• Sales Specialist

    Job Locations US-CA-Newport Beach
    Posted Date 5 months ago(6/9/2018 5:05 PM)
    Job ID
    # of Openings
  • Overview

    The Sales Specialist provides sales and marketing support for assigned communities to drive community sales and meet or exceed company budgeted occupancy and revenue goals. This role oversees the rental sales of assigned community apartments, keeps abreast of current market trends and competitors, manages all leads, from the initial inquiry through the admission process (in accordance with all Federal, State, and Local governing regulations and all Company Policies and Procedures) and builds strong relationships with outside referral sources to increase community awareness and drive leads into the community.


    Essential Job Functions

    • Provide short-term support to communities (two weeks to six months) where there is no current Sales and Marketing Director or where additional sales support is needed to achieve community goals.
    • Responsible for all community rentals sales and maintaining budgeted occupancy and revenue by generating the number of qualified inquiries, referrals, tours and closing rates required
    • Facilitate the entire move-in process, from generating leads to conducting/coordinating tours, through qualifying and final move-in
    • Develop a pre-call plan for presentations and a strategy to advance the lead to sale.
    • Maintain computer database with all the leads critical information including tracking each customer interaction, assigning a status and source code.
    • Train community leadership team to conduct effective presentations with leads and professionals
    • Work in collaboration with the Executive Director and SVP of Sales and Marketing to ensure that all community associates understand that sales and marketing is everyone’s responsibility.  Conducts training where necessary and needed to deploy and maintain this philosophy. 
    • Work with Leadership Team to implement and maintain Clearwater Living’s Customer Service program: 
    • Facilitate this critical component of our customer service and sales leadership standards within the community
    • Conduct daily property walk through to ensure the community is ready for guests to include;
    • Ensuring that the grounds, common areas and models are in top tour condition and up to Clearwater Living standards;
    • Work with Leadership team when changes are necessary, so standards are met
    • Identify, establish and maintain positive relationships with industry influencers and key community and strategic partners to assure on-going referrals and continued opportunities to promote the community and attract residents:
    • Build and maintain relationships with professional referrals where appropriate and depending on length of assignment.
    • Determine key referral sources within market area and establish a plan and strategy to advance the relationship to generate referrals
    • Pre-call plan personal visits and calls with a strategy to advance the relationship to referral status
    • Plan and conduct internal events to showcase our communities
    • Attend local market area events
    • Maintain referral database with all contact information including all customer interactions, notes, status and relationship updates; Identify professionals and/or organizations status in the database based on volume potential of leads
    • Create, update and manage quarterly Sales and Marketing Plan in collaboration with the Executive Director and SVP of Sales and Marketing - to generate new leads, advance current leads, build relationships with referral sources and close sales 
    • Collect and evaluate current market research to understand trends and competition, and adjust marketing strategy to meet changing conditions
    • Maintain current knowledge of the local market trends and competitors to assist in developing and executing effective sales and marketing plans
    • Understand Clearwater Living strength and weaknesses, opportunities and threats so marketing plan is updated for effective implementation
    • Provide Reception staff members with relevant information regarding community rentals, referrals, new prospects
    • Train Receptionist team on initial greeting, phone answering and transferring etiquette and Clearwater Living standards, on creating positive first impressions and a professional experience 
    • Maintain updated prospect lead base with contact information, tour notes, and notes on status/relationships:
    • Stay current on all prospect follow up
    • Determine strategy and pre-call plan each customer interaction for effective advancement of lead
    • Use the database for mailing lists and information
    • Analyze leads for creating marketing plan (i.e. source codes, zip codes, etc.)
    • Deliver paperwork to Business Office Director timely and per Clearwater Living policy and procedure for all admissions, deposits and waitlists, etc. 
    • Forward all required documentation, paperwork, files, reports, move-in paperwork (prior to move-in) to: Health Services Director (if applicable), Memory Care Director (if applicable), the Executive Director and the Business Office Director
    • Oversee and manage the move-in process – including reviewing and collecting all move-in paperwork from the families and/or the seniors themselves (Note: rental contracts are to be reviewed with families and signed by the Executive Director)
    • Ensure all details from the apartment readiness are complete for the resident to comfortably move-into their apartment 
    • Complete move-in packet with all appropriate copies ensuring all State and Clearwater Living required forms are completed and signed prior to turning over to the Business Office Director  
    • Attend, coordinate, and sponsor community networking functions (both within and outside the community) to continually promote the positive and professional image of our community, while accurately representing our services and pricing structure
    • Determine and plan appropriate activities to achieve sales and implement marketing plan
    • Meetings and Planning Activities
    • Attend daily stand up, weekly management and leadership meeting, monthly all associate meeting
    • Present sales and marketing initiatives at community meetings
    • Run sales reports and have ready for ED/Sales weekly strategy meeting
    • Pricing and Revenue Generation to achieve and exceed community budget
    • Work with Executive Director and SVP of Sales and Marketing to value-price the community apartments to maximize revenue and sales
    • Determine other opportunities for increased revenue, i.e. increased Community Fees in specific apartments and neighborhoods, increased rates for services and/or increased apartment rents based on competitor information.
    • Select units to model to sell open inventory
    • Maintain community models in compliance with Clearwater Living standards and policies
    • Develop marketing strategy to sell open units, i.e., pricing promotions, marketing opportunities and referral sources to target for appropriate leads
    • Determine appropriate concessions to offer (within community guidelines) to close sale and move residents into the community
    • Understand and ensure compliance with all federal, state and local laws and regulations and all community policies and procedures affecting the department, health conditions and move-in procedures
    • Collaborate and lead with a spirit of teamwork and present a consistent professional and positive image.
    • Develop all promotional materials and communication (written and verbal) in accordance with the Clearwater Living principles, core values and with a professional image
    • Available to attend and promote all community functions and events
    • Assist with coordination, set up and tear down of special events
    • Manage department with financial responsibility
    • Comply with Clearwater standards and regulations to encourage safe and efficient operations
    • Encourage teamwork through open communication with associates
    • Display a positive and professional image through actions and maintain high standards of personal appearance and grooming, which includes wearing the proper uniform and name tag when working
    • Represent the Clearwater principles and core values on a daily basis
    • Perform other duties and tasks as assigned or required


