Sales & Marketing Representative

Vestavia Hills; Vestavia Hills (AL); Hybrid; USD 42,000 - 65,000; Full time

Job summary

Home Instead Senior Care is seeking a Sales & Marketing Representative to lead networking, marketing and external sales across the assigned territory. The role focuses on achieving revenue objectives by pursuing new referral sources and strengthening existing relationships.

The position requires directing yearly franchise operations plans and budgets, overseeing multiple departments, and delivering results through targeted marketing and community engagement.

Qualifications

• College degree or equivalent work experience
• Four to ten years of related business experience or an equivalent combination of education and work experience may be considered
• Must possess a valid driver’s license

Responsibilities

• Develop and manage the annual franchise operational plan and budget for sales and marketing.
• Achieve the annual operational plan’s revenues, gross profit, profitability and other operational goals.
• Provide leadership and management of all Home Instead departments that oversee home care sales which affect operational efficiency and achievement of the operational goals.
• Manage outcomes of department activities and direct changes that will drive achievement of operational goals.
• Develop and maintain positive and professional relationships with referral sources in the community.
• Responsible for researching and developing client relationships and producing referrals; performs all phases of sales process, including preparation and documentation of cold calls, follow-up calls, diagnosis of referral source and client needs, recommendation of appropriate Home Instead services and additional community resources, maintaining and nurturing existing referral accounts.
• Achieve inquiry generation objectives for assigned territory with the primary goal of bringing in new business to increase overall market share.

Skills

Communication skills

Driver's license

Microsoft Word

Microsoft Excel

Education

College degree or equivalent

4–10 years related business experience

Tools

Word

Excel

Job description

Home Instead Senior Care ®

Sales & Marketing Representative

Pahos, Inc., d/b/a Home Instead Senior Care

Objective:
The Sales & Marketing job is responsible for successfully directing and coordinating all activities related to networking, marketing and external sales. This position is also responsible for ensuring achievement of revenue objectives for the assigned territory. Revenue is to be generated from a variety of Sales and Marketing duties, including researching and pursuing new referral sources and enhancing and maintaining relationships with existing referral sources.

Primary Responsibilities

• Reflect the core values of Pahos, Inc.,, (d.b.a. an independently owned and operated Home Instead Senior Care franchise).
• Develop and manage the annual franchise operational plan and budget for sales and marketing.
• Achieve the annual operational plan’s revenues, gross profit, profitability and other operational goals by the stated milestones.
• Provide leadership and management of all Home Instead ® departments that oversee home care sales which affect operational efficiency and achievement of the operational goals.
• Manage outcomes of department activities and direct changes that will drive achievement of operational goals.

• Develop and maintain positive and professional relationships with referral sources in the community.
• Adhere to all company policies, procedures and business ethics codes and ensure that they are implemented and communicated to all employees.

• Responsible for researching and developing client relationships and producing referrals; performs all phases of sales process, including preparation and documentation of cold calls, follow-up calls, diagnosis of referral source and client needs, recommendation of appropriate Home Instead ® services and additional community resources, maintaining and nurturing existing referral accounts, including follow-up, as necessary.
• Achieve inquiry generation objectives for assigned territory with the primary goal of bringing in new business to increase overall market share. Target accounts include, but are not limited to, hospitals, physicians, home health agencies, assisted living facilities, nursing homes, senior centers, hospice, funeral homes, etc.
• Develop and maintain knowledge of Home Instead Senior Care brand. Effectively presents Home Instead Senior Care marketing materials and services to referral providers, including 1:1 meetings, as well presenting CEU’s, planning, arranging and conducting formal group presentations to referral providers.
• Maintain accurate records of all sales and prospecting activities including sales calls; presentations; closed sales; and follow-up activities within the assigned territory, including the use of software to maintain accurate records to maximize territory potential.
• Develop a database of qualified leads from referrals through face-to-face cold calling on referral providers, email, telephone and Web.
• Conduct Service Inquiries and Care Consultations as needed following the consultative sales process, primarily those in hospitals or rehab or ALF settings.
• Adhere to all company policies, procedures and business ethics codes.
• Participate in and contribute to the development of educational programs offered to clients, prospects, and co-workers.

Secondary Responsibilities

• Maintain and establish strong relationships with neighboring franchise owners
• Maintain and establish strong relationships with the Home Instead, Inc. Business Performance team
• Perform any and all other functions and responsibilities deemed necessary for the successful operation of a Home Instead Senior Care franchise office
• Conduct client/CAREGiver introductions as needed
• Conduct quality assurance visits with clients as needed
• Participate in various PR strategies

Critical Numbers

• Develop and manage critical numbers of the business (see Key Performance Indicator/Operations scorecard) and report them each (x period of time) to the Home Instead Senior Care franchise owner.
• Develop and implement quarterly accountability meetings with each Key Player focusing on their growth and development.
• Complete 45-55 quality conversations or impression per week
• Obtain inquiries from referral providers as a direct result of sales activity
• Obtain clients from referral providers as a direct result of Marketing/Networking events
• Facilitate 3 networking events each month

Education/Experience Requirements

• College degree or equivalent work experience
• Four to ten years of related business experience or an equivalent combination of education and work experience may be considered
• Must possess a valid driver’s license

Supervisory Responsibilities

• This position will be responsible for overseeing all of the functions performed by the office staff. Responsibilities include interviewing, hiring and training employees, planning, assigning and directing work; appraising performance, coaching employee’s performance; addressing complaints and resolving problems.

Knowledge, Skills and Abilities

• Must have an understanding of and uphold the policies and procedures established by Pahos, Inc., (d.b.a. an independently owned and operated Home Instead Senior Care franchise)
• Must demonstrate excellent oral and written communication skills and the ability to listen effectively
• Must have the ability to work independently, maintain confidentiality of information and meet deadlines
• Must have the ability to demonstrate effective interpersonal skills is essential as well as sound judgment and good decision-making
• Must demonstrate discretion, integrity and fair-mindedness consistent with company standards, practices, policies and procedures
• Must have the ability to organize and prioritize daily, monthly, quarterly and yearly work
• Must have the ability to establish good working relationships with office colleagues, the franchise owner, clients and the community
• Must have the ability to present a professional appearance and demeanor
• Must have the ability to operate office equipment
• Must have computer skills and be proficient in Word and Excel
• Must be able to work evenings or weekends as required (Alzheimer’s’ fund raising event on a Saturday, for example)
• Must have knowledge of the senior-care industry
• Must have the ability to sit at a desk and listen effectively for long periods of time on the telephone
• Must be patient and congenial on the telephone
• Must be able to perform duties in a professional office setting
• Must be able to recruit “A” players

EMPLOYER DISCLAIMER: This job description does not create an employment contract, nor imply it. Employment with your employer remains at will.