Miami Jewish Health System Miami , FL 33196
Posted 2 weeks ago
Miami Jewish Health has a new expansion project planned on our existing campus in the heart of Miami and is seeking experienced, hospitality-minded individuals to join the Sales and Marketing Team.
Job Title: Sales & Marketing Director
Job Summary
The Sales and Marketing Director is responsible for managing the people, processes, and programs of the community sales office. This effort includes both implementing and monitoring measurable sales goals for calls, appointments, event attendance, deposits, occupancy levels and revenue generation for the community. The Sales and Marketing Director is responsible for communicating the sales and marketing goals to the larger community team and emphasizing the importance of creating a positive customer experience that inspires prospects to want to move to the community. In order to advance measurable sales results, the Sales and Marketing Director will create and maintain effective collaboration, communication, and sales focus with various internal partners to include the regional sales leader, the Executive Director, community executive team, community operations associates, the sponsor and the advertising firm working to advance lead generation and marketing tactics for the community.
Essential Job Functions
Plan and direct all sales activities, which include overseeing the community sales team members
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
Prospecting:
Interact with all leads whether provided through advertising, public relations, referral, or personal contact and to 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, and group presentations
Plan and execute weekly goals for lead contact: Connect with a sufficient volume of leads and prospects by phone daily to create the velocity of sales needed to meet established goals
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
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
Create and deliver group seminars to prospective residents on a variety of sales-related subjects and evaluate results
Present the community's products and services to prospective residents, families, referral sources, and the local community: Make group presentations
Maintain knowledge of community services and that of the competitors in order to sell and accurately explain the community difference
Closing Skills
Influence closing through sales messages, presentation techniques, facilitation methods and relationship management
Utilize closing techniques for securing final commitment from prospects
Efficiently execute the completion of agreements and securing proper signatures on documents
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
Manage and update customer expectations in a positive manner to assure an informed, supportive and committed prospective base
Ensure a smooth transition for the residents from the sales process through the move in process
Establish and maintain complete and accurate records of all reservations, holds, and cancellations, as well as available inventory
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.
Control lead flow through fair distribution known as the "Up System"
Marketing
Know the procedures followed in lead fulfillment and lead tracking to advance a prospect in the sales process
Review advertising strategies/tactics for clarity and alignment with the target market
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
Assess learning needs of sales team at various job levels, assisting in their professional development by identifying competency levels, writing reviews and creating growth plans
Provide coaching on a day-to-day basis and assist sales team members in applying skills/knowledge to on-the-job performance
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
Provide sales coaching and mentoring to sales team, including identifying top prospects, and the needed sales strategies to move these prospects forward in the buying decision
Provide training to assure accurate reports to all appropriate parties
Encourage input into the development of marketing and sales plans to achieve occupancy goals
Work closely with Greystone Regional to establish a weekly exchange of information on inventory and other sales issues in order to anticipate and prioritize next steps, as well as communicate with the internal sales team
Other duties as assigned by the Community or Greystone Marketing Services.
Supervisory Responsibilities
Supervise all members of the Marketing department including coordinating and approving time off, training and motivating, conducting performance evaluations, counseling, and directing and managing the workflow for the department.
Review and give initial approval of all applications for residency.
Manage, process and verify canceled and transferred leads and waiting lists.
Provide assistance and/or advice to other Sales Counselors with regard to the handling of their prospects when necessary or when required.
Job Requirements
Education
Experience
Two to three years' experience in marketing/sales in senior living setting with supervisory experience.
Sales or consulting experience a plus.
Previous management experience.
Experience with lead management database system (CRM).
Proven sales experience.
Licenses/Certifications
Abilities Required
Language Ability:
Effective communication with all levels in a professional manner.
Excellent oral and written communication and presentation skills.
Excellent interpersonal and leadership skills to effectively communicate and train on the systems and processes.
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.
Ability to manage and motivate others and build teams.
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.
Detail oriented and excellent organizational and follow-through skills.
Ability to problem solve in an effective manner to manage staff
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
Miami Jewish Health System