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 Sales & Marketing Director
Job Summary
The Sales and Marketing Director is responsible for managing the people, processes, and programs of the community sales office. This effort includes both implementing and monitoring measurable sales goals for calls, appointments, event attendance, deposits, occupancy levels and revenue generation for the community. The Sales and Marketing Director is responsible for communicating the sales and marketing goals to the larger community team and emphasizing the importance of creating a positive customer experience that inspires prospects to want to move to the community. In order to advance measurable sales results, the Sales and Marketing Director will create and maintain effective collaboration, communication, and sales focus with various internal partners to include the regional sales leader, the Executive Director, community executive team, community operations associates, the sponsor and the advertising firm working to advance lead generation and marketing tactics for the community.
Essential Job Functions
- Plan and direct all sales activities, which include overseeing the community sales team members.
- 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, and group presentations.
- Plan and execute weekly goals for lead contact: Connect with a sufficient volume of leads and prospects by phone daily to create the velocity of sales needed to meet established goals.
- 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.
- 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.
- Create and deliver group seminars to prospective residents on a variety of sales-related subjects and evaluate results.
- Present the community’s products and services to prospective residents, families, referral sources, and the local community: Make group presentations.
- Maintain knowledge of community services and that of the competitors in order to sell and accurately explain the community difference.
Closing Skills:
- Influence closing through sales messages, presentation techniques, facilitation methods and relationship management.
- Utilize closing techniques for securing final commitment from prospects.
- Efficiently execute the completion of agreements and securing proper signatures on documents.
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.
- Manage and update customer expectations in a positive manner to assure an informed, supportive and committed prospective base.
- Ensure a smooth transition for the residents from the sales process through the move in process.
- Establish and maintain complete and accurate records of all reservations, holds, and cancellations, as well as available inventory.
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.
- Control lead flow through fair distribution known as the “Up System.”
Marketing:
- Know the procedures followed in lead fulfillment and lead tracking to advance a prospect in the sales process.
- Review advertising strategies/tactics for clarity and alignment with the target market.
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.
- Assess learning needs of sales team at various job levels, assisting in their professional development by identifying competency levels, writing reviews and creating growth plans.
- Provide coaching on a day-to-day basis and assist sales team members in applying skills/knowledge to on-the-job performance.
- 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.
- Provide sales coaching and mentoring to sales team, including identifying top prospects, and the needed sales strategies to move these prospects forward in the buying decision.
- Provide training to assure accurate reports to all appropriate parties.
- Encourage input into the development of marketing and sales plans to achieve occupancy goals.
- Work closely with Greystone Regional to establish a weekly exchange of information on inventory and other sales issues in order to anticipate and prioritize next steps, as well as communicate with the internal sales team.
- Other duties as assigned by the Community or Greystone Marketing Services.
Supervisory Responsibilities:
- Supervise all members of the Marketing department including coordinating and approving time off, training and motivating, conducting performance evaluations, counseling, and directing and managing the workflow for the department.
- Review and give initial approval of all applications for residency.
- Manage, process and verify canceled and transferred leads and waiting lists.
- Provide assistance and/or advice to other Sales Counselors with regard to the handling of their prospects when necessary or when required.
Job Requirements
Education:
- Bachelor's degree in business, Marketing, Public Relations/Communications or related field, or equivalent experience.
Experience:
- Two to three years’ experience in marketing/sales in senior living setting with supervisory experience.
- Sales or consulting experience a plus.
- Previous management experience.
- Experience with lead management database system (CRM).
- Proven sales experience.
Licenses/Certifications:
Abilities Required:
Language Ability:
- Effective communication with all levels in a professional manner.
- Excellent oral and written communication and presentation skills.
- Excellent interpersonal and leadership skills to effectively communicate and train on the systems and processes.
- Bilingual – English Spanish.
Mathematical Skills:
- Ability to explain current residency fee structure.
- Ability to explain current monthly service fee structure.
Cognitive Demands:
- Must be self-starter, attentive to detail and possess excellent organizational skills.
- Ability to manage and motivate others and build teams.
- Must be able to work with little supervision.
- Positive attitude and approach to change and improvements.
Computer Skills:
- Proficient in Microsoft Office (Word, Excel and PowerPoint).
- Ability to learn and utilize CRM database.
Competencies:
- Effective sales, leadership and presentation skills.
- Detail oriented and excellent organizational and follow-through skills.
- Ability to problem solve in an effective manner to manage staff.
Functional Demands:
Environment Work Conditions:
- Normal working condition with adequate lighting and ventilation.
- Works primarily indoors in a climate-controlled setting.
- Possible exposure to unpleasant odors.
- Continuous exposure to clients and/or family members who may be under stress.
Infectious Material Exposure:
Organizational Expectations:
- Ensures that resident’s/patient’s rights are adhered to.
- Demonstrates professionalism and accountability.
- Demonstrates a caring attitude consistent with Miami Jewish EmpathicareSM toward MJH 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.
- Maintains a safe working environment.
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.
Disclaimer:
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.
#INDGEN