    Responsibility Level:

    May be responsible for the direct supervision of the Sales Assistant.


    General instruction and/or functional guidance are provided on some, but not all tasks to be performed and the results of individual projects may be reviewed upon completion. The associate is expected to respond to questions from residents and their family members, troubleshooting and resolving issues utilizing their own discretion and judgment. On certain occasions, the associate will work with the Executive Director and other members of management to resolve community issues.


    Knowledge and Skills:

    • Ability to deal tactfully and professionally at all times with personnel, residents, family members, visitors and the general public
    • Promote a positive and friendly team work attitude in the execution of all duties
    • Display empathy, concern and professionalism while interacting with all leads and their families
    • Reasoning skills that include the ability to understand issues and process information for the purpose of giving and receiving feedback and instructions
    • Exceptional communication and listening skills including the ability to speak in public settings and presenting to small groups
    • Ability to operate basic office equipment including personal computer, scanner, copier, fax machine and proficient with email and Microsoft Office
    • Compliance and understanding of all regulations regarding residents’ rights


    Physical and Mental Demands:

    • Able to be mobile and perform the physical requirements of the job to include: bending, kneeling, stooping, reaching, pushing, pulling and repetitive motions
    • Able to travel throughout the community/company locations independently
    • Able to sit and work at a computer for long periods of time
    • Able to move intermittently throughout the work day and between divisions
    • Ability to lift, carry or push up to 20 lbs. as necessary
    • Ability to push a resident safely in their wheelchairs and physically assist residents during emergency situations
    • Able to communicate orally, read, comprehend, and write
    • Able to understand, remember, follow and give complex instructions and guidelines
    • Able to perform math calculations (addition, subtraction, multiplication, etc.) in support of budget and other financial responsibilities



    • Bachelor’s degree in communications, public relations, marketing, or related field preferred or combination of education and sales experience in a senior living, hospitality, or related industry
    • Minimum three to five years of successful sales experience in a senior living, hospitality, or related industry
    • Ability to travel 80-100%, and at times work weekends or evenings to support community events
    • Competent in organizational, time management skills
    • Ability to handle multiple priorities
    • Display effective planning and negotiation skills
    • Minimum one year of supervisory experience to include training and supervising staff and developing and managing a budget preferred
    • First Aid Certification preferred
    • Background clearances as required by government regulations
    • Must meet health requirements, including TB


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