Job Summary: The Senior Living Sales Associate is a sales professional responsible for achieving reservation and move-in goals which advance occupancy levels at Longview by presenting and selling the Longview community lifestyle to prospective residents - from initial lead through closing - leading to deposits, leases, and gains in occupancy.
Successful candidates will be focused on a high quality of life for all residents/tenants and will utilize effective sales techniques, including a thorough discovery process, consultative approach, and relational selling practices, to achieve reservation and move-in goals which advance occupancy levels at Longview. Must be friendly, kind, and person-centered.
Schedule: Monday-Friday 8:30a-5:00p (40 hrs/wk). Occasional evenings or weekends possible, dependent upon programming and appointments necessary to close sales.
Compensation: $28.00-34.00 per hour, commensurate with experience
Benefits:
ALL employees eligible to participate in EAP (Employee Assistance Program), Tax-Deferred Annuity Retirement Plan, and SEP IRA Pension plan (after 3 years of employment).
Employees regularly scheduled to work 20+ hrs/wk are eligible for Leave Sharing and employer-paid Group Life and AD&D.
FT & PT employees regularly scheduled to work 30+ hrs/wk are eligible for paid time off accruals (Sick, Personal, and Vacation), Paid holidays (after 3 months of employment), Tuition Assistance, Ithaca College Courses for Credit, Medical insurance, Health Savings Account, Dental insurance, and Vision Insurance.
Typical job duties and responsibilities include but are not limited to the following:
- Deliver exemplary customer service, exhibiting professionalism, honesty, and respect at all times;
- Maintain a positive attitude;
- Maintain a professional relationship with all coworkers, supervisors, residents, and other stakeholders;
- Complete mandatory training and/or routine training per Longview policy and applicable law (e.g. HIPAA, Abuse Prevention and Intervention, Residents' Rights, Ethics, Dementia, Emergency Preparedness, etc.);
- Participate in risk management training and adhere to risk management procedures pertinent to the department;
- Provide accurate reports to all appropriate parties;
- Respond to requests for information in a timely manner;
- Follow the sales process which includes Prospecting, Discovery, Presentation, Closing, Retention, Data Management/Tracking, Marketing, and Training and Development;
Prospecting
- Maintain regular contact with existing leads and prospects;
- Generate sales referrals from potential resident and community contacts;
- Utilize existing resident, depositor, and lead contacts to generate additional leads by prospecting for referrals;
- Interact with leads generated through advertising, public relations, referrals, or personal contact;
- Meet with prospective residents through telephone contact, personal appointments, and virtual meetings when personal appointments are not possible;
- Call on prospects in their homes, by appointment;
- Utilize various professional selling skills including outbound sales calls, in-person sales presentations, event participation, and group presentations, in order to turn leads into depositors and residents of the Longview community;
- Present a positive image for Longview by greeting all visitors pleasantly and professionally;
- Guide prospects to commitment by addressing their specific customer preferences and priorities;
- Create the velocity of sales needed to meet established goals by connecting with a sufficient volume of leads and prospects daily by phone;
- Maintain CRM database with all inquiries effectively and in a timely manner;
Discovery Process
- Skillfully interview prospects or their representatives to ascertain how Longview can meet their needs;
- Know and be able to explain the benefits of residing at Longview in a detailed, passionate manner;
- Record all information obtained during the interview process and accurately input data into the CRM database;
Presentation & Closing Skills
- Conduct effective sales presentations that inspire customers to take the next step in the sales process;
- Explain residency fee structure, including monthly service fee structure;
- Influence closing through sales messages, presentation techniques, facilitations methods, and relationship management;
Retention, Data Management, and Tracking the Customer Journey
- Execute thorough follow-up and maintain regular, meaningful contact to retain previous sales and move prospects forward to move-in;
- Maintain prospect relationships through consistent communications by phone, mail, email, 1:1 contact;
- Operate prospect-tracking CRM system and possess strong personal computer proficiency;
- Maintain effective hot lead list which provides forecasting opportunities to know and reach monthly sales goals;
Marketing
- Conduct and monitor measurable goals for sales calls, appointments, event attendance, deposits, and occupancy for the community;
- Understand and follow the procedures followed in lead fulfillment and lead tracking in order to advance a prospect in the sales process;
- Strive for constant improvement in selling skills through attendance at sales training meetings and reading motivational sales-oriented materials;
- 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.
Other/Misc
- Perform other duties as assigned by the Marketing & Sales Director.
Standards:
- Support the Mission, Values and Vision of Longview and the facility;
- Support, cooperate with, and implement specific procedures and programs pertaining to:
- Safety: including universal precautions and safe work practices, established fire/safety/disaster plans, risk management, and security, report and/or correct unsafe working conditions, equipment repair and maintenance needs;
- Compliance with current law and policy to provide a work environment free from sexual harassment and all illegal and discriminatory behavior.
- Support and participate in common teamwork:
- Cooperate and work together with all co-workers; plan and complete job duties with minimal supervisory direction, including appropriate judgment;
- Use tactful, appropriate communications in sensitive and emotional situations;
- Uphold resident rights as stipulated in New York State Department of Health regulations (i.e. protect and respect dignity and confidentiality of residents);
- Follow up as appropriate with supervisor, co-workers or residents regarding reported complaints, problems, and concerns;
- Promote positive public relations with residents, family members and guests;
- Complete requirements for in-service training, acceptable attendance, uniform, and dress codes including personal hygiene, and other work duties as assigned.
Qualifications:
- Must be at least 18 years of age;
- High School Diploma or Equivalent required;
- Bachelor's Degree or equivalent experience in Business Administration, Marketing, Finance, English, or related field preferred;
- Proven sales experience with at least one (1) year marketing/sales experience in a senior living setting preferred;
- Proficient in Microsoft Office (Word, Excel, and PowerPoint);
- Strong multi-tasking ability with excellent communication, interpersonal, and organizational skills;
- Must be able to communicate clearly, concisely, and with empathy to build rapport and achieve high quality of service;
- Comfort with continuous exposure to clients and/or family members who may be under stress;
- Ability to establish priorities and work independently or in a group;
- Must be able to remain stationary and use a computer for long periods of time, mobilize indoor and outdoor areas (give tours, visit residents, etc.), and push/pull/lift/carry up to 25 pounds;
- Satisfactory completion of post-offer, pre-employment physical required.
