POSITION: SALES MANAGER
REPORTS TO: REGIONAL SALES MANAGER
The phenomenal macro outlook for the Assisted Living industry is well documented. There are approximately 20 million seniors over the age of 70 in the U.S. today and that figure will grow by another 5 million people over the next 10 years alone. New supply being added is only 1% of the existing inventory in the U.S. which creates a tremendous imbalance between supply and demand. The assisted living industry is still a largely fragmented one with the top 10 owner/operators comprising well less than 20% of the total market; thus, the industry is ripe for consolidation, which is inevitable.
With a national presence across 20 states, Assisted Living Concepts is one of the largest owner and operator of assisted living facilities in the U.S. with over 200 buildings managed. The typical ALC community has 40-60 units and offers residents a supportive, home-like setting and assistance. With over 4,000 employees, the company has total annual operating revenue of approximately $200 million.
In May of 2013, the shareholders of ALC overwhelmingly approved selling the company to TPG Capital, a leading, global investment firm with $54.7 billion of capital under management. Founded in 1992, TPG specializes in recognizing value - or the potential value - where others do not. The transaction is expected to close this summer. This transaction will position ALC as the single largest private owner and operator of Assisted Living assets in the U.S. Under TPG's ownership, the newly installed executive team will lead a dramatic transformation of the organization, which includes the build-out of a highly scalable operating platform that will position the company to participate in external growth opportunities.
The Sales Manager is the sales leader at the community level. The primary functions of the Sales Manager include; developing, implementing, and evaluating the community's sales plan in order to meet all sales and occupancy goals. The position is responsible for the overall successful execution of sales at the community level, defined as meeting or exceeding budgeted goals. The Sales Manager is also responsible for the following: develop relationships with all prospects and their families, manage visits/tours for interested inquiries; maintain relationships with future residents through timely follow up; participate in resident move-ins and coordinate the admission process for all residents; manage the database management system; participate in the development of special events on-site. The Sales Manager is also responsible for driving traffic through regular outreach and community events.
Proven sales experience in the service industry; preferably within a hospitality field or property management
Experience with contact database management
Ability to plan, direct, supervise, coordinate and evaluate the work of others
Maintain confidentiality of all pertinent residents' information to assure all rights are protected
Refined computer skills with experience using Word and Excel
Ability to schedule tasks effectively to meet strict deadlines
Able to communicate clearly and appropriately with residents, families, care-team members, staff, volunteers and visitors
Ability to handle multiple demands in a courteous and organized manner, neat, clean appearance; able to work well with others in cheerful and cooperative manner
Ability to be creative and flexible in executing multi-faceted problem solving
Ability to define problems, collect data, establish facts and draw valid conclusions
Able to maintain effective working relationships with all residents, employees, family members and visitors. This includes being respectful, courteous and professional at all times
Sensitivity to the needs of older adults and their families
Able to provide and receive constructive feedback
Work to increase job related knowledge
Ability to plan and prioritize work
Willingness to learn and implement multiple sales methodologies
The successful candidate will be a proven sales leader within the hospitality, retail or other customer service oriented, multi-unit businesses. Ideally, this individual will be able to service the full sales cycle, taking a lead from start to close. The successful candidate will also have experience positioning and branding in the external market through event planning and consistent outreach.
Core competencies include:
A minimum of three years in a customer service field
Proven track record of service selling
Adherence to a database management system/lead tracking
Ability to fulfill the entire sales cycle, including; qualification of leads; discovery; on-site visit; follow up and closing
Experience in traffic driving through activities such as referral source development, event planning and networking opportunities
Cultural fit will be a key qualifier in the selection process. The successful candidate will be a driven sales performer who is eager to increase occupancy at the community level. The Sales Manager should be motivated through further economic gain, growth potential and improving bottom line results. It is critical the Sales Manager be a part of the community management team and work with all team members to ensure overall resident retention and satisfaction.
Key characteristics will include:
Smart and intellectually agile
Thrives in dynamic, fast-paced entrepreneurial environments
Strong team player
Confident and self-aware. Can admit to mistakes and learn from them
Engaging personal style with strong interpersonal insight, listening and communication skills who will gain immediate credibility as a trusted advisor
High energy with a passion for results and a solution orientation
Presents well and is always well-prepared
Communicates directly with transparency
Assisted Living Concepts (ALC) operates more than 210 senior living centers in 20 states in the US. Altogether, its properties -- a...