Corporate Director of Sales & Admissions
Summary of PositionThe Corporate Director of Sales & Admissions position will be responsible for monitoring key metrics and assessing challenges and opportunities in all primary markets and provides consultative and on-site support to Senior Living and Health Care assisted living sales teams and skilled nursing admissions teams. Support includes strategy and development of programs that promote our brands and enable occupancy excellence. The position will travel to various communities to assist operational leadership and sales/admissions teams as required.
Essential Job FunctionsSales & Admission Management- Support site sales & admissions teams with the goal of attaining and exceeding budgeted monthly census.
- Engage regional and national strategies in partnership with Vice President of Sales & Market Development, the Regional Directors of Sales & Marketing (RDSMs), the National Skilled Nursing Director and the Vice President of Reimbursement and Revenue (VPRR).
- Collaborate with community business development teams to establish goals, track performance, and provide guidance to improve results, going into the field on business development calls as needed.
- Work closely with internal teams, including sales, operations, clinical, and finance, to ensure alignment and support for business development and marketing initiatives.
- Utilize as needed and monitor activity in the CRMs and technology platforms (ElderMark CRM, ExaCare, Point Click Care, Document Manager, Senior Sign, etc), holding both sales and admissions teams accountable to accurate data entry and tracking progress of referrals.
- Assist in training and onboarding sales and admissions team members:
- Training and use of CRM platforms (see above)
- KPI reports
- Engaging The Goodman Group's proprietary sales training system for all new and existing team members
- Mentoring to build relationships, discovery of needs, wants and interests, presenting our "value proposition" (products/services/staff/residents), overcoming objections, closing, and follow-up.
- Collaborate with VPRR to seek out new contract opportunities to help drive revenue across the enterprise.
- Review results of annual mystery shops and develop coaching plans team members as needed.
- Be able to facilitate the admissions or sales process as needed at the site level.
- Complete other duties as assigned.
Marketing- Assist the RDSMs in executing the "rolling" 90-day marketing plans designed to establish solid move-in and admissions goals and tactics for each facility.
- Assist in the development and roll-out of marketing initiatives, such as digital campaigns, collateral, events and CEUs, and public relations efforts to increase brand awareness.
- Maintain contracts with referral sources including local referral agencies for ALFs, and C-Suite of acute care systems, and other potential PMA business development opportunities.
Knowledge and Critical Skills- Be able to make independent decisions and follow instructions.
- Excellent written and oral communicator.
- Knowledge/proficiency of Windows environment computer skills (Microsoft Word, Teams, Excel, etc. preferred).
- Ability to facilitate complex problem solving.
- Competency and user knowledge of CRMs for assisted living and skilled nursing.
Education and Experience- Formal Education: BS/BA Degree
- Experience: 3-5 years' sales experience in related industry managing multiple locations and business units. Minimum four years' operations, admissions or business development experience within skilled nursing facilities or assisted livings.
- Demonstrated success in cultivating effective relationships with hospital systems, health care providers, site leadership teams and individual sales/admissions managers and staff.
- Be able to cultivate relationships in the C-suite level with acute care providers.
- Must be available to travel to all assisted living and skilled nursing facilities as identified.
Supervisory ResponsibilityThis position does not have any direct reports or supervisory requirements.
Working Conditions and Physical DemandsPhysical Requirements - The Physical activities of this position involve:
- Prolonged periods of sitting at a desk and working on a computer.
- Occasional change from sitting to standing position.
- Occasionally move about inside the office to access file cabinets, office machinery, etc.
- Entering text or data into a computer or other machine by means of a traditional keyboard.
- Able to list up to 10 lbs. and occasionally lift and/or move up to 25 lbs.
- Driving to and from physical property locations
Cognitive Requirements - The Cognitive activities with or without prosthetics of this position are:
- Execute tasks independently.
- Communicate in a manner that is sufficient for effective communication with supervisors and team members.
- Ability to express yourself clearly and effectively.
- Proficient computer literacy
Environmental Requirements - An individual in this position may be exposed to:
- Ambient room temperatures, lighting and traditional office equipment as found in a typical office environment.
- External temperatures related to travel to different property states.
Other Requirements -
- Able to work flexible hours as needed and hours may exceed 40 hours a week at times.
- Travel is required 70% of the time.
