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 Sales 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
- 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
- Operate CRM database.
- Utilize existing resident, depositor and lead contacts to generate additional leads by prospecting for referrals.
- Act professionally and honestly in the representation of the Community concept of senior living.
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 presentationsGreet all visitors pleasantly and professionally presenting a very positive image for the CommunityAddress specific customer preferences and priorities to guide them to commitmentConnect with a sufficient volume of leads and prospects by phone daily to create the velocity of sales needed to meet established goalsMaintain CRM database effectively and in a timely manner with all inquiriesDiscovery process
Skillfully interview prospects or their representatives to ascertain how the Community will meet their needsKnow and be able to explain the benefits of residing at the CommunityRecord all information obtained during the interview process and accurately input data in the CRM databasePresentations
Conduct effective sales presentations that inspire customers to take the next step in the sales processClosing Skills
Influence closing through sales messages, presentation techniques, facilitation methods and relationship managementRetention
Execute thorough follow-through to be able to retain all sales and move prospects forward to move-inMaintain prospect relationships through consistent communications by phone, mail, email, 1 : 1 contactData Management and Tracking the Customer Journey
Operate CRM database and possess strong computer proficiencyMaintain effective hot lead list which provides forecasting opportunities to know and reach monthly sales goalsMarketing
Know the procedures followed in lead fulfillment and lead tracking to advance a prospect in the sales processTraining and Development
Strive for constant improvement in selling skills through attendance at sales training meetings and through the reading of motivational and sales-oriented materialsRemain informed about the local real estate market, the customer profile in your market, competitor communities, industry trends and customer trendsBuild trust and strong cross-functional relationships within the community and operational structureOther duties as assigned by Supervisor.Job Requirements
Education :
Bachelor's degree in business, Marketing, Public Relations / Communications or related field, or equivalent experience.Experience :
Proven sales experience.At least one year in marketing / sales in senior living setting preferred.Licenses / Certifications :
N / AAbilities Required
Language Ability :
Effective communication with all levels in a professional manner.Excellent oral and written communication and presentation skills.Bilingual - English / SpanishMathematical 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.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.Exceptional skills in customer service, oral and written communication.Detail oriented and excellent organizational and follow-through skills.Ability to follow directionsFunctional Demands
Environment Work Conditions :
Normal working condition with adequate lighting and ventilationWorks primarily indoors in a climate controlled settingPossible exposure to unpleasant odorsContinuous exposure to clients and / or family members who may be under stressInfectious Material Exposure :
N / AOrganizational Expectations
Ensures that resident's / patient's rights are adhered to company policies and proceduresDemonstrates professionalism and accountabilityDemonstrates a caring attitude consistent with Miami Jewish Empathicare SM toward MJHS residents, patients, family members, employees and other facility guestsDemonstrates excellent communication skillsEnsures confidentiality and security of patients' medical informationIdentifies and utilizes appropriate channels of communication.Able to speak, read and write EnglishAble to think and act calmly to meet unusual occurrences of the job.Adheres to the organization's Mission, Vision and ValuesParticipates in departmental activities, meetings and in-services and follows established guidelinesThe 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.
