoint).
• Ability to learn and utilize CRM database.
• Effective sales, leadership and presentation skills.
• Exceptional skills in customer service, oral and written communication.
• Detail oriented and excellent organizational and follow-through skills.
• Able to transports prospects within a reasonable distance to and from the Information Center.
• Make evening or weekend appointments if necessary to close a sale.
• Ability to follow directions.

Functional Demands

Environment Work Conditions:

• Normal working condition with adequate lighting and ventilation
• Works primarily indoors in a climate-controlled setting
• Possible exposure to chemicals as identified in the MSDS Manual.
• Possible exposure to unpleasant odors
• Continuous exposure to clients and/or family members who may be under stress

Infectious Material Exposure:

• N/A

Organizational Expectations

• Ensures that resident's/patient's rights are adhered to company policies and procedures
• Demonstrates professionalism and accountability
• Demonstrates a caring attitude consistent with Miami Jewish EmpathicareSM toward MJHS residents, patients, family members, employees and other facility guests
• Demonstrates excellent communication skills
• Ensures confidentiality and security of patients' medical information
• Identifies and utilizes appropriate channels of communication.
• Able to speak, read and write English
• Able to think and act calmly to meet unusual occurrences of the job.
• Adheres to the organization's Mission, Vision and Values
• Participates in departmental activities, meetings and in-services and follows established guidelines

The above statements are intended to describe the general nature and level of work being performed by people assigned to this job. They are not to be construed as an exhaustive list of all responsibilities, duties, and skills required of personnel so classified. All personnel may be required to perform duties outside of their normal responsibilities from time to time, as needed.

We believe in the power of empathy, the value of relationships and the importance of a life well-lived. Come see why Miami Jewish Health is unlike anywhere you've ever worked before. We offer competitive compensation, medical/dental/vision coverage, 403b retirement savings plan, free on-campus parking, onsite fitness center and more.

Miami Jewish Health provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.

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