Sales Manager (Finance)
Job Summary
Maintains and/or improves upon the occupancy level and revenue production of the community in
accordance with marketing and business plans to include managing the sales process and completing all
activities required for a sale. Represents the community and increases awareness through participation in
outside events. Coordinates with the business development coordinator/director in their efforts to
generate referrals or manages this activity in the absence of business development associates. Assists
management with resident retention. Partners with management to develop and execute marketing plans
and achieve community occupancy goals.
Essential Functions
- Maintains and/or improves upon the occupancy level of the community in accordance with the
marketing and business plans. Utilizes established sales processes, systems, and forms for sales
to perform job duties, track information, compile data and reports, and achieve desired
community occupancy goals. - Manages the sales process by assisting prospective residents, their family members, and/or
advisors in the decision-making process by understanding their needs and educating them
about the community's services and programs. Responds promptly to every telephone call,
email, and Internet or in-person inquiry. Completes weekly follow-up calls, letters, and tours as
defined by the community marketing plan. - Coordinates and completes all activities needed for a sale and converts deposits to move-ins,
including, but not limited to, visiting the prospect's home, health care providers, or other
locations to conduct initial assessments or sales presentations and ensuring that the required
forms are completed by the prospect, his/her physician and family prior to the move in. - Keeps management and other key associates abreast of the status of all prospective move-ins.
Tracks and records pre-residency steps to facilitate communication. - Coordinates with the business development coordinator/director on a weekly basis regarding
business development efforts to meet or exceed the established goals for professional leads as
set by the community marketing plan. Contacts local sources including legal and financial
professionals, senior organizations, appropriate special interest groups, hospital discharge
planners, skilled nursing facilities, retirement communities, clergy, medical insurance
providers, and other local community contacts that are not part of the business development
coordinator/director referral contacts. Manages the business development activities noted
above in the absence of business development associates. - Develops and maintains relationships with and generates leads through residents, family, and
professional referral sources on a weekly basis. Provides information and conducts
presentations about community services and programs, market advantages, availability, and other relevant information to meet the needs of prospective referral sources and community
groups. - Effectively manages community inventory and looks for opportunities for increasing revenue
and creating other revenue streams. - Represents the community and increases awareness through participation in outside events,
professional groups, and community involvement in the local market. Uses relevant
community knowledge and research to plan, coordinate, and implement monthly prospect
and/or referral source
activities and events as specified by management and the community marketing plan. Follows
up and executes sales process with all leads from events. - Assists management with resident retention through new resident welcome events, resident
referral programs, outside community visits to current hospitalized residents, and other
programs as outlined in the marketing plan or by the Regional Sales & Marketing Manager. - Partners with management to develop and execute marketing plans and achieve community
occupancy goals. Researches and provides recommendations for content and delivery of
brochures, flyers, press releases and other forms of media that promote community services. - Monitors conversion ratios regarding sales performance and business development calls to
direct referral sources and collects and analyzes data to prepare weekly and monthly reports.
Provides frequent sales performance issue information to management. - Maintains working knowledge of lead management systems and uses them to maximize sales
effectiveness. Inputs all sales and marketing activities in a timely manner and according to
systems standards.
This job description represents an overview of the responsibilities for the above referenced position. It is
not intended to represent a comprehensive list of responsibilities. An associate should perform all duties
as assigned by his her supervisor.
Education and Experience
Bachelor's Degree in Marketing, Business, or related field from an accredited college or university is
preferred, or equivalent combination of experience and education is required. A minimum of two to five
years sales experience, preferably in the retirement industry or medical or pharmaceutical sales, with a
proven track record of generating and closing a high percentage of qualified leads is required.
Certifications, Licenses, and other Special Requirements
Frequent car travel requires the incumbent to possess and maintain a valid driver's license.
Physical Demands and Working Conditions
- Standing
- Walking
- Sitting
- Use hands and fingers to handle or feel
- Reach with hands and arms
- Stoop, kneel, crouch, or crawl
- Talk or hear
- Ability to lift: up to 50 pounds
- Vision
- Requires interaction with co-workers, residents or vendors
- Occasional weekend, evening or night work if needed to ensure shift coverage
- On-Call on an as needed basis
- Possible exposure to communicable diseases and infections
- Potential injury from transferring, repositioning, or lifting residents
- Exposure to latex
- Possible exposure to blood-borne pathogens
- Possible exposure to various drugs, chemical, infectious, or biological hazards
- Requires Travel: Occasionally
- Requires Driving: Drives self (Tier 2)
Management/Decision Making
Applies existing guidelines and procedures to make varied decisions within a department. Uses sound
judgment and experience to solve moderately complex problems based on precedent, example,
reasonableness or a combination of these.
Knowledge and Skills
Possesses extensive knowledge of a distinct skill or function and a thorough understanding of the
organization and work environment. Has working knowledge of a functional discipline. Knowledge of
sales and marketing to include principles and methods for showing, promoting and selling products or
services to include marketing strategy and tactics, sales techniques, and sales control systems.
Knowledge of Medicare and Medicaid regulations to include applicable processes for the product line(s)
being sold. Knowledge of state regulations impacting or directing the delivery of services. Ability to
operate smartphones, personal computers and related software. Ability to effectively manage time, tasks
and projects in a dynamic environment is required. Ability to build trust and act honestly in relationships
with others. Ability to assess and understand customers' expectations, needs and circumstances. Ability
to work effectively with diverse personalities and to treat people with dignity, respect, fairness and
maturity. Ability to effectively listen and communicate verbally and in writing is essential.
