Sales Specialist

COMMUNITY NAME

JOB OVERVIEW

The Sales Specialist is responsible for supporting the marketing and sales planning and execution for the communities to which they are assigned. The Sales Specialist is delegated significant and discretionary powers to market their assigned communities. Individuals are expected to customarily and regularly exercise discretion and independent judgment in administering the business affairs of their assigned communities that relate to marketing and sales. The Sales Specialist is expected to perform the role of the Director of Sales at their assigned communities. This includes developing a Quarterly Sales Plan, managing the lead database, and advancing leads through the sales process with the objective of reaching & maintaining budgeted occupancy and revenue goals.

RESPONSIBILITIES & QUALIFICATIONS

As a part of the Sunrise team, supporting our Mission, Principles of Service and Core Values is a fundamental part of this job. Our foundational belief is the sacred value of human life. The unique responsibilities for this role include but are not limited to the essential functions listed as follows:

People

• Provides one-to-one support to DOSs as assigned by their Regional Director of Sales
• Ensures that all team members in the community understand that sales is everyone’s responsibility and are knowledgeable and trained in their role of Marketing and Sales
• Provides marketing and sales leadership to all team members
• Delivers training on sales-related topics as directed by their Regional Director of Sales

Product

• Demonstrates a strong understanding of the senior care market and Sunrise’s niche in that market, especially the local competitive environment
• Ensures that all model rooms meet guidelines in terms of layout and décor
• Reviews and facilitates the Move-In Packet with the resident and /or family
• Facilitates and coordinates the Resident Assessment with Resident Director of Care, Assisted Living Coordinator and/or Reminiscence Coordinator
• Oversees and manages the move-in process as outlined in the Resident Move-In and the Suite Readiness checklists
• Ensures all Sunrise and state mandated paperwork and forms are completed on or before the move-in date by the family and/or resident
• Overall oversight of the resident’s administrative files to ensure fully prepared according to Sunrise and state specific regulatory requirements

Profit

• Assists in the presentation and value of Sunrise’s products and services for our residents, families and team members and targeted referral sources
• Understands and manages the department budget to include labor and other expenses and its impact on the community’s bottom line
• Reviews monthly financial statements and implements plans of action around deficiencies
• Studies the market and contributes to the creation of a dynamic, successful Quarterly Sales Plan
• Uses discretion and independent judgment in identifying referral sources and how much time to devote to particular marketing strategies
• Maintains a thorough working proficiency of Customer Relationship Management (CRM) lead tracking database and keeps all contact records current
• Builds customer focused relationships by advancing the lead through the sales process and gaining customer commitment
• Strives to meet/exceed targeted occupancy & sales
• Leverages multiple revenue drivers (pricing, inventory, services, etc) that drive the top line
• Generates leads and move-ins from targeted referral sources
• Plans and executes presentations to professionals
• Plans call objectives
• Clearly articulates the benefits of referring to Sunrise Senior Living
• Creates, updates and implements Quarterly Sales Plan while assigned to that community
• Assists community in conducts bi-annual competitive market research ranking and analysis and accurately reports data on the competitor tracking form
• Understands competitive opportunities & threats and presents strategic alternatives to combat these to the Executive Director and regional sales leadership
• Process and submits monthly expenses and budget data timely per Sunrise policies and internal business controls
• Understands the internal cost associated with all Sunrise resident care programs

Leadership & Development

• Partners in the delivery and participation in Learning Channel Training and self-study programs during the required timeframe
• Develops a working knowledge of state regulations and ensures compliance
• Attends regular meetings; Stand Up, Cross Over, Department Head Meetings, Town Hall, Quality Improvement, and others as directed by the Executive Director
• Keeps abreast of professional developments in the field by reading, attending conferences and training sessions
• Maintain compliance in assigned required training and all training required by state/province or other regulating authorities as applicable to this role to ensure that Sunrise standards are always met.
• Perform other duties as assigned.

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed throughout this job description are representative of the knowledge, skills, and abilities required.

• College degree preferred
• Successful marketing and sales experience within Sunrise Senior Living or similar industry experience
• Goal achievement oriented
• Ability to handle multiple priorities
• Adaptable to a variety of community environments
• Planning and negotiating skills
• Ability to effect change
• Possess written and verbal skills for effective communication and the ability to facilitate small group presentations
• Competent in organizational, time management skills
• Demonstrates good judgment, problem solving and decision making skills
• Ability to customarily and regularly exercise discretion and independent judgment
• Proficient in computer skills, Microsoft Office (Windows, Outlook, Excel) & Sunrise applications with the ability to learn new applications
• Willingness to work independently with little to no day to day supervision
• Ability to travel 100% of time within North America unless otherwise indicated
• As applicable, Sunrise team members who drive a Sunrise vehicle must review and sign the Driver job description, understand the key essential duties for safety & regulatory compliance
• Ability to work weekends, evenings, flexible hours, available for our customers at peak service delivery days and times

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