Job Description

• Bachelor's degree in business, sales/marketing preferred; or equivalent sales experience
• Should have a minimum 5 years of successful sales experience in senior living community
• Proven track record as a successful Director of Sales and Marketing for Harmony Senior Services or similar organization
• Possesses strong organizational skills and the ability to multi-task and meet deadlines.
• Interacts professionally and effectively with all levels of the organization, residents, family members, etc.
• Understands and relates to the needs of seniors and the active aging process.
• Strong analytical skills and the ability to review data and develop strategies that support effective sales processes
• Strong customer service track record with measurable results
• Must be able to travel frequently throughout the region with some overnight stays required
• Proficiency in Microsoft Word, Excel and database systems is required
• Ability to present material to groups, including senior HSS management team, owner, investors, professional groups, etc.

STATEMENT OF JOB:

The Corporate Sales Specialist is responsible for assisting in the overall development, execution and leadership of the sales strategy for Harmony Senior Services. Long term and sustainable growth in census and revenues are the top two priorities for this position, as well as to contribute to the marketing strategy and execution. The Corporate Sales Specialist supports the Regional Sales Directors and Executive Directors providing direct sales and marketing support when a community is facing extraordinary circumstances or when a Director of Sales and Marketing position is vacant.

Responsibilities include but are not limited to:

• Champions the values and culture of Harmony Senior Services while fostering an environment that makes customer service a top priority
• Takes a lead role in the development and facilitation of formal sales training initiatives
• They may join sales staff on visits with professionals to observe the way the community is presented
• They may partner with Directors of Sales and Marketing or independently develop effective quarterly sales and marketing campaigns
• Works closely with Executive Director and Regional Operations Team to ensure that the sales team is working effectively across functions and ultimately is meeting the broader business objectives for the community

Responsibilities

Assists the marketing department in meeting all budget and occupancy expectations. Works closely with the Executive Director (ED) and Sales and Marketing staff in the development and execution of the marketing plans in the assigned community or region.

Conducts phone and direct sales calls in accordance with established Sales & Marketing goals, ensuring leasing expectations are met or exceeded. Manages all move-ins/outs to achieve maximum revenue performance for the community. Communicates incoming resident's special needs or requirements to the Director of Resident Services. Assists in maintaining an active, meaningful wait list. Assists in the development and implementation of marketing plans that will result in meeting and/or exceeding performance expectations. Assists in lead generating activities to ensure adequate leads are produced in order to meet performance expectations. Manages and maintains a working knowledge of the lead tracking and marketing software programs and systems. Assists in the success of internal sales programs such as the resident/family referral and associate referral programs. Assists in managing the marketing department staff to ensure completion of reporting procedures and daily assignments. Assists in motivating and rewarding staff to meet or exceed performance expectations in consultation with the ED and Regional Sales and Marketing Director, assists in training departmental employees in accordance with company policies. Assists in the hiring, performance evaluation and discipline of all Sales & Marketing associates. Maintains an active, working knowledge of current competition and any new entrants. Assists in updating competitive information on a regular basis and communicates to staff. Maintains and communicates current product information to staff (pricing, program changes, policy changes and promotional programs), in the absence of a Director of Sales and Marketing. Creates and maintains a positive image of the community with residents, the community, and other staff associates. Maintains effective relationships with all residents and their families. Attends resident functions.

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.

• Ensures that every inquiry is treated with value and a sense of urgency and ensures that sales staff is exploring every possible solution in order to advance the sale
• In consultation with the Director of Sales, Regional Director of Operations, and support office personnel, the Corporate Sales Specialist assists the Executive Director with hiring, training, and evaluating Sales Counselors in the field
• Continually evaluates pricing strategies and provides recommendations for premium pricing desirable units or discounting apartments that are most difficult to rent
• They may assist Sales and Marketing Directors in the field or independently complete a competitive analysis. The Corporate Sales Specialist is expected to have a solid understanding of how each of the properties they are assigned to is positioned within the competitive set
• Takes a lead role in advising the communities on individual direct mail and advertising campaigns and closely evaluates the Return on Investment for each of the campaigns
• Verifies routinely that the website is updated to-date for each of the respective properties in the region
• Keeps informed of all trends, developments, concepts and techniques in our sector that might impact our product line. Specifically, the Corporate Sales Specialist should be listening for the needs and wants of our future residents and challenging the operations team to update the product offerings to remain current in the market
• Complies with all HSS Policies and Procedures, as well as state, and federal regulations
• Ensure sales culture is in tune with "The Harmony Way"
• Performs other duties as assigned

Why Harmony?