Sales Manager

Job Summary

Maintains and/or improves upon the occupancy level and revenue production of the community in

accordance with marketing and business plans to include managing the sales process and completing all

activities required for a sale. Represents the community and increases awareness through participation in

outside events. Coordinates with the business development coordinator/director in their efforts to

generate referrals or manages this activity in the absence of business development associates. Assists

management with resident retention. Partners with management to develop and execute marketing plans

and achieve community occupancy goals.

Essential Functions

* Maintains and/or improves upon the occupancy level of the community in accordance with the

marketing and business plans. Utilizes established sales processes, systems, and forms for sales

to perform job duties, track information, compile data and reports, and achieve desired

community occupancy goals.
* Manages the sales process by assisting prospective residents, their family members, and/or

advisors in the decision-making process by understanding their needs and educating them

about the community's services and programs. Responds promptly to every telephone call,

email, and Internet or in-person inquiry. Completes weekly follow-up calls, letters, and tours as

defined by the community marketing plan.
* Coordinates and completes all activities needed for a sale and converts deposits to move-ins,

including, but not limited to, visiting the prospect's home, health care providers, or other

locations to conduct initial assessments or sales presentations and ensuring that the required

forms are completed by the prospect, his/her physician and family prior to the move in.
* Keeps management and other key associates abreast of the status of all prospective move-ins.

Tracks and records pre-residency steps to facilitate communication.
* Coordinates with the business development coordinator/director on a weekly basis regarding

business development efforts to meet or exceed the established goals for professional leads as

set by the community marketing plan. Contacts local sources including legal and financial

professionals, senior organizations, appropriate special interest groups, hospital discharge

planners, skilled nursing facilities, retirement communities, clergy, medical insurance

providers, and other local community contacts that are not part of the business development

coordinator/director referral contacts. Manages the business development activities noted

above in the absence of business development associates.
* Develops and maintains relationships with and generates leads through residents, family, and

professional referral sources on a weekly basis. Provides information and conducts

presentations about community services and programs, market advantages, availability, and other relevant information to meet the needs of prospective referral sources and community

groups.
* Effectively manages community inventory and looks for opportunities for increasing revenue

and creating other revenue streams.
* Represents the community and increases awareness through participation in outside events,

professional groups, and community involvement in the local market. Uses relevant

community knowledge and research to plan, coordinate, and implement monthly prospect

and/or referral source

activities and events as specified by management and the community marketing plan. Follows

up and executes sales process with all leads from events.
* Assists management with resident retention through new resident welcome events, resident

referral programs, outside community visits to current hospitalized residents, and other

programs as outlined in the marketing plan or by the Regional Sales & Marketing Manager.
* Partners with management to develop and execute marketing plans and achieve community

occupancy goals. Researches and provides recommendations for content and delivery of

brochures, flyers, press releases and other forms of media that promote community services.
* Monitors conversion ratios regarding sales performance and business development calls to

direct referral sources and collects and analyzes data to prepare weekly and monthly reports.

Provides frequent sales performance issue information to management.
* Maintains working knowledge of lead management systems and uses them to maximize sales

effectiveness. Inputs all sales and marketing activities in a timely manner and according to

systems standards.

This job description represents an overview of the responsibilities for the above referenced position. It is

not intended to represent a comprehensive list of responsibilities. An associate should perform all duties

as assigned by his her supervisor.

Education and Experience

Bachelor's Degree in Marketing, Business, or related field from an accredited college or university is

preferred, or equivalent combination of experience and education is required. A minimum of two to five

years sales experience, preferably in the retirement industry or medical or pharmaceutical sales, with a

proven track record of generating and closing a high percentage of qualified leads is required.

Certifications, Licenses, and other Special Requirements

Frequent car travel requires the incumbent to possess and maintain a valid driver's license.

Physical Demands and Working Conditions

* Standing
* Walking
* Sitting
* Use hands and fingers to handle or feel
* Reach with hands and arms
* Stoop, kneel, crouch, or crawl
* Talk or hear
* Ability to lift: up to 50 pounds
* Vision
* Requires interaction with co-workers, residents or vendors
* Occasional weekend, evening or night work if needed to ensure shift coverage
* On-Call on an as needed basis
* Possible exposure to communicable diseases and infections
* Potential injury from transferring, repositioning, or lifting residents
* Exposure to latex
* Possible exposure to blood-borne pathogens
* Possible exposure to various drugs, chemical, infectious, or biological hazards
* Requires Travel: Occasionally
* Requires Driving: Drives self (Tier 2)

Management/Decision Making

Applies existing guidelines and procedures to make varied decisions within a department. Uses sound

judgment and experience to solve moderately complex problems based on precedent, example,

reasonableness or a combination of these.

Knowledge and Skills

Possesses extensive knowledge of a distinct skill or function and a thorough understanding of the

organization and work environment. Has working knowledge of a functional discipline. Knowledge of

sales and marketing to include principles and methods for showing, promoting and selling products or

services to include marketing strategy and tactics, sales techniques, and sales control systems.

Knowledge of Medicare and Medicaid regulations to include applicable processes for the product line(s)

being sold. Knowledge of state regulations impacting or directing the delivery of services. Ability to

operate smartphones, personal computers and related software. Ability to effectively manage time, tasks

and projects in a dynamic environment is required. Ability to build trust and act honestly in relationships

with others. Ability to assess and understand customers' expectations, needs and circumstances. Ability

to work effectively with diverse personalities and to treat people with dignity, respect, fairness and

maturity. Ability to effectively listen and communicate verbally and in writing is essential.