Miami Jewish Health
Sales & Marketing Director
Miami Jewish Health, Miami, Florida, us, 33222
Description
Miami Jewish Health is one of the leading providers of health and living options for older adults in South Florida, with an 85-year history. We recently launched a new Continuing Care Retirement Community (CCRC) expansion project planned on our existing 20+ acre campus in the heart of Miami. The CCRC, also known as a Life Plan Community, will include a beautiful, state-of-the-art independent living tower and garden homes in a park-like setting with all the expected amenities. We are currently building our sales team to support this initiative and are seeking dynamic, hospitality-minded, sales-oriented professionals to join our 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 membersGenerate sales referrals from potential resident and community contactsRespond to requests for information in a timely mannerProvide accurate reports to all appropriate partiesMaintain regular contact with existing leads and prospectsAchieve the community sales and move in goalsExceed hospitality and service standardsFollow the Sales ProcessProspecting:
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 presentationsPlan 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 goalsGreet all visitors pleasantly and professionally presenting a very positive image for the CommunityAddress specific customer preferences and priorities to guide them to commitmentMaintain CRM database effectively and in a timely manner with all inquiriesDiscovery process
Skillfully interview prospects or their representatives to ascertain how the Community will meet their needsKnow and be able to explain the benefits of residing at the CommunityRecord all information obtained during the interview process and accurately input data in the CRM databasePresentations
Conduct effective sales presentations that inspire customers to take the next step in the sales processCreate and deliver group seminars to prospective residents on a variety of sales-related subjects and evaluate resultsPresent the community's products and services to prospective residents, families, referral sources, and the local community: Make group presentationsMaintain knowledge of community services and that of the competitors in order to sell and accurately explain the community differenceClosing Skills
Influence closing through sales messages, presentation techniques, facilitation methods and relationship managementUtilize closing techniques for securing final commitment from prospectsEfficiently execute the completion of agreements and securing proper signatures on documentsRetention
Execute thorough follow through to be able to retain all sales and move prospects forward to move-inMaintain prospect relationships through consistent communications by phone, mail, email, 1:1 contactManage and update customer expectations in a positive manner to assure an informed, supportive and committed prospective baseEnsure a smooth transition for the residents from the sales process through the move in processEstablish and maintain complete and accurate records of all reservations, holds, and cancellations, as well as available inventoryData Management and Tracking the Customer Journey
Operate CRM database and possess strong computer proficiencyMaintain 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 processReview advertising strategies/tactics for clarity and alignment with the target marketTraining and Development
Strive for constant improvement in selling skills through attendance at sales training meetings and through the reading of motivational and sales-oriented materialsAssess learning needs of sales team at various job levels, assisting in their professional development by identifying competency levels, writing reviews and creating growth plansProvide coaching on a day-to-day basis and assist sales team members in applying skills/knowledge to on-the-job performanceRemain informed about the local real estate market, the customer profile in your market, competitor communities, industry trends and customer trendsBuild trust and strong cross functional relationships within the community and operational structureProvide sales coaching and mentoring to sales team, including identifying top prospects, and the needed sales strategies to move these prospects forward in the buying decisionProvide training to assure accurate reports to all appropriate partiesEncourage input into the development of marketing and sales plans to achieve occupancy goalsWork 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 teamOther 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
Bachelor's degree in business, Marketing, Public Relations/Communications or related field, or equivalent experience.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
N/AAbilities 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 SpanishMathematical 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 staffFunctional Demands
Environment Work Conditions
Normal working condition with adequate lighting and ventilationWorks primarily indoors in a climate-controlled settingPossible exposure to unpleasant odorsContinuous exposure to clients and/or family members who may be under stressInfectious Material Exposure
N/A
Miami Jewish Health is one of the leading providers of health and living options for older adults in South Florida, with an 85-year history. We recently launched a new Continuing Care Retirement Community (CCRC) expansion project planned on our existing 20+ acre campus in the heart of Miami. The CCRC, also known as a Life Plan Community, will include a beautiful, state-of-the-art independent living tower and garden homes in a park-like setting with all the expected amenities. We are currently building our sales team to support this initiative and are seeking dynamic, hospitality-minded, sales-oriented professionals to join our 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 membersGenerate sales referrals from potential resident and community contactsRespond to requests for information in a timely mannerProvide accurate reports to all appropriate partiesMaintain regular contact with existing leads and prospectsAchieve the community sales and move in goalsExceed hospitality and service standardsFollow the Sales ProcessProspecting:
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 presentationsPlan 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 goalsGreet all visitors pleasantly and professionally presenting a very positive image for the CommunityAddress specific customer preferences and priorities to guide them to commitmentMaintain CRM database effectively and in a timely manner with all inquiriesDiscovery process
Skillfully interview prospects or their representatives to ascertain how the Community will meet their needsKnow and be able to explain the benefits of residing at the CommunityRecord all information obtained during the interview process and accurately input data in the CRM databasePresentations
Conduct effective sales presentations that inspire customers to take the next step in the sales processCreate and deliver group seminars to prospective residents on a variety of sales-related subjects and evaluate resultsPresent the community's products and services to prospective residents, families, referral sources, and the local community: Make group presentationsMaintain knowledge of community services and that of the competitors in order to sell and accurately explain the community differenceClosing Skills
Influence closing through sales messages, presentation techniques, facilitation methods and relationship managementUtilize closing techniques for securing final commitment from prospectsEfficiently execute the completion of agreements and securing proper signatures on documentsRetention
Execute thorough follow through to be able to retain all sales and move prospects forward to move-inMaintain prospect relationships through consistent communications by phone, mail, email, 1:1 contactManage and update customer expectations in a positive manner to assure an informed, supportive and committed prospective baseEnsure a smooth transition for the residents from the sales process through the move in processEstablish and maintain complete and accurate records of all reservations, holds, and cancellations, as well as available inventoryData Management and Tracking the Customer Journey
Operate CRM database and possess strong computer proficiencyMaintain 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 processReview advertising strategies/tactics for clarity and alignment with the target marketTraining and Development
Strive for constant improvement in selling skills through attendance at sales training meetings and through the reading of motivational and sales-oriented materialsAssess learning needs of sales team at various job levels, assisting in their professional development by identifying competency levels, writing reviews and creating growth plansProvide coaching on a day-to-day basis and assist sales team members in applying skills/knowledge to on-the-job performanceRemain informed about the local real estate market, the customer profile in your market, competitor communities, industry trends and customer trendsBuild trust and strong cross functional relationships within the community and operational structureProvide sales coaching and mentoring to sales team, including identifying top prospects, and the needed sales strategies to move these prospects forward in the buying decisionProvide training to assure accurate reports to all appropriate partiesEncourage input into the development of marketing and sales plans to achieve occupancy goalsWork 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 teamOther 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
Bachelor's degree in business, Marketing, Public Relations/Communications or related field, or equivalent experience.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
N/AAbilities 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 SpanishMathematical 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 staffFunctional Demands
Environment Work Conditions
Normal working condition with adequate lighting and ventilationWorks primarily indoors in a climate-controlled settingPossible exposure to unpleasant odorsContinuous exposure to clients and/or family members who may be under stressInfectious Material Exposure
N/A