<p>Job Summary</p> <p>Maintains and/or improves upon the occupancy level and revenue production of the community in</p> <p>accordance with marketing and business plans to include managing the sales process and completing all</p> <p>activities required for a sale. Represents the community and increases awareness through participation in</p> <p>outside events. Coordinates with the business development coordinator/director in their efforts to</p> <p>generate referrals or manages this activity in the absence of business development associates. Assists</p> <p>management with resident retention. Partners with management to develop and execute marketing plans</p> <p>and achieve community occupancy goals.</p> <p>Essential Functions</p> <ul> <li>Maintains and/or improves upon the occupancy level of the community in accordance with the </li></ul> <p>marketing and business plans. Utilizes established sales processes, systems, and forms for sales</p> <p>to perform job duties, track information, compile data and reports, and achieve desired</p> <p>community occupancy goals.</p> <ul> <li>Manages the sales process by assisting prospective residents, their family members, and/or </li></ul> <p>advisors in the decision-making process by understanding their needs and educating them</p> <p>about the community's services and programs. Responds promptly to every telephone call,</p> <p>email, and Internet or in-person inquiry. Completes weekly follow-up calls, letters, and tours as</p> <p>defined by the community marketing plan.</p> <ul> <li>Coordinates and completes all activities needed for a sale and converts deposits to move-ins, </li></ul> <p>including, but not limited to, visiting the prospect's home, health care providers, or other</p> <p>locations to conduct initial assessments or sales presentations and ensuring that the required</p> <p>forms are completed by the prospect, his/her physician and family prior to the move in.</p> <ul> <li>Keeps management and other key associates abreast of the status of all prospective move-ins. </li></ul> <p>Tracks and records pre-residency steps to facilitate communication.</p> <ul> <li>Coordinates with the business development coordinator/director on a weekly basis regarding </li></ul> <p>business development efforts to meet or exceed the established goals for professional leads as</p> <p>set by the community marketing plan. Contacts local sources including legal and financial</p> <p>professionals, senior organizations, appropriate special interest groups, hospital discharge</p> <p>planners, skilled nursing facilities, retirement communities, clergy, medical insurance</p> <p>providers, and other local community contacts that are not part of the business development</p> <p>coordinator/director referral contacts. Manages the business development activities noted</p> <p>above in the absence of business development associates.</p> <ul> <li>Develops and maintains relationships with and generates leads through residents, family, and </li></ul> <p>professional referral sources on a weekly basis. Provides information and conducts</p> <p>presentations about community services and programs, market advantages, availability, and other relevant information to meet the needs of prospective referral sources and community</p> <p>groups.</p> <ul> <li>Effectively manages community inventory and looks for opportunities for increasing revenue </li></ul> <p>and creating other revenue streams.</p> <ul> <li>Represents the community and increases awareness through participation in outside events, </li></ul> <p>professional groups, and community involvement in the local market. Uses relevant</p> <p>community knowledge and research to plan, coordinate, and implement monthly prospect</p> <p>and/or referral source</p> <p>activities and events as specified by management and the community marketing plan. Follows</p> <p>up and executes sales process with all leads from events.</p> <ul> <li>Assists management with resident retention through new resident welcome events, resident </li></ul> <p>referral programs, outside community visits to current hospitalized residents, and other</p> <p>programs as outlined in the marketing plan or by the Regional Sales & Marketing Manager.</p> <ul> <li>Partners with management to develop and execute marketing plans and achieve community </li></ul> <p>occupancy goals. Researches and provides recommendations for content and delivery of</p> <p>brochures, flyers, press releases and other forms of media that promote community services.</p> <ul> <li>Monitors conversion ratios regarding sales performance and business development calls to </li></ul> <p>direct referral sources and collects and analyzes data to prepare weekly and monthly reports.</p> <p>Provides frequent sales performance issue information to management.</p> <ul> <li>Maintains working knowledge of lead management systems and uses them to maximize sales </li></ul> <p>effectiveness. Inputs all sales and marketing activities in a timely manner and according to</p> <p>systems standards.</p> <p>This job description represents an overview of the responsibilities for the above referenced position. It is</p> <p>not intended to represent a comprehensive list of responsibilities. An associate should perform all duties</p> <p>as assigned by his her supervisor.</p> <p>Education and Experience</p> <p>Bachelor's Degree in Marketing, Business, or related field from an accredited college or university is</p> <p>preferred, or equivalent combination of experience and education is required. A minimum of two to five</p> <p>years sales experience, preferably in the retirement industry or medical or pharmaceutical sales, with a</p> <p>proven track record of generating and closing a high percentage of qualified leads is required.</p> <p>Certifications, Licenses, and other Special Requirements</p> <p>Frequent car travel requires the incumbent to possess and maintain a valid driver's license.</p> <p>Physical Demands and Working Conditions</p> <ul> <li>Standing </li><li>Walking </li><li>Sitting </li><li>Use hands and fingers to handle or feel </li><li>Reach with hands and arms </li><li>Stoop, kneel, crouch, or crawl </li><li>Talk or hear </li><li>Ability to lift: up to 50 pounds </li><li>Vision </li><li>Requires interaction with co-workers, residents or vendors </li><li>Occasional weekend, evening or night work if needed to ensure shift coverage </li><li>On-Call on an as needed basis </li><li>Possible exposure to communicable diseases and infections </li><li>Potential injury from transferring, repositioning, or lifting residents </li><li>Exposure to latex </li><li>Possible exposure to blood-borne pathogens </li><li>Possible exposure to various drugs, chemical, infectious, or biological hazards </li><li>Requires Travel: Occasionally </li><li>Requires Driving: Drives self (Tier 2) </li></ul> <p>Management/Decision Making</p> <p>Applies existing guidelines and procedures to make varied decisions within a department. Uses sound</p> <p>judgment and experience to solve moderately complex problems based on precedent, example,</p> <p>reasonableness or a combination of these.</p> <p>Knowledge and Skills</p> <p>Possesses extensive knowledge of a distinct skill or function and a thorough understanding of the</p> <p>organization and work environment. Has working knowledge of a functional discipline. Knowledge of</p> <p>sales and marketing to include principles and methods for showing, promoting and selling products or</p> <p>services to include marketing strategy and tactics, sales techniques, and sales control systems.</p> <p>Knowledge of Medicare and Medicaid regulations to include applicable processes for the product line(s)</p> <p>being sold. Knowledge of state regulations impacting or directing the delivery of services. Ability to</p> <p>operate smartphones, personal computers and related software. Ability to effectively manage time, tasks</p> <p>and projects in a dynamic environment is required. Ability to build trust and act honestly in relationships</p> <p>with others. Ability to assess and understand customers' expectations, needs and circumstances. Ability</p> <p>to work effectively with diverse personalities and to treat people with dignity, respect, fairness and</p> <p>maturity. Ability to effectively listen and communicate verbally and in writing is essential.</p>