Area Eldercare Advisor

 Position Summary:

The responsibility of the area eldercare advisor is to consistently close new business in order to grow or maintain census in their assigned facilities. This process begins with identifying the sales needs of a facility by establishing the metrics necessary to reach 100% occupancy.

The facility's sales needs (unoccupied units) are assessed on a monthly basis and reviewed weekly by the executive director and the eldercare advisor. The eldercare advisor's time and effort will be directed toward prospect management activities. These activities include: executing first appointments with new leads, discovering the prospect's needs, establishing next steps that are time and date specific and make sense to the prospect, making recommendations that make sense to the prospect and seeing the prospect through to a scheduled admission date. This eldercare advisor may maintain certain key referral relationships in given communities through regular telephone, email and face to face interactions.

Essential Functions:

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Activities/Related Reporting /Competency

In order to be successful and reach the objective of the position, compliance with the following activities and reporting will be expected:

• Analyze the sales needs of the facility
• Evaluate the number of leads necessary to generate the needed number of admissions month to month to either achieve or maintain full occupancy.
• Understand the average selling cycle in a particular facility, evaluate the time averages required to move generated leads through the sales process (from initial inquiry, to first appointment, to 25%, 50%, 90% and closed)
• Reporting: Responsible for gathering necessary data in order for the executive director and sales representative to determine course of action.
• Compliance: Understands how to analyze the necessary selling activities that need to take place at a particular facility in order to achieve full occupancy and communicates a plan to execute those activities to the executive director
• Prospect Management
• Perform or ensure performance of needed follow up on new and existing prospects at a facility and continue moving prospects through the sales process through one on one discovery in order to secure the admission.
• Keeps accurate sales notes within Enquire Leads on each active prospect complete with date/time specific next step.
• Ensure that each prospect is placed in the correct category of the sales activity board by complying with definitions within each category (continuance, new lead, FA, 25%, 50%, 90%, closed)
• Secures agreed upon next step/agenda with all leads in active columns (25%, 50%, 90%)
• Directs the necessary effort to develop relationships with prospects considered in continuance in order to secure a date and time next step when it makes sense for the prospect to do so.
• Validate prospects to determine when to drop as invalid or non qualified.
• Reporting: Responsible for reporting what has started and what has moved in the facility's sales effort each week on the sales activity board.
• Competency: Effectively moves valid prospects through the sales process from initial inquiry or first appointment (if initial inquiry is handled by Enquire Solutions), through 25% to closed, 50% to closed, 90% to closed. When a scheduled admission date is decided the relationship is then handed off to the facility administrator. Is compliant with definitions of each prospect relative to where they occupy on the prospect board and has a date/time specific next step with all active prospects.
• Retains Value of the Business
• Maintains the proper metrics within the sales activity board in order to achieve the monthly sales goals of the facility.
• Understands the price of the service being sold and the impact of negotiated pricing and semi  private occupancy on the facility's margin.
• Gains a detailed understanding of competition's services in an assigned market.
• Identifies and recommends services to be dropped or developed related to market needs.
• Reporting: Responsible for updating the facility's sales activity board with respect to leads. Participates in weekly sales board call with facility administrator and operations director and reports on progress on what has started and moved with that facility's lead base.
• Competency: Add value to the facility by performing the necessary sales activities to achieve full occupancy with the right payer/occupancy mix.

Other Activities

Other activities should occupy no more than 20% of the sales representative's time. These additional activities include:

• Travel to/from referral source and prospect meetings
• Relationship building with facility management/staff
• Staff education in the area of inquiry handling
• Required corporate training/meetings

Work Environment

This job operates in a professional office or home office environment depending on location. This role routinely uses standard office equipment such as computers, phones, photocopiers, filing cabinets and fax machines. Operate a car for required travel.

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.

While performing the duties of this job, the employee is regularly required to talk or hear. The employee frequently is required to stand; walk; use hands to finger, handle or feel; and reach with hands and arms.

As well as meet all physical requirements of the position as identified by the facility policies and procedures related to functional job analysis. These are available at each specific community.

Position Type/Expected Hours of Work

This is a full time position. Hours can vary, but at least 40 hours a week is required

Travel

Up to 75% travel can be expected depending on your sales are/region.

Qualifications/ Education/Experience/Skills:

The Successful Candidate Will

• Minimal 18 years of age, high school education
• Experience in skilled care or residential services for the elderly desirable.
• A background in sales and marketing is preferred
• Preferred background in senior living sales of at least 1 year

AAP/EEO Statement

Americare is proud to be an equal opportunity employer. Americare does not discriminate in employment opportunities, decisions or practices on the basis of race, color, religion, sex, genetics, national origin, age, mental or physical handicap or disability, citizenship or any other characteristic protected by law (may also be called “protected class”). In order to provide equal employment and advancement opportunities to all individuals, employment decisions at Americare will be based upon merit, qualifications and abilities. Americare will also make reasonable accommodations for qualified individuals with known disabilities, unless doing so would result in an undue hardship to Americare. This policy governs all aspects of employment, including hiring, job assignment, training, promotion, compensation, discipline, termination, and access to benefits and training.

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.

Americare Senior Living is an EOE (Equal Opportunity Employer) and drug free workplace.

We offer employees access to wages on demand

Who We Are

 At Americare, we make a difference in the everyday lives of others, and we are proud of the work we do. We have created communities that embrace our team members like family. Our senior living communities are places where excellence thrives and that we proudly call home. Our culture is built on recognition, empowerment, and a side of fun. We've consistently been certified as a Great Place to Work, ranked on Fortune's annual Best Workplaces in Aging Services list, and were recently recognized as one of the 2024 Best Senior Living providers by U.S. News & World Report!

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