To apply, please email your resume and cover letter to PGEmployment@abhow.com.
JOB DESCRIPTION: Under occasional supervision, direct the sales program at the retirement community; disseminate information to the public regarding the community; perform sales functions: find and follow up on leads, interview potential residents, provide information and sell vacant apartments. Is accountable to meet budgeted call, appointment and sales goals for self and team. Supervise the team members of the community sales department. As a representative and team member of the company, this position is expected to present oneself in a manner that reflects professionalism and ensures resident satisfaction.
SCOPE Supervisory Responsibility – Supervise the sales team of the community that could include the following positions: Sales Assistant Senior Sales Counselor Sales Counselor Community Relations Manager Move-in Coordinator Budget Responsibility - Responsible for meeting sales goals, expenses and established sales and marketing budget for the community
REPORTS TO – Vice President of Sales or Regional Sales Manager
Essential Functions The following duties are normal for this position. These are not exclusive or all-inclusive. Other duties may be required and assigned.
Work Duties • Search out qualified leads from a variety of sources • Show apartments and the retirement community to prospective residents, guests and others • Receive calls and inquiries from prospective residents, their families and their advisors; provide information, answer questions, overcome objections and close sales • Interview and review records of prospective residents for approval; paperwork includes applications, contracts, financial reports, lead tracking and sales reports • Review levels of care needed by prospective residents with both the prospect and with others in the retirement community • Prepare and review for accuracy occupancy and sales reports • Under direction from supervisor and advertising partners write and update annual sales and marketing plan • Initiate and maintain contact with prospective residents, referral sources and others • Oversee and facilitate the acceptance process for new residents; ensure that apartments are ready for occupancy as contracted with prospective residents • Supervise the sales team of the department: recruit, hire, supervise and terminate team members of the department. Staff supervision includes: assignment of work, review of work, maintaining standards, coordination of activities and conducting performance evaluations • Work with outside consultants as required • Plan and execute marketing events; represent the retirement community in the market • Monitor and manage the budget of the department; prepare monthly financial reports • Attend in-service training and workshops and meetings as required. May require up to 5% travel • Complete on-line and other training as required • Perform various related essential duties as required by the regional sales manager, vice president or by the Home Office • Promote and protect the rights of each resident • Display behavior that supports the mission, vision and values. • Understand and adhere to company, community and department programs, policies and procedures. • Understands and actively contributes to the Philosophy of Person Directed Care while promoting individual growth and potential within a culture of Successful Aging. • Demonstrate behavior that supports the company’s service excellence culture program. • Keep current knowledge and required certifications for quality care and services mandated by federal and state law, and other regulating agencies. • Understand and adhere to federal and state laws governing employee and resident rights. • Communicate effectively to perform the essential functions of the job. *
Supervision/Leadership • Lead staff to achieve community, function and company performance goals. • Ensure quality recruiting, hiring, development and retention practices consistent with company procedures and standards. • Assign, review, plan and coordinate the work of other team members. • Delegate and oversee results of delegated work to staff. • Recommend and approve the discipline, dismissal, transfer or promotion of team members. • Assess the work of team members and write performance appraisals. • Administer pay, rewards and recognition within company guidelines that support individual and team performance toward achieving goals. • Analyze problems that arise in the areas under supervision and implement solutions. • Effectively communicate in all written and verbal forms of communication. • Create an environment for staff that honors, respects and values their opinions and suggestions; demonstrate fair treatment and ethical business practices; support staff development and reward achievement. • Provide high performance leadership and management of department team members to support the achievement of community and corporate performance goals. Observe and effectively manage the morale of the team. • Create an environment for team members that honors, respects and values individual opinions and suggestions; demonstrate fair treatment and ethical business practices; support team development and reward achievement • Communicate performance standards to team members; observe, measure and evaluate performance to ensure standards are achieved; conduct regular performance observation, assessment and discussion with team members • Communicate information that supports team and company performance, and communicate reasons for decisions • Ensure quality recruiting, hiring, development and retention practices that support company procedures and standards • Administer compensation, rewards and recognition that support individual and team performance toward achieving shared goals • At direction of regional sales manager, vice president or corporate officer may • chair or sit on the marketing committee of the local board of advisors • May supervise or act as move-in coordinator; facilitate the move-in process for new residents; write work orders for apartments as necessary and coordinate the process with other departments of the retirement community *
