Director of Sales - Community Relations

Responsibilities/Competencies:

Sales Strategy:

• Develop and execute strategies for generating business to achieve occupancy and sales goals. Establish and communicate clear objectives for all initiatives.
• Define sales and community outreach plans and help manage sales and admissions team members in support of goals and cross-functional initiatives.
• Create a culture of success and positivity within the sales/community relations team and with partners across the organization.
• Manage CRM integration. Leverage CRM and other tools to manage relationships, track sales performance, and support overall care coordination.
• Oversee and optimize the sales pipeline to ensure effective opportunity management.
• Analyze occupancy trends, market trends, and the length of the sales cycle by program to determine the necessary activities to achieve goals. Capitalize on findings to refine sales strategy and help inform marketing strategy.
• Work closely with the marketing team and supervise the Coordinator, Community Outreach and Events to plan and execute local marketing events. Ensure events have a clear objective, add value, and are well planned and executed.
• Manage The Vista sales team and ensure compliance with Vista sales and occupancy covenants and census goals. Develop relationships with Vista leadership and residents to understand the community’s values and unique value proposition.
• Lead face-to-face referral development and supervise the Manager, Physician Relations, and Community Outreach in calling on physicians, hospitals, long-term care communities, and other referral sources.
• Cultivate and manage reciprocal professional relationships across the senior living and mental health referral base.
• Develop and manage annual sales/community outreach budget.
• Track performance metrics, including sales targets and key performance indicators (KPIs), and provide actionable insights.

Care Navigation Strategy:

• Collaborate with leadership to communicate our well-defined continuums of care, from initial contact through post-care or placement follow-up.
• Receive/respond to calls and emails and monitor web leads to discover the needs of prospective residents/patients and their families and work to match them with the community or service that best suits their needs.
• Ensure seamless coordination between various levels of care including, independent living, residential health care, post-acute care, home care, assisted living, memory care, and skilled nursing. Ensure seamless coordination between the mental health care continuums including inpatient hospital, various outpatient services, and affiliate/partnership organizations.
• Work closely with different teams and departments to align the sales standards with organizational care strategies and facilitate referrals.

Team Development and Training:

• Ensure the sales/community outreach team builds meaningful relationships across the organization and within the community Christian Health serves.
• Develop sales standards for Christian Health and help educate colleagues about the value of these best practices in relation to the organization’s strategic vision.
• Provide training and support to the admissions teams at Longview, Windmere, and other communities and programs as needed.
• Develop and deliver presentations to ensure selected leaders and the admissions team are well-versed in Christian Health’s care continuums and each community's and services' unique selling points.
• Encourage and support ongoing professional development to enhance team effectiveness.
• Support the training and development of leadership colleagues on the sales process as it pertains to their role and define and support the greater sales culture in all aspects of day-to-day operations.
• Help train and develop reception and concierge team members on sales support activities including, but not limited to, phone etiquette, customer experience, brand and sales standards, tour and visitation processes, providing marketing collateral, and triaging leads.

Schedule: 9:00am - 5:00pm, Monday – Friday, evenings and weekends, as needed.

Education: Bachelor’s Degree in business administration, marketing, or a related field.

Christian Health offers a wide variety of benefits to full-time employees that includes:

• Discounted health insurance
• Dental Program
• Paid Vacation, Personal days, Holidays and New Jersey Sick leave
• 401k plan for all employees who are 21 years old or older
• Group Life Insurance & Voluntary Life Insurance
• Tuition Reimbursement
• Flexible Benefit plan
• Employee Assistance Program
• Direct Deposit
• Credit Union
• Child Day Care Center on campus
• Gift shop on campus
• Free onsite parking on campus
• Free meals for all employees
• Pay differentials
• Exclusive employee discounts and special offers
• Access to earned wages prior to payday

Demonstrates compliance with the CH ASPIRE Standards of Performance.

Qualifications:

• Strong sales professional with 5+ years of experience in a supervisory or management role, including hiring staff, coaching, and performance management.
• Prior experience with healthcare or senior living sales, or related relationship-based sales industry is strongly preferred.
• Welcoming, community-focused approach to developing strong relationships based on Christian Health’s values.
• The ability to have difficult conversations during a stressful time for older adults and adult children while being equally skilled at communicating with professional referral sources.
• Experience in strategic sales planning and execution.
• Familiarity with CRM tools is required.
• Demonstrated ability to define, refine, and effectively communicate program value to key decision-makers.
• Proficient in Microsoft Office.
• Excellent written and verbal communication skills. Confident presenter.

If you are interested in this great opportunity, please apply today on our website listed below.