SUMMARY

The Marketing and Sales Director is responsible for: (a) Training, coaching and leading the team of professionals who are responsible to meet the sales and marketing goals of Sholom. (b) Planning, developing, executing, measuring, and reporting of Sholom’s occupancy in various programs and services across Sholom’s locations to support Sholom’s marketing plan and overall strategy as assigned by the Chief Operation Officer.

PRIMARY RESPONSIBILITIES

• Develop and implement regional sales/marketing plans and strategies resulting in increased census mix, specifically related to occupancy.
• Coordinate, develop, and approve all regional marketing events, to include CEU programs, open houses, and other referral generating events.
• Ensure coordination of lead generating marketing events that target potential quality inquiries, monitor and follow-up with COO on results.
• Effectively and professionally, represents Sholom to primary referral partners and others to increase lead volume.
• Assist with hiring of Sales/Marketing staff. Responsible for coaching, training and developing sales/marketing force. Actively coach and train all sales/marketing team members through hands on training in the field on a weekly or as needed basis. Develop sales/marketing team member’s skills for planning and prioritizing sales opportunities, executing sales strategies to meet and exceed revenue goals.
• Work with housing directors to conduct joint performance evaluations of salespersons.
• Facilitate and lead sales/marketing strategy for the centers. This may include but not be limited to weekly sales/marketing meetings, monthly sales/marketing training meetings, cluster meetings or operations sales/marketing meetings. Coordinate events with sales and leasing associates and others to ensure company branding and strategy is executed.
• Provide support and training for sales/marketing people on all corporate systems.
• Conduct market studies of competitors. Maintains thorough knowledge of the region, including the centers’ products and services and the market demands and trends.
• Assist with the development and management of marketing metrics as well as demographic data needed to determine market share and integration into marketing plans.
• Build and execute marketing strategy through competitive research, platform determination, benchmarking, messaging and audience identification.
• Manage a list of key accounts that will benefit the region or that present challenges with in specific areas, will choose minimum of two accounts for self.
• Train sales staff to visit referral sources in person to develop and strengthen relationships. Attend site visits with staff and as appropriate and make periodic visits by self to sustain rapport with key referral sources.
• Utilize specified sales/marketing management system (CRM) to track sales/marketing activity to include development and use of a dashboard.
• Drives census growth through collaboration with housing directors, sales teams and leadership team.
• Manages a monthly review process with operations; Provides consistent feedback to operations on progress or challenges; Identifies performance situations and responds appropriately to Housing Directors and COO. Provides systematic communication among sales/marketing and operations to verify priorities, timeliness of projects, updates, and success.
• Works with external salespersons to assure focus is on sales activity resulting in increased census mix. Works closely with management to assure qualified, competent staff are hired and trained in the role of sales/marketing positions. Provides comprehensive training, and continuous coaching.
• Participates in center/regional planning meetings; Attends Operations meeting to inform and educate on sales/marketing programs as well as provide up-dates on key referral development.
• Takes an active role in P&L reviews; Provides assistance in problem solving and action planning where needed; Provides input regarding center’s appearance, budgeting and capital needs; Provides expertise on marketing metrics and demographic analysis.
• Provides monthly up-dates and reports sales/marketing activity through the designated data collection system to the COO; Communicates effectively with peer managers using their expertise to coach toward teamwork.
• Participate in campus/building meetings and provide support and direction in achieving overall occupancy goals and programs to address any new needs or changing needs within the service area.
• Provide leadership and guidance to Housing staff and serve as a member of each program’s marketing team whose purpose is to improve occupancy and enhance resident and community relations. Assist in development and oversee implementation of each program’s marketing plan, monitor budgets and track results.
• Plan marketing meetings with assigned operations staff and facilitate meetings.
• Perform miscellaneous projects and completes various tasks as requested by management

JOB SPECIFICATIONS

Education, Experience and Credentials

• Bachelor’s degree in marketing, communication, sales or similar area of study required.
• Three years professional experience required, five years preferred.
• Work experience in senior services or long-term care preferred.
• Must have a valid driver’s license with good driving record and reliable transportation.

Knowledge, Skills and Abilities

• Strong leadership and management skills; Able to function well as part of the organization’s leadership team, communicating and interacting proactively and professionally to ensure the organization’s operational and strategic needs are being met.
• Able to create strategic plans, set productivity and profitability objectives, develop and manage budget and financial processes company-wide.
• Proven management and communication skills working with committees or task forces to accomplish specific goals and objectives.
• Excellent interpersonal, collaboration, and relationship building skills to effectively work with a diverse group/variety of people and personalities, including developing relationships with vendors, Board members, family members, volunteers, external organizations, and staff.
• Communicate clearly and effectively both orally and in writing to all levels of people inside and outside the organization, including possessing good English speaking skills, fluency and understandability.
• Able to plan, prioritize, coordinate, and manage own work. Able to work unsupervised, make decisions and solve routine problems independently, effectively and creatively.
• Understand and maintain confidential nature of organization and client information, including and in accordance to HIPAA regulations.
• Work as an effective and proactive team-player; understands the importance of supporting the organization, residents, tenants, customers and other Sholom employees.
• Able to display high levels of customer service, responding promptly and thoroughly to the inquiries and needs of individuals both internal and external to the organization in accordance with our PROUD standards.
• Self-motivated, fast learner, show leadership and initiative, willing to call new organizations and bring results.
• Able to develop and give presentations to large and small groups of individuals inside and outside the organization. Able to use media software to enhance presentations, as appropriate.
• Ability to work under pressure
• Possess strong closing skills
• Able to manage multiple long and short-term projects simultaneously, meeting all related deadlines.
• Proficiency in Microsoft Office skills, including Word, Excel, PowerPoint, and Outlook.
• Able to follow Sholom safety guidelines in all duties and responsibilities.

PHYSICAL REQUIREMENTS NECESSARY TO PERFORM THIS JOB

Incumbent must be able to:

• Perform very light work, with occasional or negligible lifting of objects weighing up to 10 pounds.
• Effectively communicate in the English language, including following oral and written instructions, in order to communicate with people inside and outside the organization.
• Work at desk for extended periods of time and perform working at a computer.
• Stand and walk to move around building and campuses repeatedly throughout the day.
• Apply manual dexterity, visual acuity and ability, for computer keyboarding, office equipment use, review detailed reports, information, fine print and warning labels.
• Able to work a flexible work schedule, nights and weekends on a regular basis as required including attending events and meetings.
• Must have reliable transportation.

This job description does not necessarily list all the functions or accountabilities of the job. Employees may be asked by management to perform additional duties and tasks. Management reserves the right to revise and update job descriptions at any time.

Sholom is dedicated to the health and safety of its residents, family members, and team members. All offers of employment are contingent upon successful completion of relevant background, employment verification and TB tests, as well as participating in mandatory vaccine programs (ex. COVID-19), testing requirements (ex. COVID-19, TB), and using designated PPE where and when required.

Sholom is an Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status.