KNOWLEDGE, SKILLS, AND ABILITIES REQUIRED TO PERFORM THE ESSENTIAL FUNCTIONS OF THE JOB Knowledge • Sales management theory • Effective methods for overcoming objections in sales process • Prospect evaluation methods • Principles of organization and functions of a retirement community • Contracts for continuing or lifecare communities • Motivation and coaching team members • Procedures for monitoring budgets • Modern office practices and procedures • Terminology used within the department Skills • Computer software skills including: Microsoft Office, Word, Excel, PowerPoint and community lead data base program • Lead tracking and prospect communications methods • Effective sales closing methods • Excellent verbal communication skills with the ability to interact, in English, with a diverse group of associates, residents and family members • Excellent written communication skills including proper grammar and professional writing. • Typing, word processing, telephone etiquette and procedures and use of standard office equipment * Abilities • Ability to understand and correctly use various information resources and documents including: Sales and marketing plan, Budgets, Occupancy and sales reports, Website, Tax documents, Lead database program • Ability to prepare reports, correspondence, budgets, marketing plans, newsletters, using prescribed format and conforming to all rules of punctuation, grammar, diction and style • Ability to use Microsoft Office, PowerPoint, Excel to prepare departmental reports and presentations • Ability to explain ideas, in writing and orally, so others easily understand • Ability to communicate effectively and hospitably, both orally and in writing • Ability to listen to and understand information and ideas presented through spoken words and sentences • Ability to conduct presentations and training sessions • Ability to recognize when something is wrong or is likely to go wrong • Ability to work in a fast paced environment with multiple competing demands for time and attention • Ability to interact and collaborate professionally with a diverse range of customers, including older adults and co-workers, individually and as a part of a team • Ability to utilize a positive, can-do attitude • Keep current knowledge and required certifications for quality care and services mandated by federal and state law, and other regulating agencies Workstyle Characteristics • Integrity – honest and ethical. • Cooperative – pleasant with others, good-natured, and cooperative. • Dependable – reliable and responsible, fulfilling duties. • Attention to Detail – careful about detail and thorough in completing work tasks. • Concern for Others – sensitive to other’s needs and feelings; helpful and understanding. • Adaptable/Flexible – open to change (positive or negative) and to variety in the workplace. • Stress Tolerance – accepts criticism and deals calmly and effectively with stress situations. • Independent – develops own way of doing; guides self with little or no supervision; depends on self to complete tasks. • Initiative – willingness to take on challenges and responsibility. • Leadership – willingness to lead, take charge, and offer opinions and direction. • Achievement/Effort – establishing and maintaining personally challenging achievement goals and exerting effort toward mastering tasks. • Analytical thinking – analyzing information and using logic to address work-related issues and problems. Judgment and Reasoning Ability • Ability to apply principles of rational systems. • Ability to use judgment and respond calmly in stressful situations. • Ability to understand and correctly use various information resources and documents including daily logs. • Ability to prepare reports, correspondence, using prescribed format and conforming to all rules of punctuation, grammar, diction and style. • Ability to explain ideas, in writing and orally, so others easily understand. • Ability to communicate effectively and hospitably, both orally and in writing. • Ability to listen to and understand information and ideas presented through spoken words and sentences. • Ability to recognize when something is wrong or is likely to go wrong. * Mathematical Ability • Ability to add, subtract, multiply and divide and calculate decimals, ratio and proportion, discount, interest, profit and loss, percentage, commission, markup and fractions; and determine time, weight, and measures. Environmental Adaptability • Ability to work effectively in an office environment. • Ability to work effectively in a health care facility environment. • Ability to work effectively in hot, cold, and wet conditions. *
• High school diploma with some vocational or college course work in business, marketing or a related field; a bachelor’s degree in marketing, social sciences, business or a related field preferred • Experience/Training – • Five  years of related experience, a bachelor’s degree in marketing, social sciences, business or a related field may be substituted for three of the years of experience; or any equivalent combination of training and experience which provides the required skills, knowledge and abilities • Certificates, Licenses, Registrations • Valid driver’s license • First Aid and CPR certification through the American Red Cross Job Type: Full-time Required experience: • Marketing: 3 years • Sales: 3 years
Piedmont Gardens is part of American Baptist Homes of the West (ABHOW), one of the largest nonprofit long-term care employers in the nation – and one of the most pioneering. Our mission is to enhance the independence, well-being and security of older people through the provision of housing, health care and supportive services. We are located in the quaint Piedmont neighborhood within a half block ...of shopping, dining, live music and a movie theater. Our Team members enjoy competitive benefits and an outstanding work environment. You can visit us on the web at www.abhow.com.