Sales Specialist

Commonwealth Senior Living; Charlottesville (VA); On-site; USD 80,000 - 90,000; Full time

Job summary

Commonwealth Senior Living in Charlottesville, VA seeks a Sales Specialist to provide sales and marketing support, driving occupancy growth under the Vice President of Sales. The role focuses on lead generation, closing moves, and maintaining a positive image with referral sources, residents, and staff.

You will develop market plans, manage community experiences, respond to inquiries with urgency, and coordinate quarterly revenue initiatives with the Sales Team, enhancing revenue and NOI.

Qualifications

• Bachelor degree or 1–2 years of experience or training.
• Solid track record of sales success in long-term care.
• Exceptional verbal, written and organizational skills and computer proficiency.
• Ability to travel up to 100% during the work week.

Responsibilities

• Assess market position and develop 30-60-90 growth plans.
• Mystery shop market, update competitive analysis and support talent development.
• Demonstrate urgency to improve sales performance, revenue and NOI.
• Lead Sales Director expectations until coverage is in place.
• Schedule and conduct Community Experiences for prospective residents and families.
• Respond to inquiries with timely follow-up and strategic relationship building.
• Plan and implement the Quarterly Revenue Plan with events to nurture referrals.
• Maintain relationships with residents, families and referral sources.
• Lead onboarding and training for new sales hires as needed.
• Maintain confidentiality and comply with policies.

Skills

Sales experience

Communication skills

Travel readiness

Organizational skills

Computer proficiency

Education

Bachelor's degree

Tools

MS Office

Job description

Pay range: $80,000-$90,000 per year.

The Sales Specialist is responsible for providing sales and marketing support to a community based on need and at the direction of the Vice President of Sales. Accountable for assisting with lead generation and for closing sales and achieving/exceeding move in goals. Maintains a positive image of the community with referral sources, residents, and staff personnel. Immediate occupancy growth and revenue growth are the top two priorities and focus areas of this position.

Job Requirements

• Bachelor degree from a four-year college or university or one to two years’ experience and or training, or equivalent of education and experience.
• A solid track record of sales experience and success in the long-term care industry and ability to build professional relationships.
• Exceptional verbal, written and organizational skills and computer proficiency required.
• Ability to travel up to 100% of time required during the work week.

Areas of Primary Responsibility

• Quickly assesses market position, opportunities, threats, and overall sales positioning of community assignment and provides 30-60-90 action plan and projections for growth.
• Capable to mystery shop market, update Competitive Analysis and support sales talent acquisition and development.
• Demonstrates urgency and high level of analysis and execution that delivers rapid improvement to assigned community’s sales performance, revenue and NOI.
• Serves as and is responsible for all expectations of a Sales Director at communities until such time that a new associate is in place and/or provides additional sales coverage for new or challenged communities.
• Schedules, organizes and conducts Community Experiences with prospective residents and families of independent, assisted living, and memory care.
• Responds and follows-up with all inquiries and existing lead timely and appropriately and treats each family with urgency and unique strategy to advance the relationship.
• Creates, plans and implements assigned community Quarterly Revenue Plan, to include collaboration with Sales and Marketing Team and Program Director on events to nurture prospective residents and referral partners such as but not limited to: seminars, speakers, themed events, and family nights.
• Develops and maintains a good working relationship with residents, families, professional providers of care and all professional referral sources.
• Capable of taking the lead with all sales that become uncertain and instructing the individual assisting with the lead on immediate next steps and strategies.
• Has the directive to challenge and question the Executive Director and other managers with regard to moving in and closing any sale effectively and timely. This also includes questioning any possible denials of admit or readmits.
• Responsible for completing, creating and maintaining all sales reports and standards as required by CSL.
• Executes team training at community assignments with department directors to include and not limited to: sales culture, back up team, first impressions, SWOT & competitive analysis, CSL Operating Standards, Admission Policy.
• Responsible to prepare for and support new sales hire transition at assigned community to ensure onboarding plan is followed as designed.
• Maintain confidentiality of all pertinent information.
• Complies with all Commonwealth Senior Living Policies.
• Possesses strong organizational skills and ability to multi-task and meet deadlines.
• Interacts professionally and effectively with all levels of the organization, residents, family members, etc.
• Performs other duties as assigned.

Culture Ambassador

Models the core values of the company:

• We Care About People
• We Do the Right Thing
• We are Passionate, Have Fun, and Celebrate Success
• We Speak Up! It’s Our Responsibility
• We Take Ownership and Add Value
• We are Respectful

Ensures all personnel exemplify the core values of the company at all times.

Create and drive the sales culture.