Under the direction of the Executive Director, greets prospective clients, provides tours to potential families and residents, facilitates the full cycle admission process and undertakes marketing activities. Maintains and/or improve upon the occupancy level and revenue production of the community in accordance with marketing and business plans; includes managing the sales process and completing all activities required for a sale. Partner with management to develop and execute marketing plans and achieve community occupancy goals.
DUTIES AND RESPONSIBILITIES
Develop an organized sales approach to effectively move prospects through the sales process.
Responsible for maintaining budgeted occupancy of 80 minimum residents and 95 maximum residents by generating the number of qualified inquiries, referrals, tours and closing rates required.
Hire, manage and train the marketing team, including daily tasks, performance reviews, training, disciplinary action promotions and support .
Receive all incoming calls for inquiries. Follow up with the inquiries via telephone calls, thank you notes, cards/letters, mailing of marketing information and other means in an effort to meet budgeted occupancy . Complete inquiry form with all available information.
Keep referral database, mailing list and customer information up to date.
Identify, build and develop an effective network of community and professional resources for potential resident referrals and establish relationships that assure continuing opportunities.
Achieve and maintain required number of marketing tours and placements per week. Maintain outside referral database of qualified contacts.
Develop strong referral base with other communities by making personal visits of at least one per month with Consultant to other building and marketing events. Sponsor networking functions at the property. Accurately represent the community, its services and pricing structure in all interactions.
Attend all appropriate networking functions as needed with Consultant .
Facilitate the p,re admission appraisal, as directed. Communicate effectively with physician's offices to ensure proper and timely completion of Physician's Form prior to admission in conjunction with Executive Director and Director of Nursing.
Understand and ensures compliance with all State regulations concerning the acceptable health conditions and the move-in procedures.
Ability to measure success rates of referral contacts by establishing systems for tracking referral sources and requests for information by callers and walk-in visitors.
Assist with the processing of all required information necessary to complete a successful move-in, as requested.
Facilitate admission for new resident and family. Coordinate with all departments to prepare for the new resident's arrival.
Aid residents and their family members with the adjustment to the facility. Attend to emotional and psychological issues with regard to this adjustment and any other psychosocial adjustments.
Encourage family contact and support with the residents. Promote family involvement in facility activities, family meetings and support groups.
Work with the Executive Director to establish a creative marketing and advertising plan for the property, seek advertising resources, and coordinate public relations efforts.
Conduct morning walk-through of community to ensure readiness for property tours. Ensure all common areas needing attention are addressed at the beginning of each day, prior to any tour activity.
Complete the marketing report bimonthly and provide completed report to the Administrator, Executive Director and the Board.
Meet with the Executive Director daily to report on census, admissions, discharges, transfers, deposits, inquiries, and tours. Maintain model room, respite room and rent-ready room availability list.
Perform day-to-day clerical work connected with the position.
Assist with the setting-up and tearing down of special events.
Encourage teamwork through cooperative interactions with co-workers and other departments.
Support a positive and professional image through actions and dress.
Maintain a safe and secure environment for all staff, residents and guests, following established safety standards.
Lead a weekly marketing/sales meeting.
Performs multiple tasks under pressure, analyzes complex and diverse information; identifies and resolves problems in a timely manner; listens to others and solves conflicts; speaks clearly and persuasively and demonstrates group presentation skills; effective time management, organization and multi-tasking skills; capable of preserving confidential or sensitive information; builds morale and promotes teamwork; adapts to changes in the work environment and implements effective changes to improve results; looks for ways to improve and promote quality and increase productivity; works within approved budget; develops strategies to achieve company business objectives; prioritizes and plans work activities; demonstrates accuracy and thoroughness; and meets productivity and integrity standards of the Company.
Must have excellent follow through and sales \"closing\" skills.
Regular contact with community leaders, social services agencies, physicians and other medical providers and their staff, residents and potential residents and their families, hospice providers, as well as other Company personnel to obtain information, resolve problems, prioritize tasks, and execute responsibilities.
This position is expected to exercise initiative performing the assigned tasks and delegated responsibilities and to ensure that all established guidelines, deadlines and budget parameters are met. The employee is expected to solve problems by exercising sound decision making and accurate judgment based upon knowledge of sound memory care and Residential Care Facilities for the Elderly practices, management policies and procedures.
SKILL AND KNOWLEDGE REQUIREMENTS
A Bachelor's Degree is preferred and at least two years of sales/marketing experience or two to four years of sales/marketing experience preferably in an Assisted Living Community with a proven track record of generating and closing a high percentage of qualified sales.
Experience preparing budgets, devising and implementing marketing plans and outreach programs and outstanding verbal and written communication skills required.
Must be detail oriented, organized, and possess strong analytical and outstanding interpersonal skills. Must meet qualifications as required by the Department of Social Services for a RCFE Community.
Ability to read, analyze, and interpret general business or trade periodicals, professional journals, technical procedures, or governmental regulations. Ability to accurately and effectively write memos, correspondence, and other business documents. Ability to effectively present information and respond to questions from managers, customers, potential residents, medical providers, and the general public.
Ability to apply common sense understanding and carry out oral or written instructions.
Ability to define problems, collect information and other data, establish facts, and draw valid conclusions. Ability to solve practical problems and deal with a variety of concrete as well as abstract variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.
Proficient in Microsoft Word, Excel, Outlook. Working knowledge of Microsoft Office, \"You Got Leads\" (a contact management system), Internet search engines, etc.
Requires a thorough working knowledge and understanding of practices, procedures and policies pertaining to Residential Care Facilities for the Elderly, including but not limited to hospice placement and state regulatory requirements.
Ability to adhere to strict time deadlines and standards.
Must possess effective and excellent communication and interpersonal skills; strong organizational skills with an ability to plan, prioritize, and execute tasks in an efficient manner without sacrificing quality and accuracy; ability to interface effectively with co workers, medical providers, customers and families, and general public; and a demonstrate a pleasant and professional demeanor.
PHYSICAL, MENTAL AND EMOTIONAL REQUIREMENTS
Requires ability to operate a car safely, and must have a valid California driver's license and provide proof of insurability. The job requires travel of approximately 85%. However, travel time may be more, as needed.
The job requires employee to have fine motor skills and dexterity in using telephone, computer keyboard, mouse and standard office equipment while seated at a desk.
Frequently required to stand, walk, sit, and stoop.
The employee must regularly lift and/or move up to 20 pounds, and occasionally lift and/or move up to 35 pounds.
Travels within a designated territory and moves within a building or office to interact with customers, residents, medical providers, families, and other business associates as well as fellow employees.
Specific vision abilities required by this job include close vision, depth perception and ability to adjust focus.
Employee must be able to safely operate a motor vehicle.
While performing the duties of this job, the employee is required to work in an environment consistent with Residential Care Facilities for the Elderly, and the noise level is usually quiet to moderate.