Oversee the sales efforts of the organization related to Independent Living. Manage the sales team and interface with any external support consultants used for media, advertising, and public relations. Work with prospective clients or family members to generate interest and build occupancy by engaging in revenue producing activities. Represent the organization and its values and mission with professionalism.
Essential Duties and Responsibilities
Direct all aspects of a consultative and relationship sales approach designed to encourage older adults and their families to choose Montgomery Place.
Participate in and actively implement a strategic plan to attract and build a cohort of qualified older adults who likely will choose a retirement community lifestyle to forecast and achieve sales goals.
Lead and Supervise a department of sales counselors and a coordinator
Set measurable sales and relationship-building goals
Establish ways to measure results and adjust plans to reflect consumer responses.
Employ proven and imagine new approaches to build lists of prospects
Assess individual approaches of sales counselors
Train to refresh and improve staff’s sales skills
Conduct periodic and annual evaluations.
Prepare monthly, quarterly and annual reports measuring results against forecasts, noting opportunities for improvement and new approaches
Assist in the monitoring of the operating budget on a monthly basis
Ensure the sales process for each qualified prospect progresses during a cycle determined by the specific needs and preferences of each client.
Assist with closing sales as needed.
Perform direct sales functions as follows:
Understand and explain the concept of Continuing Care Retirement Communities (CCRCs
Responsible for executing standard sales presentations to address individual client needs and overcome objections
Obtain all pertinent information for financial and medical qualifications; coordinate medical interview and assembles financial data file for approval
Document in Customer Relationship Management (CRM) system all data necessary to track clients from inquiry through closing and move-in; ensuring current and accurate information about leads
Ensure timely and accurate completion of required documentation
Work in collaboration with the Marketing Coordinator to ensure smooth move in
On occasion, may take part in community networking activities with the goal of cultivating leads and/or referral sources
Client and Consultant Interface
Liaison with Resident Ambassadors who participate in sales/marketing events.
Monitor the programs of competitors programs and trends in lifestyle choices for seniors.
Manage digital marketing programs and external consultants for product excellence and use of advanced technologies.
Coordinate with external consultant advertising, marketing and public relations programs and allocation of resources to produce them.
Adhere to the policies and procedures of the business with the highest practical standards
Participates in and maintains current on all training and education required by the company
Communicate effectively with all members of the staff and business partners
Provide feedback to others for continuous quality improvement of the entire organization
Openly accept feedback from others for the continuous quality improvement of the entire organization
Escalate issues when there is appearance that business standards of quality are not present
Comply with all rules and regulations of the organization, including HIPAA and safety
Perform other duties as assigned
Essential Qualifications: To perform this job successfully, an individual must be able to perform each essential duty satisfactory. The requirements listed below are representative of the knowledge, skill, and/or ability required.
Leadership with an appreciation of diverse team members
Analytic, creative approach to problem-solving
Relationship sales with a proven ability to close
Enhance lead generation systems management
Team building and sustained quality improvement training
Demonstrate an understanding of the geographic and psychographic demographics of those who are the primary prospects
Recognize and analyze trends in market and in marketing and sales processes
Manage aspects of planning and budgeting
Know how to use basic tools for planning, budgeting and monitoring; social media
Strong communication, interpersonal and organizational skills
Ability to manage multiple priorities
Education and Experience:The requirements listed below are representative of the knowledge, skill, and/or ability required.
Three or more years of proven relationship sales experience, work in senior living, hospitality, high-rise residential real estate or healthcare fields a plus
Two or more years of proven supervision/management experience with staff of 3 or more.
Three or more years data management and digital marketing skills
Willingness to travel throughout the Chicago metro area and participate in local community groups.
Ability to read, write and speak English proficiently
Physical Demands:The physical demands describe here are representative of those that must be met by an employee to successfully perform the essential functions of this job.
Specific vision requirements include the ability to see at close range, distance vision, peripheral vision, depth perception, and the ability to adjust focus
While performing the duties of this job, the employee is regularly required to talk and hear
Frequently required to stand, walk, sit, use hands to feel, and reach with hand and arms
Possess the ability to fulfill any office activities normally expected in an office setting, to include, but not limited to: remaining seated for periods of time to perform computer based work, participating in filing activity, lifting and carrying office supplies (paper reams, mail, etc.)
Occasionally lift and/or move up to 20-25 pounds
Fine hand manipulation (keyboarding)
Work Environment:The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job.
The noise level in the work environment is usually low
May require weekend appointment arrangement
Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of this position.
Additional Salary Information: will include commissions on sales
Internal Number: 1234
About Montgomery Place
Montgomery Place is a retirement living community on the near southside of Chicago. Containing 156 independent apartments, 22 Assisted Living and 40 Skilled Nursing beds. An independent community in a vibrant diversified community of Hyde Park, near the University of Chicago and Museum of Science and Industry.