Sales Advisor

Miami Jewish Health is one of the largest providers of healthcare and living options for aging adults in the Southeast. Our main campus is located on 20+ acres just north of mid-town Miami, and is home to our support departments like Finance, Accounting, Human Resources, Marketing and more. Join us now to do purposeful work with our diverse and respectful team.

Job Title: Sales Advisor

Job Summary

The Sales Advisor is a sales professional who presents and sells the community lifestyle to the prospective resident - from initial lead through closing - leading to deposits and gains in occupancy. This individual is responsible for meeting with prospective residents through telephone contact, personal appointments and will apply effective sales techniques which include a thorough discovery process, consultative and relational selling practices. This effort includes both conducting and monitoring measurable sales goals for calls, appointments, event attendance, deposits and occupancy for the community. The Sales Advisor is responsible for achieving (meeting or exceeding) reservation and move-in goals which advance occupancy for the community.

Essential Job Functions

• Generate sales referrals from potential resident and community contacts

• Respond to requests for information in a timely manner

• Provide accurate reports to all appropriate parties

• Maintain regular contact with existing leads and prospects

• Achieve the community sales and move in goals

• Exceed hospitality and service standards

• Follow the Sales Process

• Operate CRM database.

• Utilize existing resident, depositor and lead contacts to generate additional leads by prospecting for referrals.

• Act professionally and honestly in the representation of the Community concept of senior living.

Prospecting

• Interact with all leads whether provided through advertising, public relations, referral, or personal contact and turn those leads into depositors and residents of the Community through the use of professional selling skills, including but not limited to outbound sales calls, in-person sales presentations, event participation, and group presentations

• Greet all visitors pleasantly and professionally presenting a very positive image for the Community

• Address specific customer preferences and priorities to guide them to commitment

• Connect with a sufficient volume of leads and prospects by phone daily to create the velocity of sales needed to meet established goals

• Maintain CRM database effectively and in a timely manner with all inquiries

Discovery process

• Skillfully interview prospects or their representatives to ascertain how the Community will meet their needs

• Know and be able to explain the benefits of residing at the Community

• Record all information obtained during the interview process and accurately input data in the CRM database

Presentations

• Conduct effective sales presentations that inspire customers to take the next step in the sales process

Closing Skills

• Influence closing through sales messages, presentation techniques, facilitation methods and relationship management

Retention

• Execute thorough follow-through to be able to retain all sales and move prospects forward to move-in

• Maintain prospect relationships through consistent communications by phone, mail, email, 1:1 contact

Data Management and Tracking the Customer Journey

• Operate CRM database and possess strong computer proficiency

• Maintain effective hot lead list which provides forecasting opportunities to know and reach monthly sales goals

Marketing

• Know the procedures followed in lead fulfillment and lead tracking to advance a prospect in the sales process

Training and Development

• Strive for constant improvement in selling skills through attendance at sales training meetings and through the reading of motivational and sales-oriented materials

• Remain informed about the local real estate market, the customer profile in your market, competitor communities, industry trends and customer trends

• Build trust and strong cross-functional relationships within the community and operational structure

• Other duties as assigned by Supervisor.

Job Requirements

Education

• Bachelor's degree in business, Marketing, Public Relations/Communications or related field, or equivalent experience.

Experience

• Proven sales experience.

• At least one year in marketing/sales in senior living setting preferred.

Licenses/Certifications

• N/A

Abilities Required

Language Ability:

• Effective communication with all levels in a professional manner.

• Excellent oral and written communication and presentation skills.

• Bilingual - English/Spanish

Mathematical Skills:

• Ability to explain current residency fee structure.

• Ability to explain current monthly service fee structure.

Cognitive Demands:

• Must be self-starter, attentive to detail and possess excellent organizational skills.

• Must be able to work with little supervision.

• Positive attitude and approach to change and improvements.

Computer Skills:

• Proficient in Microsoft Office (Word, Excel and PowerPoint).

• Ability to learn and utilize CRM database.

Competencies:

• Effective sales, leadership and presentation skills.

• Exceptional skills in customer service, oral and written communication.

• Detail oriented and excellent organizational and follow-through skills.

• Ability to follow directions

Functional Demands

Environment Work Conditions

• Normal working condition with adequate lighting and ventilation

• Works primarily indoors in a climate-controlled setting

• Possible exposure to unpleasant odors

• Continuous exposure to clients and/or family members who may be under stress

Infectious Material Exposure

• N/A

Organizational Expectations

• Ensures that resident's/patient's rights are adhered to

• Demonstrates professionalism and accountability

• Demonstrates a caring attitude consistent with Miami Jewish EmpathicareSM toward MJH residents, patients, family members, employees, and other facility guests

• Demonstrates excellent communication skills

• Ensures confidentiality and security of patients' medical information

• Identifies and utilizes appropriate channels of communication

• Able to speak, read and write English

• Able to think and act calmly to meet unusual occurrences of the job

• Adheres to the organization's Mission, Vision and Values

• Participates in departmental activities, meetings and in-services and follows established guidelines

• Maintains a safe working environment

Miami Jewish Health provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.

This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.

Disclaimer:

The above statements are intended to describe the general nature and level of work being performed by people assigned to this job. They are not to be construed as an exhaustive list of all responsibilities, duties, and skills required of personnel so classified. All personnel may be required to perform duties outside of their normal responsibilities from time to time, as needed.